North DFW Real Producers - May 2020

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NORTH DFW

I N F O R M I N G

A N D

I N S P I R I N G

R E A L

E S TAT E

A G E N T S

RISING STAR Kristy Pirrello CELEBRATING LEADERS Nicole Espinosa PARTNER SPOTLIGHTS Boston National Title Roofing Reformation EVENT RECAP North DFW Real Producers Cocktails for a Cause

T H E

O’GORMAN G R O U P

Driven to Deliver the Best as a Mother-Daughter Trio

MOTHER’S DAY EDITION

Photography By: Scott Peek Photography

M AY 2 0 2 0


2 • May 2020

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North DFW Real Producers • 3


TA BLE OF

CONTENTS 06

12

Index of Trusted Partners

Publisher’s Meet The Team Note

Publisher’s Note

16

22

26 10

Rising Star: Kristy Pirrello

Charity Spotlight: Braving Infertility Together

Tips Partner From Spotlight: the Top Roofing Reformation

32 24

44 16

24 53

Event FAQ Recap: About North This DFW Magazine Real Producers Cocktails for a Cause

54

CCAR: In The Know

4 • May 2020

09 11

Celebrating Sponsor Spotlight Leaders: Photography Nicole By Espinosa Spross

58

Partner Spotlight: Boston National Title

Games: FAQ Crossword About Puzzle This Magazine

66

Cover Story: The O’Gorman Group

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Presents

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North DFW Real Producers • 5


PREFERRED PARTNERS

This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community! ARTIST Hope Harrison Artist Hope Harrison (469) 394-8664 hopeharrison.net BARBERSHOP & MEN’S GROOMING Hammer & Nails Grooming for Guys - Frisco (214) 794-6498 hammerandnails grooming.com BUILDER Taylor Morrison (469) 252-2272 taylormorrison.com BUSINESS COACHING Hero Nation Coaching Wayne Salmans (469) 500-3642 theheronation.com BUSINESS/EXECUTIVE COACH Elevate U (214) 551-1940 elevateuinc.com CREDIT REPAIR Lenders Choice Credit Solutions (214) 307-4946 lendersccs.com

6 • May 2020

ENGRAVED CLOSING GIFTS VinoSay Engraving Ray Southwell (469) 396-6529 vinosay.com FLOORING The Design Quad (214) 647-1779 thedesignquad.com FOUNDATION REPAIR Digg Foundation Repair Scott Winn (214) 307-4060 diggfoundationrepair.com GARAGE DOORS Pro Lift Doors (469) 251-7027 proliftdoors.com/garland HOME INSPECTION Amerispec Home Inspections (817) 329-5200 amerispectx.com Elite Inspection Group (469) 818-5500 eigdallas.com Inspect360 (817) 754-0360 inspect360.com

DEVELOPER Huffines Communites (972) 860-3133 huffinescommunities.com

Level Up Home Inspections (214) 210-3576 levelupinspect.com

DIGITAL MARKETING & DIGITAL ADVERTISING Star Mobile Systems (469) 733-7270

HOME RENOVATION Curbio (978) 888-3958 Curbio.com

HOME REPAIR fixdrepair (972) 742-3850 fixdrepair.com HOME WARRANTY Achosa Home Warranty (972) 965-7611 www.achosahw.com Home Warranty of America hwahomewarranty.com Nations Home Warranty (888) 737-7070 home-warranty.com Super Jonathan Asfour (703) 254-9628 HelloSuper.com INSURANCE Brandon Cooley Insurance Agency (940) 365-6174 agents.farmers.com/ tx/aubrey/brandon-cooley DFW Insurance Services Adrienne Baker (972) 781-1115 insurewithdfw.com

INSURANCE AUTO-HOME-BUSINESS Paine Insurance Group (972) 387-9217 whosyour insuranceguy.com INTERIOR DESIGN & HOME STAGING Decor Directions (469) 969-8819 decordirectionsUSA.com MORTGAGE BANKER Bank of England (469) 737-5733 boetexas.com MORTGAGE LENDER American Financial Network, Inc. Daniel Munoz (214) 473-5984 afncorp.com/danielmunoz First Rate Financial (214) 872-4442 iamfirstrate.com Legacy Group - Service First Mortgage (214) 649-4908 petemontesino. servicefirstmtg.com

Rhyne Insurance Agency Kristian Rhyne (972) 400-1089 agents.farmers.com/krhyne

The Mortgage Nerd (972) 447-6373 YourMortgageNerd.com

The Pulaski Sukenik Insurance Agency (214) 673-7888 thepulaskisukenikagency.com

The Tuttle Group Mid America Mortgage (469) 319-0660 thetuttlegroup.com

Winemiller Insurance Agency Josiah Winemiller (817) 618-6514 gooseheadinsurance.com/ agents/josiah-winemiller/

Willow Bend Mortgage (214) 449-2334 wbm.com

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MORTGAGE LOAN ORIGINATOR Farmers Bank and Trust (903) 255-1813 myfarmers.bank MOVING SERVICES All My Sons Moving & Storage (561) 578-3800 allmysons.com Element Moving and Storage (972) 805-0988 elementmoving.com Firehouse Movers Inc (972) 412-6033 firehousemovers.com Stonebriar Moving Services (469) 734-9000 stonebriarmoving.com NEIGHBORHOOD HANDYMAN Handy Hogan (469) 307-4690 PAINTING Splash Painting and Remodeling (214) 980-2669 splashpaintingand remodeling.com PHOTOGRAPHY Blackall Photography (972) 978-9958 blackallphotography.com Ilona Jade Photography (253) 632-5155 ilonajade.com Scott Peek Photography (468) 587-2300 ScottPeekPhotography.com PROPERTY MANAGEMENT American Real PM (469) 620-0114 americanrealpm.com

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Real Property Management Focus (469) 820-0088 realpmfocus.com REAL ESTATE VIRTUAL ASSISTANT Virtual Business Solutions Real Estate (469) 999-1559 vbsrealestate.com ROOFING Blue Ribbon Roofing (972) 464-1858 blueribbondfw.com Helsley Roofing Company (972) 578-8982 helsleyroofing.com New View Roofing (469) 232-7220 newviewroofing.com

TITLE COMPANY Boston National Title of Texas (972) 584-9660 bostonnationaltitle.com

UTILITY CONCIERGE Utility Concierge (800) 587-3160 utilityconcierge.com

Fair Texas Title (602) 421-6417 fairtexastitle.com

VIDEO PRODUCTION/ MARKETING/PHOTOGRAPHY Flux Media Productions (469) 955-5833 fluxmediaproductions.com

Kensington Vanguard National Title of TX (214) 529-3840 kv-lonestar.com Lawyers Title (469) 247-8281 dfw.ltic.com TRAINING Need to Know (469) 396-6529 needtoknowtraining.com

VIDEOGRAPHER Immersion Media Company (214) 929-6326 immersionmediacompany.com WEALTH MANAGEMENT Linder Legacy Group (214) 843-3835 linderlegacygroup.com

Results Roofing (214) 301-5533 results-roofing.com ROOFING & CONSTRUCTION High Performance Restoration Texas (214) 396-7772 hprtexas.com Red Dirt Roofing & Construction (817) 454-0608 reddirtroofing.net Roofing Reformation (469) 321-5201 roofingreformation.com ROOFING & ROOF WARRANTY Total Roof Protection (817) 210-6338 totalroofprotection.com ROOFING / STORM RESTORATION 100% Construction (469) 999-6091 100percentconstructiontx.com

North DFW Real Producers • 7


these are the ways I tell your story

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North DFW Real Producers • 9


LENDING THAT HAS YOU COVERED.

Your HERITAGE is looking back at the past… Your LEGACY is looking to the future!

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Service First Mortgage | NMLS #166487 | 6800 Weiskopf Avenue, Suite 200 | McKinney, TX 75070 10 • May 2020

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MEET THE

NORTH DFW REAL PRODUCERS TEAM

Jordan Espeseth Publisher

Geneva Eilertson Operations Manager

Missy Kremer Editor

Tiffany Haynes Ad Strategist

Dave Danielson Writer

Zach Cohen Writer

Rick Davis Videographer

Jeremy Patton Videographer

Scott Peek Photographer

Hope Harrison Photographer

Kelly Blackall Photographer

Ilona Gorokhovskiy Photographer

If you are interested in contributing or nominating realtors for certain stories, please email us at northdfw@realproducersmag.com DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of N2 Publishing but remain solely those of the author(s). The publication contains paid advertisements by local companies. These companies are not endorsed or specifically recommended by N2 Publishing or the publisher. Therefore, neither N2 Publishing nor the publisher may be held liable or responsible for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.

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North DFW Real Producers • 11


Celebrating

publisher’s note

SUPER MOMS!

“You can do it.” She never doubted me, and let’s be real, I gave her many reasons for doubt! But she never wavered. Mama is the best. In light of May 10th being Mother’s Day, this issue is about honoring and loving our amazing mothers. On the Cover, we have the O’Gormans, an incredible mother-daughter trio that will no doubt impress you. Our Rising Star, Kristy Pirello, is a sports mom with four kids! We celebrate an amazing leader, Nicole Espinosa, widely known as The Short Sale Queen, a single mother of two. We also feature the charity Braving Infertility Together that provides emotional empowerment to women through all stages of infertility.

Being a mom is similar in some ways to being a REALTOR®: You don’t get to punch in or punch out, you don’t get nights off, and weekends tend to be the busiest. My mom means the world to me. If anyone really knows me, they will say, “Yup, he’s a mama’s boy.” And I am damn proud of it, too! I have tried a lot of different things in my life, many different life paths, and my mom believed and supported me through it all. She always has a level of concern and caution about my safety, but once she’s got that off her chest, it’s always followed by a message of,

12 • May 2020

Without our mothers, none of us would have the chance to be here. If you haven’t yet, and are lucky enough to still have your mother living, be sure to express to her how much she means to you. Thank her for giving you life. From all of us at Real Producers, thank you to all you amazing mothers! This issue is for you. We hope you enjoy it as much as we do. Jordan Espeseth Owner/Publisher of North DFW Real Producers jordan.espeseth @realproducersmag.com

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Andy and The Tuttle Group are top notch at what they do for me and my clients. He is the best in the business and his ability to follow up and keep everyone informed is priceless. The way Andy pumps up me and my team to our clients reinforces they made the right decision in choosing me. He sets the client up for a great experience, sets up the team for success and helps the client feel like a VIP.

• TOMMY PISTANA • Realtor | Team Lead The Pistana Group @ Compass

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14 • May 2020

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H O W D O Y O U S AY

“Thank You”?

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North DFW Real Producers • 15


rising star

Kristy

Written By: Missy Kremer Photography By: Scott Peek Photography

16 • May 2020

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Pirrello AC T I VAT I N G A R I S I N G S TA R

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North DFW Real Producers • 17


C

heerleading, football, track, softball…the list goes on and on as a mother of four, and this month’s Rising Star, Kristy Pirrello, shares about her family’s obsession with sports. “Sports take up a lot of our time,” she chuckles. “It’s our life. I love it.”

And this effervescent nature Kristy has about her family’s love affair with being active was activated long before Kristy even met her husband. Tackling Life…and Love Growing up, Kristy’s mom was heavy into athletics. She challenged Kristy to try as many sports and activities as she could…so she did. “I’ve only broken one bone,” Kristy laughs. “I was tackled in the end zone, but I did make the touchdown,” she says about breaking her wrist. While she dabbled with a lot of extracurriculars in her younger years, she spent much of her time in cheerleading. So much so, she started her professional career with The National Cheerleaders Association in high school and carried that through college and beyond. After graduating college in 2000, Kristy received her master’s degree in business from The University of North Texas. After college, Kristy’s aspirations to stay active didn’t dwindle. She immediately joined a Sport and Social Club and enlisted in their co-ed flag football team. There, she met her husband, on the field, day one. “Everything sports!” she smiles. “It’s like the backbone to my life, really.” Now, the pair have been married for nearly 15 years, a true representation of how sports can bring people together. But, as a rising star, Kristy has only been in the real estate game for three active years.

ed that her four kiddos wouldn’t be around forever, and with their active family, she needed a transition that would allow her to spend more time with her children before they were grown and gone. So, she bit the bullet three years ago and hasn’t looked back. “I pride myself on being trustworthy and investing in my clients wholeheartedly. There are really good, honest agents out there, and I pride myself on being one of them. I treat my client’s money as my own,” she frankly states. And, she strives to keep her clients out of unfavorable situations. While understanding each clients’ unique needs, Kristy has the ability to dive into the numbers, analyze all angles, and win, by getting her clients the best deal on their dream home. “I admit…I fight on and off the field! It’s my competitive nature!” And in regards to her rapid growth in three years? “Most of my business is referral-based, and I’m very grateful for that!” Throwing a “Hail Mary” Towards the Future Kristy is comfortable where she’s at and hopes that feeling continues in the near future. She has goals and aspires to do more, but she’s not rushing into those pursuits quite yet. “I’m an oddball there. I have to pull myself back a little bit.” “It takes work to not go at it 150%,” Kristy laments about the endless time commitments that can come with being in real estate. To keep herself grounded, and do best for her clients and family, she often reminds herself of why she got into real estate in the first place: “I’m only going to have my kids for a short amount of time, and then they’re going to leave me.” This sentiment not only helps her focus on her family but reminds her of why she’s doing the work she’s doing: to help other families lay down their roots and to help them create a home.

Tumbling into Real Estate Prior to real estate, she specialized in forecasting and planning in the financial world. “My background is primarily finance. I’ve always been passionate about numbers.”

When it comes to her family, as one can predict, all four children are heavily involved in sports. “Sports take up a lot of our time,” she says. “We’re very competitive!”

This background has helped her work for her clients in an emphasized way that other REALTORS® may not. “I’m a numbers nerd. I’m very numbers-driven.”

But while this busy mom has an active plate, she claims attending her children’s activities is where she decompresses. “It’s my ‘me time.’”

Her finance background coupled with her personal experiences gave her a unique perspective on how certain real estate deals were working for, or in many times against, home buyers. This sparked her interest in becoming a real estate agent.

Other ways Kristy serves her role as mom is by carrying out a yearly tradition with each of her four kids. She asks them, “Would you prefer to have a birthday party with all of your friends or go on a trip?”

Many people in the industry suggested she should, too. While she enjoyed the consistency of her corporate job, Kristy reflect-

Most of the time, they pick the latter, which means more family time, and more time playing the important role of mom.

18 • May 2020

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North DFW Real Producers • 19


Kristy tells her kids, “It’s a big old world out there, and there are so many opportunities.” Her option of travel for their birthday helps to prove this and set them up for the future. All in all, Kristy’s sports-based life has translated into her role as a real estate agent. She wants to tell others, “Be coachable. Always be a sponge. Learn from others. Understand we’re not all perfect, and we all do this differently. Find what’s best for you, and do it to the best of your ability.”

“ ”

I pride myself on being trustworthy and investing in my clients wholeheartedly. There are really good, honest agents out there, and I pride myself on being one of them.

Kristy, with her husband, Tim, and their kids Lily (11) and PJ (13) in the back row and Dax (14) and Nora (12) in the front row.

20 • May 2020

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North DFW Real Producers • 21


charity spotlight Written By: Sarah Ivy, Founder and CEO Photography By: Allison Dittman Photography

22 • May 2020

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Infertility affects one in eight couples in the United States. This disease is connected to the desire to leave a legacy, and yet, treatments are classified as elective in most states. So often people are unsure of what to say to someone struggling, or they say the wrong thing and end up hurting a friend. It is nearly impossible to understand a certain pain if you have not walked that pain’s path yourself…and this is no different.

Braving Infertility Together was founded out of a desire for authentic connection in the infertility community and the presence of courage and vulnerability in a highly emotional space. When many begin their family-building challenges, they long for a connection to others who have been there, and/or those who are still there.

realproducersmag.com

After finding several local women online, founder Sarah Ivy connected with several other ladies who were looking for the same relationship and decided to have a meal and just talk. That brunch for six turned into dinner for 20 the following month. The Braving Infertility Together Facebook group started to simply keep up with one another’s journey, and it quickly became an online community where our friends became family. The heart behind the organization is to provide emotional empowerment to women through all stages of infertility. While it may be messy to sit next to someone who is pregnant as you struggle, there is something calming about knowing they have been where you are. Jealousy and anger are still present, but the honesty and genuine care for one another far outweighs the mess these emotions create.

North DFW Real Producers • 23


Photo Provided By: Braving Infertility Together

The inclusive nature of this platform is unmatched. Infertility is redefined as the inability to grow your family when and how you want, and this group is here to love you no matter what that looks like. Women support one another from all stages of their journey: those with children and without, those who have chosen to live child-free, and those using adoption and other alternative ways to parent those around them. The fact that this small group of friends started as just that means there was never a clear path for where they are now. “We are just women, trying to love one another better than ever,” says Ivy. These

ladies quickly realized the best way to initiate change was to become a nonprofit but tempering their hearts to help against the regulations of a nonprofit was the real rub. Once this group started living life together and seeing how their own hearts changed, it became evident that there were hundreds of local women who wanted the same type of support. Even still, scalability of the platform and geographic chaptering was, and is, a very scary thought. The Board of Directors is currently constructing an operations manual that clearly communicates their passion and expectations, so Braving Infertility Together can better serve our extended community. Braving Infertility Together will continue to raise awareness for the disease of infertility and offer education to our community for years to come.

They just completed their third 5K/10K fundraiser, will be hosting their second Infertility Education Conference in coming months, and will be enhancing their geographic reach as they grow. On the horizon is to partner with other organizations to provide the best in class support to families, a men’s support group, and so much more. Contact Info: Address: 427 Dinalynn Dr. Mesquite, TX 75149 Website:bravingit.org Phone: 9723695478 Email: mrs.sarah.e.ivy@gmail.com Facebook: https://www.facebook. com/bravinginfertilitytogether

Since 1992, Helsley Roofing has specialized in residential roofing in the Dallas/Ft. Worth metroplex. Along with Dallas and Fort Worth homeowners, we have weathered many storms, and we have seen many advancements, improvements and new options in residential roofing products. Whether you are looking for a simple but durable roof or for a unique and customized roof, we offer many services and products that will add value and beauty to your home.

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MEET THE FRISCO OFFICE OF L AWYERS TITLE

KELLY BERRY

RACHEL SHELTON

ESCROW ESCROW OFFICER, OFFICER, BRANCH BRANCH MANAGER MANAGER

ESCROW ESCROW OFFICER OFFICER

JACKIE ANDRAS

CHRISTY BLAGG

ESCROW ESCROW OFFICER OFFICER

ESCROW ESCROW OFFICER OFFICER

GEORGE VAN WAGENINGAM

TAMERA

SALES SALES EXECUTIVE EXECUTIVE

KEITH WILLIAMS PRESIDENT PRESIDENT // ATTORNEY ATTORNEY

GAEDE

SALES SALES EXECUTIVE EXECUTIVE

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LISA SCHULGEN

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North DFW Real Producers • 25


REFORMATION

ROOFING 26 • May 2020

partner spotlight Written By: Dave Danielson Photography By: Hope Harrison

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Reforming Roofs and Perceptions “A good name is to be chosen rather than great riches; And favor is better than silver or gold.” Proverbs 22:1 That line from scripture is one that Rob Vaughan and Jeremy Morphis point to as they talk about the mission behind their business partnership that formed nearly seven years ago. Now, Roofing Reformation is here to do the right things, for the people they serve, when they’re needed the most. “The Roofing Reformation name comes from the idea that there are perceptions about the industry. And a lot of times, those perceptions aren’t good. And so we want to kind of change that perception,” Rob explains. “It’s the idea that, if we take care of our people, we take care of our REALTOR® partners, we take care of our clients, and we put them first, then their favor on us is so much better than just the money that we make.” Going Full-Time with Outstanding Teamwork Rob and Jeremy joined forces, based on their experience working together. Jeremy had been in the roofing business, and Rob was a REALTOR® and is the Broker and owner at Reforming Realty. As Jeremy recalls, “I had done a lot of work with Rob, and we thought, ‘Why don’t we do this together and start trying to reach out to REALTORS® with what we can do together and help them out?’” So, Roofing Reformation was born. As Rob says, “A big part of our identity is that we aren’t storm-chasing roofers. We are more of a service to other agents. And so that’s actually why we’re busy right now, where a lot of roofers are slow, because our relationship is with the REALTORS®, and we get our business because of the need to get that house sold.” Coming Through That level of commitment comes from experience and understanding exactly the type of difference that level of service means when it’s needed most.

realproducersmag.com

North DFW Real Producers • 27


Rob, with his wife, Melanie, and their children, Braden, Bailey, and Piper.

“A lot of times, Rob would call me and say, ‘Hey, we’re closing on Friday. It’s Wednesday. We need this roof done tomorrow,’” Jeremy remembers. “And that’s okay. And we’ll make it happen. If that’s what needs to be done, then that’s what we’ll do. We know that’s a stressful period when it’s getting down to that deadline … very stressful for the REALTOR®, and for the client when something like that pops up. So, I realized very quickly that it’s important to make sure we take care of people … and they will keep coming back to us, and we’ll take care of them.” By being a resource, Rob, Jeremy, and their team get those calls. And when they do, the Roofing Reformation team delivers with a level of integrity that matters. “It’s about the people we have on our team and in our family. We need to be able to trust them, and our customers need to be able to trust them. They need to have integrity. And so the guys 28 • May 2020

that we’ve hired, we know well, and they’ll represent themselves and us well.” Rob and Jeremy cherish the time they have with their families. Rob is married with three children, who are 16, 15, and 11. Jeremy is married, and he and his wife have a two-year-old son. While there’s not a lot of free time in a business that requires their attention seven days a week, both men appreciate the flexibility to move their schedule around and be there for family events at various times. A Background to Build With As Rob and Jeremy think about their business, they always come back to their role as a resource that brings a unique level of understanding about the business as a whole. @realproducers


Jeremy, with his wife, Monica, and their child, Kai.

“We started Roofing Reformation from that mindset with me being a Broker. We understand the real estate transaction and not just the roof side of it,” Rob emphasizes. “For example, the law changed in September, and now you can’t absorb the deductible in the process. But, guess what? As a REALTOR® who understands the transaction side of the process, we can figure out ways to help that client legally afford to get that roof done and sell their house. So, it’s thinking outside the box.”

A big part of our identity is that we aren’t stormchasing roofers. We are more of a service to other agents. And so that’s actually why we’re busy right now, where a lot of roofers are slow, because our relationship is with the REALTORS®, and we get our business because of the need to get that house sold.

As Jeremy says, “We understand the process, and we’re going to do everything we can to make sure that whenever that deal closes, that the client views the REALTOR® as the hero. They’re going to remember and say, ‘Holy cow. We needed our roof done. We needed all this stuff done, and they got it done.’ We want to make our partners look good.” The Roofing Reformation team lives and works with a sense of integrity and genuine service. realproducersmag.com

North DFW Real Producers • 29


“I learned long ago not to become a man of success, but rather, become a man of value. We want to be the resource people call whether it be for roofing or anything else. If we’re a person of value, then that success will follow,” Jeremy points out. “At the end of the day, we will make sure that when the project is complete, that clients are completely, 100-percent, satisfied and happy.”

30 • May 2020

That’s the spirit of a team reforming roofs and perceptions … and committed to making a difference each and every day. For more information, contact Roofing Reformation today! Phone: 469-236-2255 Web: www.RoofingReformation.com

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event recap Photography By: Scott Peek Photography

North DFW Real Producers

COCKTAILS FOR A CAUSE Holy smokes! The view and venue of our North DFW Real Producer’s Cocktails for a Cause event was incredible. I literally could not have asked for a better night. I just wish the event went an hour longer! Thank you so much to all the amazing agents and businesses

32 • May 2020

that came out to celebrate with us! Together, we raised nearly $5K for Habitat for Humanity - Collin County! I’m so proud of this powerful and giving real estate community that we have built.

was a perfect location for the bestof-the-best in DFW real estate to get together and celebrate! We are so thrilled and grateful for what this Real Producing real estate community is doing in DFW. Our hearts are full! Can’t wait for the next event in June! Jordan Espeseth

I need to give a huge shout-out to Taylor Morrison and Darling Homes DFW for being the host of this event. Your Waterford Point Amenity Center

@realproducers


“It was an honor for Taylor Morrison to host this wonderful event at our Waterford Point Amenity Center. The turnout was outstanding and a phenomenal opportunity for the best in the industry to network with each other, while raising money for Habitat for Humanity. Thank you, North DFW Real Producers!” Karla Horton, VP of Sales and Marketing, Taylor Morrison Dallas Division

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North DFW Real Producers • 33


“Real Producers is absolutely fantastic! It is amazing in just two years what Real Producers has done. They brought out so many great people here tonight, and it is so fun to sit down and talk one-on-one with these great agents.” Jane Clark, Keller Williams

34 • May 2020

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North DFW Real Producers • 43


celebrating leaders

Nicole Espinosa

Written By: Dave Danielson Photography By: Shannon Skloss Photography

Becoming the Short Sale Queen with a Life of Action

You can dream and plan all you want. But without action, your hopes will remain just that — unfulfilled ambitions, followed at some point by regret. But if you take an appropriate amount of time planning, and then move forward, you have a chance of reaching your dreams. One of the leading examples of that truth in the real estate industry is REALTOR®, author, entrepreneur, and leader Nicole Espinosa, who heads The Short Sale Queen, a nationwide company averaging more than 100 short sales a month — and growing. Diving In

Nicole was born in Miami and raised in Orlando. And before she became nationally known for what she does in real estate, she became very well known to her friends and family as a woman of action. “I’ve always been an entrepreneur. I always saw the opportunity in everything to make money. I started working when I was 14. My initial thought and motivation to start working was when my parents wouldn’t take me shopping—you know, girl problems,” she laughs.

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@realproducers


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North DFW Real Producers • 45


Nicole with her son, Elias, and daughter, Emma.

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@realproducers


Her entrepreneurial skills and tenacity came in handy early on. “I always had something I was selling. It started with cell phones, and progressed with clothes, and eventually led to real estate. Growing up, I always saw that there was an opportunity in everything.” Stepping Forward

Nicole had no interest in college. She was ready to move forward in life in other ways. “My introduction to real estate was actually for a REALTOR® as an assistant doing lead generation,” she recalls. “I was there every day setting up appointments for him. I didn’t know anything except for the fact that I was highly motivated to make things happen. He didn’t do much with the appointments, but because I was in the office every day, the broker ended up hiring me to run the office.”

was awful,” she remembers. “I am grateful I stuck it out, because I learned so much, and it truly created the foundation for what I do today. But at the time I was working around the clock, 12 to 14-hour days, with a six-month-old; nothing about it was easy.” Making a Name for Herself

In time, she left the role with a sense of gratitude for the parts of the business she learned and went into her next opportunity. She moved into real estate sales, walking into a brokerage and, again, diving into the next chapter of her life. “When I got licensed, I only knew the REO World and the way we did things. I knew all the complicated parts of the transaction and couldn’t tell you what a CRM was or any of the basic concepts! But

The brokerage specialized in REOs. So at age 21, Nicole dove in and learned. “I didn’t know anything about the business,” Nicole recalls. “She threw me into it, and I figured it out. I remember Googling everything she was asking me to do at the time, completely clueless, and ended up managing over 100 listings a month… and all our departments.” The business took its toll. “I was miserable. A part of my job was evicting families. It was heartbreaking. We would have people call and be like, ‘I have nowhere to go.’ It

I remember Googling everything she was asking me to do at the time, completely clueless, and ended up managing over 100 listings a month…and all our departments.”

realproducersmag.com

North DFW Real Producers • 47


like everything else, I was just going to figure it out. I had no backup plan.” Nicole learned and grew. She had her first sale in three weeks from start to finish. “I didn’t know anything. But that’s the good thing. Because a lot of times people let their fear of the norm get in the way, and it prevents them from taking action. Since I had been used to working 12-hour days, I would be the only one in the office on every single phone time. And that’s how I got my first lead, which led to my first closing.” Soon, Nicole was faced with her first short sale. “People ask me all the time how I got into short sales. My first listing appointment that I went on ended up turning into a short sale. I was so excited to land my first appointment, and the seller told me he couldn’t afford to sell the home at the price I was suggesting because he didn’t have money to come to closing. I remember asking my broker at the time…who told me not to bother with it. I couldn’t just let it go; I had worked so hard to get this listing, and the guy still needed help. So, I got on the phone with the bank and asked a million questions to figure out the process.” She did figure it out and ended up closing her first short sale. She put her energy into action, helping people now nationally, specializing in short sales. “It was so interesting to me. No one knew what to do when it came to short sales, and no one wanted to make the effort to get it done. I developed the process we now have and started marketing for them to local agents and investors.” Along the way, she started teaching classes on the topic, earned the “Short Sale Queen” title locally, and eventually wrote the book on it: Short Sales Uncensored. She has built a growing company specializing in it. Today, “The Short Sale Queen” is in

48 • May 2020

nine markets, with eight agents, 11 employees, and processing over 150 active listings at any one time. In her free time, Nicole is a single mom to her two kids: Elias and Emma. She also enjoys an hour of yoga or running each day and any chance she gets to travel. As Nicole looks at her growing business, she also takes pride in breaking barriers as a strong female. “I love the fact that I’m breaking stereotypes as a female doing business on a high level. On this journey, I am always in rooms with mostly men when it comes to being a Top Producer. I get excited that I can inspire other women to stop hiding behind their excuses. Yes, I am a single mom, but I don’t identify as one. If anything, it motivates me that much more,” Nicole emphasizes. “The most fulfilling thing for me is showing my kids that if you’re passionate about something, and you’re not scared to do the work, there are so many things out there that are possible. There really are no limits, and I love being that example for them.”

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DFW games

Get to Know Your

North DFW Real Producers May20

Send a picture of your completed puzzle to geneva@realproducersmag.com for a chance to win a prize! 1

4

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6 7

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Prize provided by 12

ACROSS 4 CCAR hosts many courses to make sure you don’t blow the ________. ACROSS DOWN 5 courses Nicole anddon’t her blow teamthe average more than a _______ short salesNational a month. Helms worked 4. CCAR hosts many toEspinosa make sure you ________. 1. Before Boston Title, Danny 7 Rob Vaughan and Jeremy Morphis are the duo behind RooÞng ________. 5. Nicole Espinosa and her team average more than a _______ short sales a month. for the North Carolina _______. 8 Rising Star, Kristy Pirrello, and her family love _________. 7. Rob Morphis are the duo behind Roofing ________. Cindy O’Gorman a successful Vaughan and9Jeremy RooÞng ReformationÕs mission comes from a Bible Verse2.from the book of leads _________. real estate 8. Rising Star, Kristy11 Pirrello, her familyteam love _________. team with her two _______. Theand O’Gorman is a Company-Wide Top Producers with ________ Halliday. 12 Danny thea Bible TX Director of the Operations for ______3.National Title. is the Short-Sale ________. 9. Roofing Reformation’s missionHelms comes is from Verse from book of _______. Nicole Espinosa O’Gorman team is a Company-Wide Top Producers with ________ Halliday. 11. The 6. This month’s Rising Star is ________ Pirrello. DOWN 12. Danny Helms is the TX Director of Operations for _________ National Title. 10. Our Charity Spotlight, ________ Infertility 1 Before Boston National Title, Danny Helms worked for the North Carolina _________. Together, provides emotional empowerment 2 Cindy O’Gorman leads a successful real estate team with her two _________. to women through all stages of infertility. 3 Nicole Espinosa is the Short-Sale ________. 6 This month’s Rising Star is _______ Pirrello. 10 Our Charity Spotlight, ________ Infertility Together, provides emotional empowerment to women through all stages of infertility.

April Crossword Answers: ACROSS: 1. Las Vegas / 4. Stonebriar / 6. Video / 8. Family / 10. Colleen / 11. Outdoors DOWN: 1. Lifestyle / 2. Brokerage / 3. Producing / 5. Acquisto / 7. Edwards / 8. Clear

1 of 1 realproducersmag.com

3/23/20, 4:44 PM North DFW Real Producers • 53


CCAR: in the know Written By: Bri Westbury, Collin County Association of REALTORS® Content Specialist

ONE QUICK WAY TO BLOW A LISTING PRESENTATION You are sitting across from Mr. and Mrs. Sinclair on their custommade, six-seat, green velvet couch. The color would be too much in other homes, but here it provides the perfect amount of playful in an otherwise predictable high-end home. Mr. Sinclair is in his favorite chair with one knee touching each armrest and his hands clasped just above his belt buckle. Occasionally, he nods his head as you explain your plan for selling his $1.7 million home. Mrs. Sinclair is on the edge of her seat while leaning over the coffee table, evaluating the listing materials you have carefully laid out in front of her. Without speaking, the Sinclairs have already indicated whether you will earn their listing.

“We communicate almost 40% of the time with our body language,” explains Jimmy Campbell, owner and lead trainer of inFOCUS Communications. In the “Enhanced Communication” course that he teaches at the Collin County Association of REALTORS® (CCAR), Campbell emphasizes that clients and colleagues are communicating magnitudes

54 • May 2020

with their body language, and it’s important not to ignore it. Campbell has served as a skilled hostage negotiator and trainer and has relied on body language and employed strategic communication tactics to save lives. In retirement, his hostage and crisis communications skills easily translated into actionable ways to execute exceptional customer service and build trust with guests at the retreat center he and his wife own and operate. Because of their exceptional customer service, their retreat center is one of the most successful in the Dallas-Fort Worth area. Campbell passes on those actionable ways to execute exceptional customer service, and build trust in the training, inFOCUS communication delivers. During his courses, Campbell trains agents how to: establish their authority as an expert in the industry, utilize the theory of social proof to close a deal, what to say to mold how you are perceived, how to keep the conversation rolling, how to get the information you need out of clients, how to attend a networking event where you know no one, and more.

Now, let’s return to your listing presentation at Mr. and Mrs. Sinclair’s home. You are sitting on their custom-made, six-seat, green velvet couch that adds just the right amount of playful. How can you quickly blow this presentation listing? Not reading Mr. and Mrs. Sinclair’s body language. Don’t lose the listing because you assume Mrs. Sinclair’s head nod means she is in agreement or that Mr. Sinclair’s sprawled legs indicate he is relaxed in your presence. Moreover, what is your body language saying? Are your legs, posture, mouth, and hands sending the correct message to the Sinclairs? Paying attention to body language can give your business the boost you have been looking for. Visit www.ccar.net to schedule a course with Campbell or any of our incredible instructors. Each course is carefully curated to provide you with the tools and resources you need to succeed, so you don’t blow the listing.

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partner spotlight Written By: Dave Danielson Photography By: Blackall Photography

58 • May 2020

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BOSTON NATIONAL TITLE Responsive Common Sense In a segment of the industry where there isn’t a big difference in the products being offered, the other parts of the service equation can make all of the difference for your clients and you. That’s what you’ll find when you work with Boston National Title and their TX Director of Operations, Danny Helms. “In every meeting I have with a loan officer, a commercial broker, or a real estate agent, the common question I get asked is, ‘What makes you guys different?’ I think it’s really the relationships,” Danny says. “If you pick Boston National Title, I think you’ll see from top to bottom that we all have that same entrepreneurial mindset, where customer service comes first. We’re not afraid to dive right into something and lend a helping hand.” An Individual Approach

You deliver solutions each day that are based on the unique needs of your individual clients. Danny and his team feel the same way about their work with you. “With Boston National Title, we offer a pretty customized module approach. I think we certainly have a firm process in place that makes sense for the majority of people. But at the end of the day, there are so many little things here and there that you can customize to make it a more convenient

realproducersmag.com

experience for REALTORS® and their clients. And that’s something we certainly look at.” Boston National Title got its start in Florida in 2006. Over the past 14 years, the organization has become a true national force, conducting business in all 50 states. “This company was founded on the idea that it’s okay to be entrepreneurial-minded. There has always been a huge focus on customer service and building/maintaining a fantastic culture. And we’ve just really been all about growth,” Danny emphasizes. “We got into the Texas market in 2011, and from there, we’ve been finding ways to make our mark in the market.” Danny was born and raised in Charlotte, North Carolina, and moved to Frisco two years ago with his wife and their three children, including their five-year-old son, Pierce, who his father says is an avid golfer already, and their twin two-year-old girls, Emelia and Isla.

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In their free time, the Helms family enjoys taking in all that the area has to offer, including going to the Fort Worth Stockyards, local museums, parks, and other family-friendly spots. As a lifelong athlete, Danny played a variety of sports growing up, including football, baseball, and basketball. He attended UNC-Charlotte and had his sights set on a career as an NFL scout. He worked for a time with the Carolina Panthers, but then had a chance

This company was founded

on the idea that it’s okay to be

entrepreneurial-minded. There

has always been a huge focus

on customer service and building/

maintaining a fantastic culture. 60 • May 2020

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meeting with Boston National Title CEO, John Keratsis, in a coffee shop. The two struck up a conversation, quickly found common ground, and that led to Danny joining the BNT team. When you talk with Danny, it’s clear to see the passion and spark he has for the work he does with his team and clients.

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Growing Through Success

“As we have transitioned into this market, it’s seeing people really buy into you and your vision, and they see your work paying off and taking the company to new strides. That’s probably the most rewarding thing … actually seeing it come together,” Danny explains. “You put a lot of work into something, a lot of time and energy, a lot of focus and cultivating people to buy into that and to buy into the culture, and when you see it start to happen, it really is pretty rewarding.”

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Danny with his wife, Veronica, and kids, Pierce, Emelia, and Isla.

That mindset comes down to being the kind of resource that adds value to the entire equation. For Danny, he says it involves a basic concept. “To be honest, I believe it’s about common sense and hard work. I know that sounds a little odd, but I think everyone gets stuck in their ways, as a company or as a person, where it becomes easy to say, ‘This is how we do things. This is how we’ve always done things,’” Danny explains. “But I think it’s important to partner with people who are adaptable … that can offer the real estate agents a customized experience.”

presence of technology makes relationship building that much more important,” he says. “And if there are certain things that you can tweak here and there to make it more convenient for clients, then why not? I don’t think it’s a good business model to be stuck in your ways. Why not take your clients’ advice or your clients’ recommendations and implement them if you can?” In a world of options and challenges, it means a lot to find a partner who wants to be just that—someone who will engage with you and come alongside you to help meet the challenges in your business.

Achieving by Adapting

As Danny says, it’s important to work with a partner who is on your same wavelength and understands various situations and who also brings the capability to adapt.

That’s the difference that’s alive and well with Danny Helms and his team at Boston National Title … where responsive customer service is at work each day.

“Look at what technology has done to our business over the past four or five years. If you haven’t jumped on that train, then you’re pretty far behind at this point. I think the

For more information, contact Boston National Title today! Web: www.bnttexas.com

62 • May 2020

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North DFW Real Producers • 63


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“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

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66 • May 2020

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THE

cover story Written By: Dave Danielson Photography By: Scott Peek Photography

O’Gorman GROUP Driven to Deliver the Best as a Mother-Daughter Trio Teamwork makes the dream work. But it’s a matter of finding the right team. And it’s not always a given that people who are teamed up in life also make a winning team in business. But there are times when you a see that teamwork remains in sync in all walks of life. That’s the way it is with Cindy O’Gorman, Hollie O’Gorman Siglin, and Stacie O’Gorman Ferguson, as they make a terrific mother-daughter team of leading REALTORS® at Ebby Halliday REALTORS®. Taking a New Path

Before Cindy became the Company-Wide Top Producer at Ebby Halliday, nearly 30 years ago, she had an interest in homes that dated back to when she was a young girl growing up in the Atlanta, Georgia area. “I moved around when I was younger, since my dad worked with the phone company,” Cindy recalls. “I would go with my parents and pick the new house. That was probably the part that sparked my interest in it.” In time, Cindy came of age, got married, and moved to Rochester, New York where she worked in an accounts payable role with a commercial real estate company, and she managed a government apartment complex. “There was a lot of paperwork, a lot of headaches of having to deal with people that you had to kick out. So, they were the kinds of things that helped to build a little bit of a backbone,” she says.

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North DFW Real Producers • 67


Soon, Cindy and her husband started their family, and she was a stay-at-home mom. In time, she headed back into the workforce. Her decision was made. She would pursue real estate, so she got her license in 1987, thinking she would have her foot in the door for things to do when the kids were in school. “But it really took off faster than I thought it would. I started out with open houses, and it grew a little bit faster. And thank goodness it did, because we needed that income,” she says. Joining the Journey

Cindy’s children grew up watching her excel as a REALTOR®. “I remember when mom had the old school car phone that was attached to the car. That was big-time,” Hollie laughs. “We worked in the office every summer. We helped with mailers and other things around the office, even through high school. So, we had a lot of exposure to real estate.” Hollie and her older sister, Stacie, were in no hurry to join the same path as their mother. “I always said that I wouldn’t do it because it was so around the clock. There are no set hours for real estate,” Hollie recalls. “I saw that, and I thought I don’t want to do that. I don’t want to work on weekends and at nine o’clock at night.” Yet, Hollie has a passion for what she does and an appreciation for the lifestyle it gives her. After starting her career with a smaller firm for a short time, Cindy considered pursuing the opportunity of working with Ebby Halliday REALTORS®. But, she was a little uncertain.

“Building that relationship is what is most important to me. We want our clients to trust us.” “I thought I don’t do enough to go work with Ebby, because they were all full-time, and you have to do all these meetings, and I wasn’t prepared to do that because the kids were still younger,” Cindy recalls. “And so I went out there just to talk to them, and they said I was doing more than anybody in their office, and I considered myself as part-time. I was surprised when they said I was doing more than the top agent.” 68 • May 2020

@realproducers


Hollie O’Gorman Siglin, Stacie O’Gorman Ferguson, and Cindy O’Gorman

realproducersmag.com

North DFW Real Producers • 69


Success All-Around

Cindy joined, and the projections were right. Over time, she has been the Company-Wide Top Producer for nearly 30 years in the luxury market. About 15 years ago, Cindy and Hollie had an opportunity to work together. “I worked for a marketing company all through college. I loved it, and was planning celebrity golf tournaments, and we had some large clients. So, it was really fun,” Hollie says. “I thought I might go full-time with that company once I graduated.” At the time, Hollie’s older sister, Stacie, was in real estate and had some feedback for her younger sister. “She said, ‘You have to do real estate … it’s so much different than I thought it would be. It’s so flexible,’” Hollie remembers. “At the time, I wasn’t married, didn’t have kids, and I was 21, so she talked me into it. I said, ‘Okay, I’ll try it for a little while.’ And 15 years later, here I am.” 70 • May 2020

“We’re very conscientious about what we do,” Cindy says. “We’re our own worst critics. You feel guilty if you didn’t do a perfect job for someone. I think it’s about calling back quickly. I think we’re both really good problem solvers, and we do what we say we’re going to do.” As Cindy says, “It’s important to be genuine and open.” “We think it’s important to be real and tell them whether it’s good or bad about their house or what they’re buying,” she says. “I think it also helps you to work a little bit harder to get them a better deal or the perfect house.” Cindy, Stacie, and Hollie credit their team at Ebby Halliday REALTORS® for their success and for the work they do each day serving their clients.

As Cindy says, “They are a big reason that we’re successful with our support staff and our buyers’ agents. Our support staff is amazing. We can’t be out in the field doing what we’re doing unless we have really good people in the office doing what they do.” In their free time, Cindy and Hollie enjoy exercise, wine-tasting, and eating out with the family. They also enjoy playing golf and traveling. And it’s clear that this career is a path Cindy and her daughters enjoy being on together. The relationship they have with each other is made even stronger by their love for what they do and who they serve. As Hollie says, “Building that relationship is what is most important to me. We want our clients to trust us.” @realproducers


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North DFW Real Producers • 71


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North DFW Real Producers • 73


Want a copy of your article or full magazines that you were featured in? REPRINTS!

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These reprints are a professional marketing tool that can help brand you, your team, and/or your business. Use: • on listing appointments • to send out to friends and family • to send to clients with your holiday greeting • as a recruiting tool • when farming your favorite neighborhoods WHAT IF I CHANGED COMPANIES OR NEED SOMETHING CORRECTED ON MY ARTICLE?

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