Tarrant Real Producers

TA R R A N T

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 .

Sophie Tel Diaz Packed with Care

RISING STAR: Wes Hamiter PARTNER SPOTLIGHT: Achosa Home Warranty

Photo by: Samantha Farris

MARCH 2021

2 • March 2021

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Tarrant Real Producers • 3

TAB LE OF

CONTENTS 05

06 Index of Trusted Partners

Publisher’s Note

11

14

16

Meet The Team

Your Tarrant Real Producers Logo

20

Rising Star: Wes Hamiter

FAQ

09

FAQs Page

Partner Spotlight: Achosa Home Warranty

26

32

ABOUT THIS MAGAZINE

Cover Story: Sophie Tel Diaz

Coach’s Corner

If you are interested in contributing or nominating REALTORS® for certain stories, please email us at lance.dunahoe@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 paid advertisements contained within the Tarrant Real Producers magazine are not endorsed or 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.

4 • March 2021

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MEET THE

TA R R A N T REAL PRODUCERS TEAM

Jordan Espeseth

Lance Dunahoe

Co-Owner

Katherine Fondren Content Coordinator

Jason Van Sickel

Photographer/Videographer

Co-Owner

Jenica Hein

Administrative Assistant

Les McGehee

Samantha Farris

Lauren Bryant

Rick Davis

Amanda Thornburg

Missy Kremer

Writer

Videographer

Photographer

Ad Strategist

Writer

Editor

If you are interested in contributing or nominating REALTORS® for certain stories, please email us at lance.dunahoe@realproducersmag.com.

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Tarrant 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!

BRANDED COOKIES House of Confection (970) 227-3499

Nations Home Warranty (817) 538-8977 Home-Warranty.com

BUSINESS COACHING Rialto Academy (512) 743-4330 RialtoAcademy.com

MORTGAGE LENDER Cherry Creek Mortgage (817) 709-4683 NunisLending.com

CHARCUTERIE PLATTERS & DISPLAYS The Rustic Board, LLC (713) 376-2592 TheRusticBoard.com

Fairway Independent Mortgage Corp (817) 812-2276 AnginetteHomeLoans.com

HEALTH Restore Hyperwellness & Cryotherapy (817) 912-1550 Restore.com HOME INSPECTION TEAM HomeTeam Inspection Service (972) 400-7034 HomeTeam-DFW.com

Gracie Morrow Mortgage Group (972) 757-2132 GMMG-MTG.com MOVING SERVICES Stonebriar Moving Services (469) 734-9000 stonebriarmoving.com PHOTOGRAPHY Metroplex Headshots (817) 455-7384 MetroplexHeadshots.com

HOME WARRANTY Achosa Home Warranty (817) 933-8707 www.achosahw.com

She’s My Sky Photography (817) 313-4091 ROOFING PROCO Roofing and Construction (817) 975-5948 procoroof.com Tarrant Roofing (817) 987-1210 TarrantRoofing.com TITLE COMPANY Fair Texas Title (602) 421-6417 fairtexastitle.com VIDEO PRODUCTION/ MARKETING/PHOTOGRAPHY Flux Media Productions (469) 955-5833 fluxmediaproductions.com WINDOWS & SIDING Tarrant Windows & Siding (817) 987-1210 TarrantWindows.com

Expect more from your roofing company.

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@realproducers

Start Now. Reach Goals.

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Tarrant Real Producers • 7

NMLS #2289

OUR GOAL is to exceed your expectations, guarantee your satisfaction & earn your trust

We look forward to building a relationship with you.

Give me a call TODAY! Anginette Cells Jorrey, Loan Officer NMLS # 216856 / 2289 Office 817-812-2276 | Direct 214-908-2828 anginettej@fairwaymc.com fairwayindependentmc.com 1201 Hall Johnson Rd, Suites 100 & 101 • Colleyville, TX 76034 Copyright©2018 Fairway Independent Mortgage Corporation. NMLS#2289. 4750 S. Biltmore Lane, Madison, WI 53718, 1-877-699-0353. All rights reserved. This is not an offer to enter into an agreement. Not all customers will qualify. Information, rates and programs are subject to change without notice. All products are subject to credit and property approval. Other restrictions and limitations may apply. Equal Housing Lender. Fairway is not affiliated with any government agencies. These materials are not from HUD or FHA and were not approved by HUD or a government agency.

8 • March 2021

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our blossoming

COMMUNITY publisher’s note Over the past winter months, Jordan and I have had the pleasure of getting together with many of you, renewing old friendships and making new ones.

You have opened up and shared your stories, your struggles, and your successes. As we launch our first issue of Tarrant Real Producers this month, I find it difficult to resist using spring metaphors to express my excitement and anticipation for our blossoming community. And I can’t help but be reminded of how every spring as a young boy in Crow, Texas, our small family orchard would explode with the colors and fragrance of pink and white peach blossoms. Those beautiful blooms symbolized renewal and prosperity and meant delicious fruit in the summer. They inspired us to work hard and take special care of those trees for the harvest to come.

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Likewise, as we’ve met with you, you have described the great care you take with your clients. You’ve used springlike words like hope, change, growth, and renewal to describe your lives and the “why” behind the “what” that you do to be a top producing agent – and I am totally inspired.

To say that Jordan and I are excited about 2021 is an understatement. Our team has been working so hard to provide as much value to our agents and partners as we possibly can. And, if you’ll forgive my prolonging the spring metaphor, I believe that our Tarrant Real Producers community is like a big, beautiful orchard. A co-op where the most talented agents and their business partners gather to work hard and play hard, side-by-side to cultivate opportunities and nurture

relationships. Your generosity and willingness to share your talents, experience, and knowledge creates the rich soil in which this blossoming community is growing.

Congratulations on your success and joining the Top 500 Tarrant Real Producers!

We thank you so much for your love and support! Enjoy this time of new beginnings! See you soon!

Lance Dunahoe and Jordan Espeseth Co-Owners

Tarrant Real Producers • 9

MEET THE CO MM UNI T Y Check Out Some Of Tarrant County’s Top 500 Producing REALTORS®!

Nominate a top REALTOR® you’d like to see featured by emailing lance.dunahoe@realproducersmag.com.

10 • March 2021

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YOUR TARRANT REAL PRODUCERS

LOGO

CONGRATS on being one of the TOP 500 PRODUCING REALTORS® in Tarrant County!

Because of your MLS production, you made the Tarrant Real Producers Top 500 List! You will not only receive our publication each month but also now have your own EXCLUSIVE TOP 500 logo to use in your marketing!

Email Jordan.Espeseth@realproducersmag.com to get your logo!

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Tarrant Real Producers • 11

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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!

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Tarrant Real Producers • 13

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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.

Tarrant Real Producers launched in March 2021. 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 TARRANT PRODUCERS MAGAZINE? A: The top 500 agents in Tarrant County based off their MLS productions for the year. Approximately 20,000 agents are licensed in this territory. We cut the list off at #500, and the distribution was born. The 2020 Top 500 cutoff is $7.4 million. The list will reset at the end of every year and will continue to update annually.

Q: WHAT ABOUT THE DALLAS AND North DFW TERRITORIES? A: North DFW Real Producers launched in August of 2018 and is for the agents North of 635 (North tip of Dallas County, Collin County and Denton County. Dallas Real Producers (Dallas County South of 635 — including Rockwall County) launched May 2019.

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 nominate REALTORS®. We will consider anyone brought to our attention who

14 • March 2021

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 Jordan.

Espeseth@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.

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$3

MILLION DONATED THIS YEAR TO HELP BREAK THE CHAINS OF MODERN - DAY SLAVERY .

Did you know there are more victims held against their will today than ever before? That’s why N2 Publishing, the company behind this magazine, is financially committed to helping end human trafficking.

And through their advertising partnerships, the businesses seen within these pages are helping us break these chains, too. Learn more about our cause by visiting n2gives.com.

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Tarrant Real Producers • 15

partner spotlight Written by: Les McGehee, Rialto Academy Photos by: Samantha Farris

16 • March 2021

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Mariane

King ACHOSA HOME WARRANTY

BEING GRATEFUL EVERY SINGLE DAY Here’s a riddle: Who is both a king and a queen, has met multiple Texas governors, and can help protect your stuff?

If you answered Mariane King, an undeniable queen in the realm of Tarrant County home warranty, give yourself a pat on the back! King is your neighbor and the senior executive engine that drives Achosa Home Warranty.

Like many of us, King had a circuitous path that led her to our community.

Growing up on the Texas Gulf Coast, she loved the sun-soaked beaches (still does) but headed due north when it was time for college. She made it as far as San Marcos, Texas, where she earned a degree in broadcast journalism from Southwest Texas State University (now known as Texas State University). After graduating, she did a stint in radio where she was able to hone her communication skills and build her confidence by interviewing legendary Texans like Governors George W. Bush, Rick Perry, and Ann

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Richards, as well as a few titans of entertainment like Vanessa Redgrave and Bob Hope. Yes, THAT Bob Hope—the “Thanks for the Memory” guy. Crushing once-in-a-lifetime assignments like that would build anyone’s confidence, and it sure did for her.

King also bought her first home while working in radio in Seguin—a modest HUD repo. “It was $13,000 and we had to borrow the money,” and that’s when she says she was bitten by the real estate bug. She became a real estate agent and sold properties in San Antonio, Texas, for a while, and she quickly realized a passion for all aspects of the business, especially helping people achieve a dream.

Lucky for us, in 1996 she chose to move up to our neck of the woods and help folks achieve their dreams right here. She raised her kids here, developed hobbies, and settled into a permanent home. And it was here in

Tarrant Real Producers • 17

Tarrant County where King fell in love with the home warranty business. These days, in between frequent trips to the local Costa Vida Café, her daughter’s favorite (try the sweet pork enchiladas), King continues to help her clients find confidence in the home-buying process and achieve their dreams.

We recently had a chance to catch up with Mariane King and learn firsthand why so many in the industry want to work with her and Achosa Home Warranty:

Home warranties were designed to provide peace of mind for a buyer.

We focus on that.

What’s it like working with top real estate agents in our area?

And what’s the Achosa advantage for Tarrant County?

First, it gives me so much pleasure when one of our great agents refers me to their valuable client. When I get a first order from a top agent that I’ve been prospecting, I compare

18 • March 2021

that to the feeling an agent must get when they close a client. I’m the happy dance girl! And second, a big advantage Achosa brings to Tarrant County is that we allow the homeowner to choose their own contractor, thereby giving them more control over the claims process. According to Better Business Bureau, the number one home warranty complaint is that people did not have the option to choose their own contractor. That often left them waiting days or weeks for service. Home warranties were designed to provide peace of mind for a buyer. We focus on that.

How do you measure business success—especially as it relates to the home warranty industry?

Servant leadership. Earning trust and loyalty from top-producing agents is a huge thrill for me. Achosa does have a Direct-to-Consumer product; however, our broader focus is on restoring faith in home warranties within the real estate community. Our goal is to provide the homeowner with exceptional customer service resulting in referrals for real estate agents.

What challenges do you think helped form your character, and how do those challenges affect the way you approach business?

Oh boy, there are many. I’ve had a lot of personal losses in my life. Being laid off from my first company was a huge eye-opener. I thought I’d had job stability until 2012, when I was part of a national managerial layoff. I will never forget that day. I was a single mom, and I remember my children sitting at the kitchen table with fear in their eyes asking me, “What are you going to do?” I’ve learned to be grateful for each day.

Mariane with her two children, Jenifer Scott, 22, and Jacob Payne, 29

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What’s the biggest lesson you learned from 2020?

And what does 2021 look like for you and Achosa?

As we all discovered with the pandemic, life can change in a heartbeat. I am blessed that I was one of the least impacted by the abrupt changes. Also, my children are grown, so I have so much empathy for parents with small children who had to learn how to homeschool! As for 2021, it’s going to be so exciting both personally and professionally. I’ll educate agents and homeowners and help this unique company restore faith in home warranties.

The modern homeowner is no longer apt to wait for repairs and replacements that the past home warranty companies offered.

I will never forget that day. I remember my children sitting at the kitchen table with fear in their eyes asking me, “What are you going to do?”

Finally, if you could tell your twelve-yearold self anything, what would it be?

I’d encourage her to be grateful for every single day. To take in the lyrics of the Kenny Chesney song Don’t Blink: “In this “here today, gone tomorrow” world we’re livin’ in… take every breath God gives you for what it’s worth.“ Thanks, Mariane King!

For more information about Achosa Home Warranty, give Mariane a call at 817-933-8707

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Tarrant Real Producers • 19

rising star Written by: Lauren Bryant Photos by: Samantha Farris

20 • March 2021

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WES HAMITER MEET SPECIAL AGENT

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Tarrant Real Producers • 21

The word “inspirational” does not even come close to describing this month’s Rising Star, Wes Hamiter.

Wes is a power agent, a devoted father, and a student of life who refuses to let early hardship define him.

Real estate is the perfect field to put his unique people skills to work, while helping clients achieve their objectives. Spend any time with Wes, and you’re likely going to come away with a quotable nugget of wisdom from this go-getter.

Wes has never met a stranger, and potential clients often become fast friends. He brings a surprisingly authentic vulnerability to every conversation, leaving people feeling as if they have known him for years. The all but lost art of hand-written notes keeps this REALTOR® top of mind.

Hamiter knows the power of establishing meaningful connections.

Wes doesn’t hold back his opinions, nor is he afraid of being the center of attention. At a recent industry gathering, he jumped into a pool of freezing water as a social media stunt intended to raise awareness for a worthy cause. Like a talented performer who knows his audience, he can work a room and create a lasting impression.

While the barrier of entry to getting licensed in real estate may indeed be low, a sustainable career takes relentless diligence, problem-solving, and laser focus. Wes is self-taught in each of these areas. Mr. Hamiter has risen to the demands of the job with his self-deprecating sense of humor intact.

But do not mistake his lighthearted nature for full-on frivolity. Wes is a deep-thinking, family man on a serious mission of self-improvement and generously giving to those around him.

Hamiter openly shares about the struggle before the success. Licensed in real estate in 2013, and now a top performing agent with JP & Associates, Wes is an overnight sensation, eight years in the making!

22 • March 2021

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Tarrant Real Producers • 23

Did you attend college? If so, what was your degree?

Does one class at Tarrant County College count? I took one math class and spent three hours a day in math lab. That was plenty for me! I was also home-schooled my whole life. Homeschooled is code for “No Schooled.” I’m kidding – that’s a joke.

I received my GED when I was 17 after three months in the back room of the now-demolished North Richland Hills Library taking evening classes.

When I started the GED program, I had the equivalent of about a fifth to sixth-grade education.

What milestones have you achieved as a REALTOR®?

While with JP & Associates REALTORS®, I have received the Ruby/ Sapphire award in 2017, 2018, 2019, and 2020. I’m currently in the top 1% of agents within our brokerage. As of now, there are around 2200, and when I joined, there were approximately 350 agents.

Tell us about your family. Your children are very musically inclined!

My kids are the best thing that ever happened to me. My oldest daughter, Isabella, is 16, Josephine is 13, and my little boy, Samuel, is 11. They are all incredibly brilliant and they get their intellect from their mother for sure.

My children are currently homeschooled, and they all play musical instruments. All three children play the piano. Isabella also takes voice and is an incredible singer. Josephine takes lyrical and hip-hop dance and blows me away with her dedication. And “Mr. Man” (what I call my boy), he’s just a cool guy all the way around. He plays drums.

What’s your perfect day off?

Getting up around 4:30 to 5:00 am.

Going for a 10–15-mile hike. Having coffee and quiet time journaling.

Taking a mini road trip to some nearby

24 • March 2021

town and getting lost in exploring the local shops with my children. Having some killer Mexican food and topping it all off with a movie at home.

In the spirit of Real Producers, can you share something that few people know about you or could learn by reading your bio?

I struggled to feel like I have personal worth and value. I’ve battled my own demons and bad habits because of that personal insecurity.

But being the second oldest of nine children made me very strong.

Supporting my family at the age of 16 taught me self-reliance and that I am stronger than I think I am.

What is the ONE thing you’d like the article to capture about you as a person or how you run your business?

I am an open book.

Honestly, the most important thing to me is to connect personally and at the heart with each one of my clients. I will always make the experience fun and memorable. I strive to see the person and their unique needs, concerns, and challenges, rather than just another transaction.

Do you have a favorite quote: I LOVE quotes!

“I’m a man of simple tastes, the best will easily do.”

-Winston Churchill “A small hole can’t sink a great vessel.”

-Benjamin Franklin “Don’t let people pull you into their storm, pull people into your peace.” - Anonymous “It ain’t easy, but it ain’t complicated.”

- Wes Hamiter How would you like to be remembered?

As a person of love and kindness who searched after the heart of the Lord. Also, to be humble enough where it does not matter whether I am remembered or not.

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realproducersmag.com

Tarrant Real Producers • 25

cover story Written by: Les McGehee, Rialto Academy Photos by: Samantha Farris

Packed with Care:

Sophie Tel Diaz

& Backpacks for the Homeless

26 • March 2021

@realproducers

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Tarrant Real Producers • 27

O

n a lovely Colleyville evening five years ago, local real estate agent Sophie Tel Diaz is at the checkout counter of The Dollar Store. As the checker counts out fifty pairs of socks, fifty toothbrushes, fifty decks of cards, a basket-load of cleansing wipes, snacks, and more, she gives Sophie a curious smile.

“People often wonder if I’m having a party,” Sophie says. And if they ask, she tells them, “Yes.” But this party is a bit different. Instead of focusing only on the appetizers and cocktail conversations, party attendees work with compassion and care for others as they lovingly fill backpacks with much-needed necessities for the homeless. It all started years ago, shortly after Sophie’s son, JP, had attended college. JP had graduated with excellent grades from a good high school and was accepted into Texas A&M University where the good grades continued.

Fluent in three languages, with a charming personality, and handsome to boot, JP certainly appeared to be on his way. Things were going great for him, and then they weren’t. It became clear that something much larger was at play. That’s when Sophie and husband, Drew, began learning that JP was suffering from illness—mental illness—and his life was about to drastically change.

With growing complications, eventually he could no longer continue college, he couldn’t maintain a job, and he became homeless. For a while, his grief-stricken family couldn’t even find him.

28 • March 2021

It was a parent’s worst nightmare and an especially cruel irony for Sophie who, as a successful real estate agent, spends her days working hard to get clients into their own homes.

Years went by, and the family’s concerns about JP remained constant.

Was he warm? Where was he sleeping? Was he hungry? Until one day, the doorbell rang.

“He shows up at our front door one morning Sophie with her son, JP at 6 am,” says Sophie.

That number has stayed consistent “And here he is…after being on the over the last ten years. streets for years…and we look at him and think: Who is this person? It took While at the MHMR center, JP made a moment to recognize this person some key relationships like Steve, a was our son!” kind homeless veteran who mentored There was enormous joy and relief, for JP. Getting to know Steve, Sophie realized that while JP had his family sure, but also confusion about what to for support and comfort, Steve, and do next. Luckily, JP said he was ready and willing to get help. It had taken ten many other homeless people, do not have any such support. So the Tel years for JP’s illness to get properly Diaz family gathered some items diagnosed and for him to accept treatthat would help Steve…and stuffed ment. He entered into a program at the My Health My Resources (MHMR) them into a backpack for him. Then, a lightbulb turned on for Sophie, and center of Tarrant County, and the Backpacks for the Homeless was Tel Diaz family joined a family group born shortly thereafter. Sophie had a at the center, as well. They quickly unique opportunity to be of service. learned they were not alone in their challenges, and they also learned more “My real estate business gives me the tools to be able to give back with a about our area’s homelessness. “We purpose that is close to home and so have about 2,000 people experiencing dear to our heart.” homelessness on any given night in Tarrant and Parker counties,” says Sophie listened to administrators and Tammy McGhee, Executive Director of Tarrant County Homeless Coalition. learned from patients at the MHMR

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center, and later the Lancaster Homeless Residential Clinic, and went from there.

“I started with warm items and snacks,” she says. “They need obvious things like socks, blankets, toiletries, gloves, and information about where to get more help. And some not-so-obvious items like a deck of cards or sketchbook. Something for warmth, something to stay clean, something to eat, something for entertainment.”

Today, Backpacks for the Homeless continues to have bigger and better backpack-stuffing parties—often filling over a thousand backpacks at a time. And along the way, they’ve gained supporters and partners like Walmart, Foundation I4, Independence Title Company, Old World Movers, Macho Storage, The Colleyville Connection (of the Colleyville Chamber of Commerce), and more, as well as countless fans and friends.

The Tel Diaz family is proud to live, work, and run Backpacks for the Homeless in Colleyville—

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Tarrant Real Producers • 29

Sophie with her daughter, Audrey, and her husband, Drew Photo courtesy of Yoni Kim

they’ve been in love with our community ever since they first arrived from Europe, then the northern U.S. They have full lives here with children, three dogs, two horses, and great hometown relationships. Backpacks for the Homeless is a way they enjoy time with their neighbors, even more as they help our local homeless. Best of all, JP continues to do well, even as he confronts the occasional challenge. Sophie can’t help but beam with pride and happiness over all outcomes. “We chose this as a way to help,” she says.

“You have to find the silver lining in anything.”

Les McGehee is a real estate author, coach, and President of Rialto Academy. Find him at les@rialtoacademy.com.

For more information, visit: Backpacks for the Homeless (facebook.com/ backpacksDFW) My Health My Resources (MHMR) of Tarrant County (mhmrtarrant.org) Lancaster Homeless Residential Clinic (mhmrtarrant.org/ Services/Mental-HealthServices/Location) Sophie Tel Diaz Real Estate (sophieteldiaz.com)

30 • March 2021

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HEADSHOT S FO R T HE MODERN EX ECUT IVE

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Tarrant Real Producers • 31

coach’s corner Written by: Les McGehee, Head Coach and President, Rialto Academy

READ MY LIPS:

Success through Nonverbal Communication What you do speaks so loudly that I cannot hear what you say.

-Ralph Waldo Emerson

them. Observe people communicating. Try out some of the techniques in your next client interview and review their effect. Explore the opportunity to Most will agree that clear and align your verbal and nonverbal compelling communication is communication harmoniousthe bedrock for success with a So, how are your nonverbal comly. If they’re aligned, you are client. But how much of that munication skills? Do they align or much more likely to be comcommunication actually comes in conflict with your words? If they municating effectively. Practice the form of spoken words? Suralign, you and your message are more allowing your tone, gestures, and prisingly, very little. What can likely to be effective. If not, you could expressions to comfortably align you do about that? be unknowingly sacrificing busiwith your words when talking. ness. Think of the aforementioned Use more facial expressions Communication, as it turns out, Emerson quote—Is your nonverbal and gestures as you speak. For is a fascinating confluence communication hijacking your verbal instance, researchers found that of both verbal and nonverbal communication, so-much-so that your facial expressions (body lanelements—each with their own words are being lost in the ether? guage) made a huge difference in place in the overall structure but people’s decisions about whethby no means equal in influence.

Today, Coach is going to share a er to cooperate or team up with Professor Emeritus of Psycholcouple of nonverbal communicaothers. If your facial expressions ogy at UCLA, Albert Mehrabition tips that will help you create are negating or confusing your an, conducted multiple studies on rapport, build trust, convey honesty, intentions, or are missing enhuman communication and theoand move agreements forward. I’ll tirely, your communication may rized that a mere 7% of how we also give you some techniques you be lost in the mix. communicate actually involves can use right away. word choice. The other 93% is a Next, keep it simple. Don’t forget multilayered nonverbal dance of To begin, try to raise your awareto smile—few expressions of nonbody language and tone. Some ness of these skills and how you use

32 • March 2021

folks might disagree with Mehrabian’s numbers, yet the vast majority of experts agree that nonverbal elements are the largest portion of the communication equation.

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verbal communication are as effective. Bonus points if you add eye contact. And allow yourself to gently gesture as you talk and think. It will make you appear less stiff, more enthusiastic, clearer. Relax your lips—pursed or suckedin lips communicate distress.

Also, observe your clients’ nonverbal cues. These same simple things that help you to communicate also reveal your clients’ condition. If they are smiling, be encouraged. If you see their lips disappear, recognize they have distress. Make informed decisions about how to guide them.

In addition, don’t forget that the truths of nonverbal communications also apply in the virtual realm, with a few

adjustments. In a virtual meeting, for example, making eye contact does not mean looking at a client’s eyes onscreen: it means looking directly into your camera. It’s okay to occasionally observe your client’s image onscreen for nonverbal cues during a meeting, but be sure to look directly into your camera when you are listening to them speak.

Of course, nonverbal skills aside, don’t forget that your words still matter. A lot. Make them work in your favor by developing scripts of words that work. If you hate scripts, call them something else and change your mindset. Your clients deserve words that work. conversations will help you to be heard, trusted, and given Real estate is a business of relationpermission to be the fiduciary ships, and as author Susan Scott that helps the client buy or sell says, “…the conversation IS the relatheir home. tionship.” If that’s true, your quality

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