North Shore Real Producers - July 2023

Changing Lives

One Home at a Time

MELANIE COSGROVE AND LISA YEASTEDT

COSGROVE YEASTEDT GROUP

- BENTLEY’S REAL ESTATE

Working with Dave has taken all of the guess work out of determining insurance coverage and needs for our family—we had previously enrolled in a corporate option, thinking that our best interests were protected; however, Dave’s analysis and insights not only saved us on premiums, but offered us more coverage. He holds the insurance for our home and our vehicles, continually updating us on policies and rates …without hesitation, I would recommend Dave for his knowledge, response rate and genuine customer service.

- Maureen Marblehead, MA

We have worked with Dave Bruett for only a few years and can confidently say we would never change. Dave's professionalism and responsiveness sets him apart from the other agents we have worked with. His expertise and thorough guidance provides us the confidence that we are making the right decisions for all our insurance needs. He is our 'go to!'

- Nora Marblehead, MA

Dave is so customer focused he makes things easy when it comes to insurance. Whether it is setting up a new policy, answering my questions promptly, helping get a claim filed or any other insurance related issue he is always right on top of it. I do all my personal insurance with him and when I started my own business a few years ago he set all that insurance up for me as well. Dave is the best!

- Sam Salem, MA

David Bruett President

Phone: 978-594-5308

Fax: 978-594-0236

quote@davebruettinsurance.com

info@davebruettinsurance.com

www.davebruettinsurance.com

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 *Please place Index on a left hand page and Tarpey Insurance ad opposite this article on the right.

ATTORNEY Capano & McGloin, LLP

Lisa J. McGloin (781) 599-1010

CapanoMcGloin.com

Dalton & Finegold, LLP

Christina Petrucci (978) 783-3038

dfllp.com

ATTORNEY/ TITLE COMPANY

Anthony G. Keck & Associates

Anthony Keck & Julie Rubenstein (978) 745-3353 Salem-Law.com

Cherry Tree Legal, PLLC

Brendan L. Ward, Esq. (781) 496-2013

www.cherrytreelegal.com

Parry & Parry, P.C.

Denise Parry (978) 346-0005

Simple Title Closing & Escrow PLLC

George Megaloudis (978) 539-7500 simpletitle.us

Tiernan Law

Sean Tiernan (617) 791-3538

Tiernan-Law.com

FINANCIAL ADVISOR

Northwestern Mutual

Martin Connolly (781) 224-1623

HOME INSPECTION

Indian Rock Inspections, LLC

Brett Maloney (978) 766-0366 indianrockinspections.com

R.J. Home Inspection

Adam Wright (800) 253-4402 rjhomeinspection.com

HOME RENOVATION

Curbio (810) 300-9432

Curbio.com

HOME STAGING & DESIGN

Relux Decor

Ashley O’Shea (978) 979-6532 ReluxDecor.com

INSURANCE AGENCY

Tarpey Insurance

Elizabeth Kent (781) 246-2677 tarpeyinsurance.com

INSURANCE SERVICES

David Bruett Insurance Services

David Bruett (978) 594-5308 davebruettinsurance.com

JUNK REMOVAL

Ace Cleanouts (844) 223-7781

MOLD REMEDIATION & INSPECTION

Premier Restoration

Jake Turner (339) 235-4278

MORTGAGE LENDER

Academy Mortgage

Adam Moore (978) 697-6019 AcademyMortgage.com/ about-us/team/adammoore

CrossCountry Mortgage - Liz & Mike Team

Liz Ryan (978) 237-4431

ccm.com/liz-ryan

NRL Mortgage

Anthony Lapolla (978) 209-0916

www.AnthonyAtNRL.com

MOVERS

Humboldt Storage & Moving

Jim Sullivan (781) 821-8777

Humboldt.com

PHOTOGRAPHER Lightshed

Photography Studio

Dan St. John (978) 854-5348 lightshedphoto.com

PUBLIC

ADJUSTING SERVICES

Panakio Adjusters, Inc.

Melissa Sherwood (781) 592-7575

panakioadjusters.com

VIDEO PRODUCTION

Corey Stein Films

Corey Stein (781) 479-7774

CoreySteinFilms.com

One of my girl’s soccer coaches had the following quote in their signature, and it really stuck with me...”Hard work beats talent when talent doesn’t work hard.”

How many times have we seen can’t-miss athletes not make it to college or the professional level of their sport? How many talented musicians flame out unexpectantly? Or how many times have we seen someone in our workplace or career that you just know could be a superstar, but never do?

Conversely, have you ever heard stories about athletes who are given no shot, yet turn into superstars...or at least who exceed our expectations. Some of them we know, or rather, we would have expected. But does Julien Edelman come to mind?

And even some of the all-time greats weren’t projected to be stars...Michael Jordan didn’t make his varsity team as a sophomore. Ok, many kids don’t at that age. But have you ever stepped back and asked yourself why? Or more to the point, why did MJ excel at such a high level? What about Tom Brady? Or Tiger Woods and Jack Nicklaus? Or what about Muhammed Ali?

The best at their craft work hard, each and every day. Regardless of perceived talent level, elite athletes, musicians and business people out-perform their competitors, well before the games even start... the late Kobe Bryant once said,”A lot of people say they want to be great, but they’re not willing to make the sacrifices necessary to achieve greatness.”

Are you willing? We’ve all experienced it, either through ourselves or others...

The bottom line is that hard work beats talent when talent doesn’t work hard. And the question is, are you honing your own talent, each and every day? As a high-performing agent, are you still willing to make those sacrifices to remain on top? Remember, when your talent doesn’t work hard, others more willing and able are close behind.

Have a happy and safe Fourth of July holiday and keep in mind the true meaning of freedom as we celebrate. Enjoy your summer!

Happy Selling!

Talman Hauch Owner/Publisher North Shore Real Producers

Mangini J

ennifer

Sagan Harborside Sotheby’s International Realty

HAPPY AND HELPFUL!

Jennifer Mangini earned a degree in Psychology from the University of Connecticut and a degree in Elementary Education from Northeastern. After teaching Kindergarten and First Grade for 8 years, (in Boston and Denver, Colorado), she decided to start a family and pivot later to a new career, real estate. She worked at first for a small company overseeing rentals and stayed at home to raise children, and then later, she moved to Marblehead and had her third child by 2019. By 2022, she began to set her total focus on real estate, and many pleased clients are truly grateful.

Jennifer enjoys the people whom she gets to know.”I truly love helping them assimilate into the community. It is fun to show them the parks, camps, and schools and to help them find daycares and other resources,” she explains. Though finding clients at the beginning of her career was hard, she was able to build a strong database and find more comfort with the paperwork, while making herself known by”covering” for other agents who needed help.

Mangini explains success as being happy in what you are doing and as helping people – a lot. Coming to her current brokerage was a game-changer for her, as she now has so many resources to assist her in her work and to give to her clients. She notes that those around her operate more like family too. She often tells clients that if they do not get an accepted offer on their home of choice – there is a better one out there for them.

Jennifer has noticed that the best agents are intelligent and driven. They are always visible, and they connect well with people. The better agents put the desires of their clients first and are always advocating for them. Doing the right thing always for clients must be a priority, and Jennifer has also learned to build relationships with many other resources in different industries so that she and her clients have many prepared to help them with their needs.

Mangini often tells newer agents to never fear”putting themselves out there.” She tells them to leverage social media, meet with clients often -even at a coffee shop to talk, and to be consistent in making calls. She trusts that even in her life, the more she hones these skills, the more her client base will grow. She desires more business and can handle it, but she is undecided if a team is in her near future. She tries to make the process easier for her clients, but a shortage of homes and changing rates make it interesting.

Jennifer and her husband, Carl, who works in the mortgage industry (also raises capital for companies) have three children: Cameron (8), Rowan (7) and Reid (4). The older boys play hockey in Marblehead and even go to a tournament in Canada every February. They also enjoy lacrosse, baseball and flag football.

Jennifer loves to be at the beach, to ski, read for fun, and to find great spots for dinner. She explains that she developed a passion for working with children in college and that when she had children her passion also began to include adults. She loves to educate, and real estate provides plenty of opportunity.

Jennifer Mangini is a hard-working, kind, and highly organized agent who would also love to have been a lawyer. For now, she will advocate for her clients and family and reach their goals. Best of all, while she is doing it, she is always happy and helpful!

Doing the right thing always for clients must be a priority, and Jennifer has also learned to build relationships with many other resources in different industries so that she and her clients have many prepared to help them with their needs.

north shore real producers spring fling gallery

TOP AGENTS

Networking, Cocktails & Music

Ledger Restaurant, Salem, MA

Photography by Michelle Morello, Lightshed Photography Studio, Salem, MA

Anthony Keck

Julie Rubenstein

VIDEO PRODUCTION & MARKETING

COREY STEIN FILMS

CAPTURES THE BEST OF YOUR REAL ESTATE WITH A CINEMATIC FILMMAKING APPROACH.

HIGH-QUALIT Y PHOTO + VIDEO SERVICES for promoting properties and towns

LICENSED + INSURED DRONE OPERATORS for aerial shots

ORIGINAL COMPOSED MUSIC

MATCH BRAND colors + fonts + logos for custom look

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voiceover + on screen text/titles + split-screen + guided walkthroughs + staged scenes

SOCIAL MEDIA MANAGEMENT

Match brand colors, fonts + logo for custom look, create + post on social media accounts

By Dr. Brian Ramsey, Sr. Writer; Photography by Michelle Morello, Lightshed Photography Studio

Denise Parry

PARRY TITLE COMPANY, P.C.

EVERYTHING HAPPENS FOR A REASON

There are some interesting stories of how people entered their careers, but Denise Parry of Parry Title Company, P.C. has a great one. It all started with a letter grade of”D” in algebra. What some do not know about Denise is that a”D” can stand for determination, dedication, and drive. Denise is the type that wanted more than to just erase the grade by getting a better one, she wanted to conquer it. She took a class at the local community college (age 16), and through a channel of events ended up working for her professor at a law firm.

Denise’s father was a CPA, so she had visions of following his track.”I grew up with numbers, so it seemed very natural,” she remembers. Her professor encouraged her to attend school for Paralegals, which she later did, and Denise worked for different attorneys going forward. One day while at the Registry of Deeds in Salem, she met her future husband, who was attending law school and working for a different attorney. They married a year later, worked for the same firm but eventually made the choice to combine forces.

Denise’s husband, Phil, is from Merrimac, and one real game-changer in their lives was the decision to buy a building on the small town’s square and renovate it to become the office for their law practice. While they were in the refurbishing stage, Denise notes with gratitude the many attorneys who allowed them to use some of their space to keep working.”I was 33, had four children, and a full-time job. It was quite the experience for one year,” she notes.

As if that is not enough of an inspirational story, Denise decided at the age of 41 to accomplish another goal: a college degree or two. She finished her undergraduate work in 2.5 years and then earned her law degree in three years – passing the bar the first time. She wanted to model persistence and a spirit of finishing the job for her family, but she also is focused upon always becoming better and making her skill set improve both personally and professionally.

By now you have many reasons to want to work with Denise and her team, but there are many more. Another real game-changing moment for the Parrys was the decision to open a title company in Florida two years ago. The first business was spawned in Massachusetts, and now she has a company in Florida, New Hampshire and Maine as well. Clients know that Parry cares about the result – the product if you may. The company is dedicated to doing things the right way and to a strong work ethic. If she needs to come in to the office at 3am, to get to the finish line, she will.

Denise is proud of her work, but so are many satisfied agents and clients. They appreciate that Parry Title Company, P.C. operates with honesty and integrity, and their actions and rates are fair and conscientious. People know that they truly care, and Denise’s humble manner is disarming and suggests confidence. For her, success is always about improving herself and others. She notes that being self-employed is not for everyone, but it made her a better leader and person. Denise gives huge kudos to the many employees that are also a part of their success, and she says that becoming a successful business owner was a driving force giving her a clear vision of where to go next.

Denise knows that real estate agents are looking for quality service. They want to know that someone will call them back as soon as possible, respond to an email in a timely manner, and go the extra mile to finish the task – the right way. Those qualities are just how she and her team work a normal day. She is also thankful for the many agents and people in the industry who have referred Parry Title Company, P.C. and who have experienced their stellar service and closing experiences.

Denise and Phil have been married 31 years, and they have four children: Stephanie (36), who is a Dental Hygienist, Emily (29) who is an attorney, Charles (28), who is a mechanic, and Philip (26) who just graduated from Law School. The family loves to spend time together on Lake Sunapee, and Denise shares her joy about her two granddaughters. Early life experiences taught Denise the importance of establishing a pattern of drive to always make the details of life better, and she has done that for her family, even instilling the same desire in her children.”I learned to never look back and to never take‘no’ for an answer,” she says.

For more information about Denise Parry or Parry Title Company, P.C., you may call Denise at 978.423.6759 or 978.346.0005 or visit their website at parrylawandtitle.com.

I LEARNED TO NEVER LOOK BACK AND TO NEVER TAKE ‘NO’ FOR AN ANSWER.

GROUP - Bentley’s Real Estate

Melanie Cosgrove and Lisa Yeastedt leverage their experience and negotiation skills, and they never sell the wrong house to the right people. Their goal is to find the correct home for people and follow the client’s agenda.

Melanie grew up in a small town where she was able to raise and ride horses, which she continues to do. She learned a work ethic early on, and she knew she had a passion for some type of sales. In her early 20’s, Melanie worked in sales for a tech company - traveling throughout the northeast and part of the Midwest.”I was planes, trains, and automobiles a lot,” she remembers. After her first child was born, she pursued her real estate license and career (2001).

Lisa spent most of her childhood in northwest New Jersey, and she also rode horses. This was a complete horse business in which she showed, trained and gave riding lessons, in addition to many other horse-related activities.

College did not bring any clarity for her on an occupation, but everything she pursued fit into the sales or marketing category. She did spend time working as a Conference Planner at a resort in New Jersey, which is where she met her future husband. She later moved to Massachusetts (1988) and was married in 1990. She worked one year for Hilton Hotels, and a later interview with Marriott caused her to be hired on the spot.

For several years, Lisa worked as the Marketing Director for Marriott International, planning meetings and such, but it did require a lot of hours and travel. She later worked with Hewlett Packard on a national sales level for Marriott and eventually secured a four-day work week after her son was born. Lisa always kept real estate in her mind, and when her son was older, she took the plunge (2015) after watching her own agent navigate the process of helping her family purchase a home.

Clients love the extra mile that CYG goes in service, and both ladies are quite good at their jobs. They excel in concise communication and in anticipating what is coming down the road. This duo works very hard, supports each other always, and they can recognize each other’s strengths and build upon them. They show up every day, are solution-oriented, and build healthy relationships – all features that make clients want to use them again and send referrals.

This tandem has developed a strong sense of the kind of cli ents that work well with them, and they often”interview their clients” to find the right fit. Otherwise, it may be wasteful for them and the clients. People love their tenacity in the nego tiation phase, and Cosgrove/ Yeastedt are motivated to do the right thing for clients every time.

For Lisa and Melanie, success is defined by the big picture approach – that is, not measured by numbers but by the ultimate satisfaction of happy clients. They also strive for balanced personal lives, and they appreciate the fact that if done properly, real estate

affords them the opportunity to do things they enjoy, like riding horses and taking vacations.

Lisa notes that after a couple of years into the business, she hit her stride, and it dawned on her that she was”really doing this business.” Melanie agrees that the recognition of how to find a rhythm in the work is key, and for her, making good on her written goal of taking her mother to Italy was a game-changer.

CYG’s tagline is”changing lives one home at a time,” and that truly defines their passion. Melanie and Lisa enjoy working with two team members: Susan Camozzi and Darryl Brian too. They feel privileged to help families in transition with their often most prized and expensive possession, and they hope their legacy is defined by their good work and that they took care of people the proper way.

Lisa has been married to Jeff 33 years, and they have son, Tyler, who is an Aerospace Engineer, and they have a chocolate lab named Forrest. They enjoy a home on Plum Island, and they own another home on the lake in Vermont. She enjoys boating, snowmobiling, hiking, pickleball, pottery and singing. Melanie has two children: Patrick (20) who is in college and Matthew (23) who works for Fidelity. She enjoys living on a 10-acre farm in West Newbury along with horses, chickens, goats, and alpacas. She also enjoys her nine-month black Lab puppy and a sweet donkey.

While no one can be sure of the future, it appears that the strong, strategic design of CYG is here to stay, and they are always looking for the right people and right homes!

Clients love the extra mile that CYG goes in service, and both ladies are quite good at their jobs. They excel in concise communication and in anticipating what is coming down the road.

ask the financial expert

By Martin ConnollyWealth Management Advisor - Northwestern Mutual

steps

TO GET A VALUATION THAT’S RIGHT FOR YOU

What’s your business worth? The answer is critical as you plan for its future and your own. But valuing your business isn’t a simple task. It would be natural to think that you want the value to be as high as possible. But that’s not always the case.

There are many factors to consider. When you’re valuing your business, here are three considerations to take into account:

How will you use the valuation? There are a number of reasons you may need a formal valuation for your business. These could include:

1. Creating a buy-sell agreement with your partner.

2. Transferring your business to a family member.

3. Conducting a third-party sale.

4. Determining your net worth.

5. Obtaining financing or insurance.

6. Negotiating a prenuptial agreement or divorce settlement.

7. Estate planning.

But there is as much art to valuation as there is science. Reasonable people could look at the same business and come up with different values. The question of why you’re valuing your business may impact your valuation approach. For instance, if you’re buying out a business partner, you probably don’t want to pay the highest price possible. Or if you’re transferring your business interest to your kids, you’ll want a low valuation to reduce the gift tax value. If you’re selling to a third party, you likely want the highest valuation possible.

Evaluate possible methods. Depending on the purpose of the valuation and your business goals, you might consider one of three basic strategies:Book value (assets minus liabilities)

1. Multiple of earnings

2. Comparable sales

Informal valuations based on book value or multiple of earnings may help with certain aspects of financial or estate planning. However, sometimes a formal appraisal is required. If you hire an appraiser, be sure to explain the purpose of the valuation. The formal appraisal will likely be based on a variety of factors, including business assets, operations and cash flow, as well as economic outlook and sales of comparable businesses. Because there is both an art and a science involved with appraising, different appraisers can arrive at different valuations.

Consider additional factors. Depending on the purpose for your valuation, there might be considerations that influence the overall value of the business. This is where there’s a little more art than science to your valuation.

1. Changes in expenses: Don’t take the income statement at face value. For instance, you may be managing the business and taking a $200,000 salary. Another owner may be able to hire someone to manage the business for $100,000. Such a move would immediately increase the net income of the business.

2. Depreciating assets: Assets may be depreciated for book purposes, but the fair market value may exceed the book value. Often it is the fair market value rather than the book value that is relevant in valuations.

3. Earnout: When there is uncertainty about future cash flows, you and a buyer may negotiate an earnout provision. Part of the purchase price can be fixed, and part can be based on future earnings.

4. Intangibles: Your business may have intangible value that isn’t readily apparent on an income statement. For instance, some buyers may be willing to pay a higher price for a business that’s complementary to their own or that opens up new markets.

5. Changes in liabilities: In general, business value can be increased as liabilities are transferred or paid down. Value can also be intentionally decreased if unfunded liabilities are put in place, such as deferred compensation arrangements.

6. Minority/controlling interests: Businesses that have minority interests may have reduced value due to limited marketability and control.

It’s also important to make sure that your own personal financial plan fully takes into account your business. After all, the two are inextricably linked. An experienced financial professional can help you integrate your business and personal financial plans to make sure that you’re on track to reach goals for both.

(Article prepared by Northwestern Mutual with the cooperation of Martin Connolly. Martin Connolly is a Financial Advisor with Northwestern Mutual, the marketing name for The Northwestern Mutual Life Insurance Company (NM), Milwaukee, Wisconsin, and its subsidiaries. Martin Connolly is based in Woburn, MA. To contact Martin Connolly, please call 781-224-1623, e-mail at martin.connolly@nm.com or visit www.martinconnolly.nm.com )