North Shore Real Producers - September 2021

NORTH SHORE

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 .

Deborah Lucci | Deborah Lucci Team W I L L I A M R AV E I S

INNOVATION, PRESERVATION AND GROWTH Mackenzie Cormier, Elisa O’Connell, Angela Sweeney, Deborah Lucci, Nicole Leahy, Joanne Dee and Diana Silva

SEPTEMBER 2021

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ANDREW DEFFER

Loan Originator adeffer@rossmortgageco.com 508-423-6745 NMLS197013

150A Andover Street Suite 11A | Danvers, MA 01923 deffermortgage.com Ross Mortgage Company, Inc. NMLS #2084. Equal Housing Lender. Licensed in the following states: MA: Mortgage Lender License #MC2084; NH: Licensed by the NH Banking Department as Ross Mortgage Company, #8882-MB; ME: Supervised Lender License #2084; RI: Licensed Lender #20051871LL; CT: Mortgage Lender License #18804; FL: Mortgage Lender License #MLD1418

2 • September 2021

NORTH SHORE MASSACHUSETTS’ PREMIER MORTGAGE SPECIALISTS • Fixed-Rate Mortgages • Affordable Loan Programs • Adjustable-Rate Mortgages • FHA Home Loans • FHA 203(k) Rehabilitation Loans • Jumbo Mortgages • USDA Home Loans • VA Home Loans @realproducers

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

PERSONAL INSURANCE | SMALL BUSINESS INSURANCE ALL OF YOUR INSURANCE NEEDS MET WITH ONE AGENT Put David's 16 years of experience to work and protect yourself, your clients, and your business!

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

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North Shore Real Producers • 3

MEET THE

NORTH SHORE REAL PRODUCERS TEAM

Talman Hauch Owner/Publisher /Advertising

Dan St. John Photgrapher

Dr. Brian Ramsey Sr. Writer

Lightshed Photography Studio

talman.hauch@realproducersmag.com

Heather Johnson Ad Strategist

Geneva Eilertson

Marketing Coordinator

Amy Bucher

Photographer Amy Bucher Photography

For content contributions, or to nominate a REALTOR® for a certain story, please email NSRP@RealProducersMag.com.

We are committed to providing high-quality legal services that meet our clients' needs.

Real Estate Transactions Probate Matters Estate Planning Small Business Organization

Salem-Law.com Julie Rubenstein

4 • September 2021

Anthony Keck

224 Essex Stre et | Salem, Massachusetts 01970 | (978) 745-3353

@realproducers

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North Shore Real Producers • 5

TAB LE OF

CONTENTS 10

14

24

Publisher’s Note

Rising Star Gillian Bouchie, Engel & Volkers

Partner Spotlight Anthony LaPolla, Envoy Mortgage

30

33

34

Celebrating Leaders Jim D’Amico, Century 21 NE

Ask The Expert

Cover Feature Story

If you are interested in contributing or nominating REALTORS® for certain stories, please email us at Talman.Hauch@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 North Shore 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.

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@rjhomeinspections North Shore Real Producers • 7

PREFERRED PARTNERS

This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the REALTOR® community!

ATTORNEY Tiernan Law (617) 791-3538 Tiernan-Law.com ATTORNEY/TITLE COMPANY Anthony G. Keck & Associates (978) 745-3353 Salem-Law.com Hallett Closing & Title, LLC David Hallett (781) 797-0088 ESTATE SALES Blue Moon Estate Sales Jonathan Mandell (781) 698-7379 BlueMoonEstateSales.com/ MerrimackValley FRAMING/CUSTOM Vinnin Square Frames Chris Murtaugh (781) 477-9040 vinninsqframes.com HOME & PROPERTY INSPECTIONS Indian Rock Inspections, LLC Brett Maloney (978) 766-0366 indianrockinspections.com

Vector Home Inspection, LLC Glenn Grutta (978) 705-1007 vectorhomeinspection.com

INTERIOR DESIGN Living Swell Diana James (781) 990-5150 livingswellmarblehead.com

HOME INSPECTION BeaconLight Home Inspection Phil Cucchi (617) 681-4663 BeaconLightHome Inspection.com

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

R.J. Home Inspection Adam Wright (800) 253-4402 rjhomeinspection.com HOME RENOVATION Curbio (810) 300-9432 Curbio.com HOME STAGING Staged Occasions Tara Konaxis (978) 885-0125 stagedoccasions.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

8 • September 2021

Envoy Mortgage Anthony Lapolla (978) 225-0697 anthonyatenvoy.com Guaranteed Rate Brian Mahoney (781) 731-9405 rate.com Guaranteed Rate, Inc. Liz Ryan (781) 236-3646 rate.com/lizryan The Deffer Mortgage Team Eric Deffer (508) 423-6746 deffermortgage.com MOVERS Humboldt Storage & Moving Jim Sullivan (781) 821-8777 Humboldt.com

PHOTOGRAPHER Lightshed Photography Studio Dan St. John (978) 854-5348 lightshedphoto.com PHOTOGRAPHY Amy Bucher Photography Amy Bucher (781) 797-0055 AmyBucher.com PLUMBING/HEATING J. T. Mercier Plumbing & Heating Jay Mercier (978) 767-6460 mercierplumbing.com PUBLIC INSURANCE ADJUSTER Panakio Adjusters, Inc. Melissa Sherwood (781) 592-7575 panakioadjusters.com TITLE & ESCROW Simple Title Closing & Escrow PLLC George Megaloudis (978) 539-7500 simpletitle.us Standard Title and Escrow Brendan Ward (781) 833-8520 StandardClosing.com

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We are an Independent Insurance Agency • Complete Analysis of Your Insurance Needs • Well-Educated Staff to Assist You • Business Insurance Available for All Types of Exposures • Significant Account Discounts for Home & Auto Insurance Bill Tarpey - bill@tarpeyinsurance.com Devin Tarpey - devin@tarpeyinsurance.com James Tarpey - james@tarpeyinsurance.com

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North Shore Real Producers • 9

publisher’s note Hello Real Producers and Preferred Partners!

Since our launch in February, I’ve received a lot of great feedback about the Real Producers platform and our publication in specific. Many REALTORS have reached out with content ideas, colleagues to feature and even details about themselves and why I should include them as a feature... which I fully encourage.

Tal, thanks again for the great feature.

I get a lot of thumbs up from fellow brokers at showings. Everyone reads it.

Panakio Adjusters Inc. Public Insurance Adjusters

Some REALTORS have posted about their photo shoots and upcoming features and many have shared their stories with friends and colleagues on social media as well. It’s all been great to see, read and interact with you!

Our June issue Cover Feature was Lanse Robb, Landvest. He recently sent me a nice note about his article...

“Tal, thanks again for the great feature. I get a lot of thumbs up from fellow brokers at showings. Everyone reads it.”

As our tagline states, our mission is “Connecting. Elevating.

Inspiring.” It makes me happy to hear that we are accomplishing this goal for our Top 300 REALTORS and Partners alike!

Note that REALTORS do NOT pay to be featured. We carefully consider the individuals who are featured but everything we do for REALTORS is FREE, with the exception of reprints and additional copies of the magazine.

And on that note, please join us for North Shore Real Producers LAUNCH PARTY, Thursday, September 23, from 6pm - 9pm at Tedesco Country Club in Marblehead.

We work for you and advocate for you throughout the entire claims process.

CLAIMS WE CAN HELP WITH: FIRE & SMOKE DAMAGE | WATER DAMAGE SPECIALTY CLAIMS (OTHER)

Call Us for a FREE Consultation!

Visit our website to learn more about the claims process!

330 Lynnway Suite 402 Lynn, MA 01903 781.592.7575 www.Panakio.com 10 • September 2021

Who’s welcome? NSRP’s Top 300 REALTORS and their teams, as well as all of our Preferred Vendor Partners. Included will be food, drink and live music! Admission is free too!

For more details, please reach out to me directly. I look forward to seeing you there!

Talman Hauch Owner/Publisher North Shore Real Producers talman.hauch@realproducersmag.com

Do you know of a great business who would love to connect with Top Real Estate Agents on the North Shore? talman.hauch@RealProducersMag.com.

@realproducers

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North Shore Real Producers • 11

H E A D S H O T S | R E A L E S TAT E P H O T O G R A P H Y

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Interior Detail Shots: to highlight selling points ( kitchen appliances, tile work, etc ) Weather Alteration: converting cloudy / rainy days to sunny days.

Sunset Conversion: make your real estate images pop with our sunset shots (taken at any time of the day ) Digital Landscaping: we’ll touch up the lawn for you and make sure that grass is green.

Digital Staging: Don’t have time to fully stage the home? We’ll give you photo-realistic results and help your clients visualize themselves in the space.

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978.854.5348 DA N @ L I G H T S H E D P H O T O . C O M W W W. L I G H T S H E D P H O T O . C O M 7 9 WA S H I N G T O N S T. • S A L E M , M A 0 1 9 7 0 @realproducers

DRONE PHOTOGRAPHY | 3D TOURS

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North Shore Real Producers • 13

14 • September 2021

@realproducers

rising star

By Dr. Brian Ramsey, Sr. Writer. | Photography by Dan St. John, Lightshed Photography Studio.

GILLIAN Bouchie ENGEL & VOLKERS

Always Converting to Positives When Gillian Bouchie graduated from Bryant College (now University) as a marketing major, she had no idea what the word “fast-tracking” truly meant, but she was about to find out in her professional journey.

Gillian accepted a position at Goldman Sachs, and for three years she worked with companies like Fidelity and Blackrock. She obtained her license to sell, working with high yield bonds.

It seemed that her career in finance was obvious, and she later advanced her position by moving to work for the Lehman Brothers in high yield and distressed bonds. Bouchie obtained her MBA from Boston University, and her incredible preparation and personal sales skills took her on a path of

working with all different types of companies – from cement to airlines to large corporations.

For over two decades, Gillian worked for multiple companies in multiple situations and established a storied career in the world of finance. She loved her work, and although the hours were extremely long, she found continual opportunity for fulfilment as companies accelerated her professional track up the ladder. As things progressed, Bouchie loved the technical side of the business, but she also loved the process of building relationships with her clients – taking them out to eat, spending time talking about life’s pursuits over drinks or other relationship-building opportunities.

After years of building a solid foundation of strong relationships and consistent performance, Gillian found herself working with a new wave of the workforce. Her peers were no longer her age, and the dynamic of her job completely changed. Gillian knew that she would have to establish a new direction, and several circumstances in her life began to shape her idea of which industry to choose.

After reflection over the proper segue to leverage the past relationships into another business, having her own personal real estate investments, and building a house, Gillian began to think about real estate as a viable option. Her children were now in their teens, and she knew that she needed to be in their lives more than she had in the past. She chose real estate as something that she could commit to and work consistently. The agent who helped her

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North Shore Real Producers • 15

You must have the ability to manage everyone’s emotions and keep yourself calm yet connected.

and her husband through selling the family home because of divorce was professional and demonstrated how important the role of the proper agent can be for families in transition.

Real estate has been a fantastic continuation of Gillian’s passion for connecting with people, helping with finances, and serving the goals of others. She was extremely fortunate in finding the right agency, and her leader, Karen, took most of her fears and angst away from pivoting careers.

Bouchie most appreciates her training, called Kicking-it with Karen. For a year, new agents met two times a week for two to three hours to hear Karen expound on all facets of working in real estate. Gillian has always taken advantage of any kind of training along her career path, and after being licensed in 2018, she took her entire tool belt and put it to use in making families’ dream homes a reality.

Gillian finds the process of joining the journey of clients to be second nature,

16 • September 2021

and someone used to tell her that it is like she has a bottle of fairy dust that she sprinkles, forcing people into a magnetic relationship with her. People enjoy her ability to listen, her easygoing personality, and her smile, which makes most feel comfortable right away. Gillian loves her work because it helps people to fulfill dreams by finding creative solutions, and she loves to see houses, landscapes and decorative interior accents. She has an innate ability to create a vision for the potential of any property.

Bouchie has worked extremely hard to convert her work with other agents from an adversarial role to an advocate/advocate role where each can fight for their clients while joining a common goal and making the transaction a win-win. Real estate has provided an experience of dealing with people from all walks of life and seeing the different ways that people approach accomplishing their goals.

“You must have the ability to manage

everyone’s emotions and keep yourself calm yet connected,” says Gillian.

Gillian loves spending time with her family: her son, Drew (19), attends Boston University, and her daughter, Sydney (15), is in high school. During the summer, Gillian unwinds by camping out on the beach, getting in and out of the water and ending a great day with a good barbecue. Many old friends that she grew up with have moved back to the area, and they are enjoying rekindling relationships. In the past, during the winter, her family has often gone on ski trips, and she is always up for traveling to see new sights.

Gillian Bouchie is a good mom who is sometimes funny/goofy and, like the rest of us, loves to embarrass her kids. Yet, she is a very caring person who enjoys being there for people and always tries to help them not get “bogged down” in the mire – always converting things to the positive. It is a story of the financial world’s loss and real estate’s gain!

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Be a c o n Lig h t Ho me I n sp e ct ion. com | (617) 681-HOME realproducersmag.com

North Shore Real Producers • 17

18 • September 2021

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North Shore Real Producers • 19

LAUNCH PARTY THURSDAY, SEPT. 23 - 6:00 PM - 9:00 PM TEDESCO COUNTRY CLUB, 154 TEDESCO ST, MARBLEHEAD, MA This exclusive event is for Top 300 Agents/Teams and our Preferred Vendor Partners ONLY.

Presenting Level - Curbio · VIP Level - Living Swell · Bar Sponsor - David Bruett Insurance Music Sponsor - Liz Ryan / Guaranteed Rate · Food Sponsor - Brian Mahoney / Guaranteed Rate Corey Stein Films - Videographer · Amy Bucher Photography - Event Photographer 20 • September 2021

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North Shore Real Producers • 21

BUYER REPRESENTATION | SELLER REPRESENTATION | LENDER SERVICES C A L L B R E N D A N W A R D & D A N C A H I L L T O D AY !

Dan Cahill 781-496-2016 dcahill@standardclosing.com

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SERVICE COMES S TA N D A R D

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QUALITY COMES S TA N D A R D

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StandardClosing.com | 781-496-2002 85 Exchange Street, Suite 302, Lynn, MA 01901

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North Shore Real Producers • 23

partner spotlight

By Dr. Brian Ramsey, Sr. Writer.

Photography by Amy Bucher, Amy Bucher Photography.

Anthony LaPolla

Envoy Mortgage MAKING EVERYTHING BETTER “A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be.” – Wayne Gretzky

Hockey requires stamina, perseverance, strategic knowledge, and the tenacious commitment to win. From the time he stepped on the ice all the way through college, Anthony Lapolla has developed these qualities and many more. Playing Goalie, Anthony developed a mental toughness that is rivaled by few. He loves to win, and he is quite competitive, but Anthony has crafted a philosophy of business where everyone can win.

Perhaps his greatest feature is his keen ability to anticipate the play of the game on ice, and he has certainly moved that skill set into the arena of

24 • September 2021

mortgage loans. Customers love the fact that Anthony can easily anticipate the features of a loan transaction, can see potential hazards, and he has become adept at providing solutions for his customers to meet their objective.

“Helping borrowers fulfill their goal of homeownership or taking that first step closer to financial freedom through refinancing brings great joy and fulfillment to my work,” notes Lapolla.

After earning a degree in finance, Anthony entered the workforce, taking a job in retail. He later pivoted to a real estate investment company where he began at an entry level and quickly climbed the ladder to become the Manager of Operations. Overseeing the various aspects of that business

including acquisitions, rehabs, rentals, and property management, Anthony was able to develop considerable experience and knowledge that would later forge a foundation for his work in mortgage origination.

After several years with the investment company, Lapolla knew that he needed a change of pace, so he spoke to a friend in the mortgage business.

That friend challenged Anthony to get his license (which he did) and then granted a position for Anthony to begin his work as a loan officer.

To say that Lapolla has found his niche may be an understatement.

Anthony appreciates his connection to Envoy Mortgage since its strength is providing the proper marketing tools and operations that fully

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support Lapolla and his team in their work with mortgage loans.

“Our primary focus is to refine our processes to solely improve the customer experience for our borrowers,” says Anthony. “This business is built upon guidelines, knowing those guidelines, staying updated with the changes, and helping families navigate the often-stressful process of securing a mortgage loan,” he explains.

In addition to the constant improvements, customers appreciate the excellent and efficient communication from the team at Envoy. Some say they feel like the “only client,” and many say they feel comfortable with the updates at every step of the process. Anthony challenges the team that they can never over-communicate, and the ease of their process allows more closings to come to fruition. People and agents also appreciate the company’s timely feedback and the plain and truthful answers that they always receive from the team.

Anthony knows that the mortgage business is primarily a relationship business, and he is happy to spend the time necessary to develop close and healthy relationships. With the constant change of regulations and

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guidelines, people depend on the team at Envoy to keep abreast of the mortgage landscape transitions and help them to determine how best to seek approval.

While it is impossible to have all the answers at any given time, Lapolla’s team will turn over every stone so that they might find the customer’s solution or answer.

Lapolla is married to Meaghan, who works for a travel agency that assists youth sports leagues with their travel arrangements. The couple has a dog

named Nico, and they enjoy living an active, healthy lifestyle. Meaghan is preparing to run the Chicago Marathon, but she also finds time with Anthony to eat out, spend time with friends and with family who lives close by.

Anthony could be described as a caring, ambitious and dedicated businessman. He expresses huge kudos to his dad, a small business owner and restaurateur, for helping him to learn a great work ethic and about the commitment to get things done regardless of the obstacles. Lapolla’s parents

North Shore Real Producers • 25

“HELPING BORROWERS FULFILL THEIR GOAL OF HOMEOWNERSHIP or taking that first step closer to financial freedom through refinancing brings great joy and fulfillment to my work.” taught him to foster his drive to make things better and to always have a spirit of being “hungry for more.”

Someday, Anthony hopes that people will remember him professionally as someone who provided a great experience, who could problem-solve with the best, and who made people happy through the process of securing that dream home.

26 • September 2021

Lapolla and the team from Envoy Mortgage are quite proud of the agents in real estate. “I have a tremendous amount of respect for them – for their work on a daily basis in a market that has a short supply and a great demand. They are “grinding it out,” and they are very pleased when they find success. I love how they “go to bat” for their clients and how they put so much in every transaction. It

is so similar to the way that our team works, and I appreciate how they set a benchmark for all of us to follow,” says Anthony.

For more information about Anthony Lapolla, his team and Envoy Mortgage, you may call them at 978.210.0728, or visit their website at AnthonyAtEnvoy.com.

@realproducers

LOVE YOUR

Mortgage Experience Committed to delivering each borrower a hassle-free mortgage experience by providing breakthrough technology, transparent communication, unparalleled turn-times and, most importantly, around the clock attention to your loan.

Anthony Lapolla is North Shore's #1 Mortgage Lender ANTHONY LAPOLLA Sales Manager | NMLS: 1481404

www.AnthonyAtEnvoy.com

978-210-0728

alapolla@envoymortgage.com 4.9 STARS

Average rating based on 199 reviews

1 Maple Street, 2nd Floor | Danvers, MA 01923 All applications are subject to credit approval. Program terms and conditions are subject to change without notice. Some products may not be available in all states. Other restrictions and limitations may apply. This is not a commitment to lend. Envoy Mortgage Ltd. #6666, 10496 Katy Freeway, Suite 250, Houston, TX 77043, 877-232-2461; AR Banker/Broker/Servicer License #103315; AZ Mortgage Banker License – #0908096; CA Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act License #4130597; CO Envoy Mortgage, Ltd., 877-232-2461, Mortgage Company Registration #6666; DE Licensed by the Delaware State Bank Commissioner Licensed Lender Licensee #011264; GA Envoy Mortgage , LTD (LP) Georgia Residential Mortgage Licensee - Mortgage Lender License/Registration License #23619; IL Illinois Residential Mortgage Licensee License #MB.6759338; MA Mortgage Lender Licensee – License #MC6666 and MA Mortgage Broker Licensee – License #MC6666; MS Mortgage Lender License # 6666; NH Mortgage Banker License - Envoy Mortgage Limited Partnership – License #14552-MB; NJ Licensed by the N.J. Department of Banking and Insurance – Residential Mortgage Lending License NMLS #6666; NY Licensed Mortgage Banker – NYS Banking Department, License #B500979, 10496 Katy Freeway, Houston, Suite 250, Houston, TX 77043, 877-232-2461; OH Residential Mortgage Lending Act Certificate of Registration #MB.804190.000, Mortgage Broker Act Mortgage Banker Exemption #MBMB.850025.000 and General Loan Law Certificate of Registration #SM.501928.000; OR Mortgage Lending Licensee #ML-3933; RI - Rhode Island Licensed Lender – License # 20092627LL and Rhode Island Licensed Loan Broker – License # 20122861LB; TX Mortgage Banker Registration- NMLS #6666; VA Virginia NMLS ID#6666 (www.nmlsconsumeraccess.org) – Lender License and Broker License # MC3021; WA Envoy Mortgage Ltd d/b/a Envoy Mortgage, L.P.- WA Consumer Loan Company License # CL-6666 – http://nmlsconsumeraccess.org | Other authorized trade names: Envoy Mortgage LP; Envoy Mortgage of Wisconsin; Envoy Mortgage, A Limited Partnership; Envoy Mortgage, L.P.; Envoy Mortgage, Limited Partnership; Envoy Mortgage, LP; Envoy Mortgage, LTD Limited Partnership; ENVOY MORTGAGE, LTD, LP (USED IN VA BY: ENVOY MORTGAGE, LTD); Envoy Mortgage, LTD. (LP); Envoy Mortgage, LTD.; | 11292018

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North Shore Real Producers • 27

28 • September 2021

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Indian Rock Inspections services Boston's North Shore and Southern New Hampshire.

With over 35 years in the building and construction industry, we can confidently provide our clients with a detailed inspection report delivered within 24 hours.

"DRAMA FREE" HOME INSPECTION SERVICES

Brett Maloney, Home Inspector | Call or Text: 978-766-0366 Brett@IndianRockInspections.com | www.IndianRockInspections.com

Hal l e Tt

Closing & Title, LLC

Specializing in Residential Real Estate Transactions David J. Hallett, Esq North Shore Native - in practice since 1991 representing Buyers, Sellers and Lenders.

Tiernan Law, LLC. 400 Trade Center Dr. Suite 5900 Woburn, MA 01801 (617) 791-3538

(781) 797-0088 david@hallettesq.com Licensed in both MA & NH

RESPECTFUL • PROFESSIONAL • AFFORDABLE M ARBLEHE AD • WINCHESTER • NORTH CONWAY

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North Shore Real Producers • 29

celebrating leaders

By Dr. Brian Ramsey, Sr. Writer.

Photography by Dan St. John, Lightshed Photography Studio.

JIM

D’Amico

CENTURY 21 NE Adding Value and Doing the Next Right Thing

30 • September 2021

@realproducers

“You don’t build a business; you build people, and then people build the business.” – Zig Ziglar

There is a sense in which investing in people means that you are building a business, but Ziglar’s point is well taken. Few understand this better than Jim D’Amico, and with over 40 locations and over 800 agents, D’Amico’s powerhouse agency has not only set a benchmark for production (this year potentially breaking $2 billion in sales), more importantly, they have created a culture and a standard that redefines success.

For Jim, it is important to be strong enough to service client needs and develop agents, but more strategically, his lifetime achievement and impact over his business and industry is setting the right example, forging personal relationships with agents, clients, and the community built on the core values of trust and respect.

Jim notes that when he was younger, he had a greater focus on numbers, profitability and rank, but over time, he has come to the realization that all of those things pale in comparison to the opportunity to forge healthy human relationships, to do the next right thing, and to surround himself with great friends and a tight-knit family. In fact, that is now his precise definition for success.

D’Amico graduated from Bryant University having studied marketing and having received a Bachelor of Science degree in Business Administration. He came back home in the early ’90s and began his professional career, joining his father who is a licensed general contractor by trade and owner/operator of a large portfolio of residential rental properties in Chelsea, MA. Jim had the opportunity in 1994 to buy the Century 21 franchise in Chelsea, and there, his real estate

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journey began accelerating through the “mergers and acquisitions boom” and organically grew to its pinnacle status today. He has probably forgotten more about real estate than many might ever know, but perhaps his greatest contribution surfaced at a strategic point in his life when he had the courage to change his business philosophy and strategy.

Those more seasoned agents remember the concept of big, smoke-filled rooms where there was laughing and deals made over a few drinks, but after a life-changing decision for sobriety, Jim D’Amico has changed his world, his company and his greatest resource: those who surround him.

“I began my career emulating the example of other business people who had a singular idea of how to build a company, and one day I simply told myself to stop and to move in another direction,” says D’Amico.

D’Amico would never tell another business person to change their philosophy, as he can only give a testimony of his experience, but I am sure, he would never go back! In the

last seven years, Jim’s company has exponentially exploded from $350 million in sales to $1.5 billion. Others have noticed as well, for he received the 2020 Game Changer Award from Real Trends for C21 NE’s previous five years’ growth achievement.

The pivot has changed Jim’s personal life in many ways. D’Amico is trying to move forward at a wiser pace, focus on living a healthy lifestyle, and incorporate all the things that he has learned in nearly three decades so that he can do things better. Jim has made a strategic decision to build his infrastructure over singular marketing efforts. He continues to invest in more efficient systems, better tools, superior technology and an expense management system.

D’Amico laughs and says that the advice he would give to many in their fledgling real estate careers would be the type of advice that he would not have listened to 20 years ago.

Nevertheless, Jim is committed to his newfound strategy of the right core values, a moral code, and a commitment to see those around him desire a healthy personal and professional journey.

When asked about his legacy, he admitted that he feels confident in running the company, but at this point and at the end of each day, he knows that his family is his true legacy. He wants them to avoid some of the pitfalls and roadblocks in their journey, maybe to alleviate some of the pain and suffering that he had to go through, and to make it a little easier to achieve success.

“I am not preachy; I just want to help people at the start of their career to choose responsibilities over desires and to make a goal of putting out a better product. That better product for me is summed up in the phrase ‘quality leadership.’ That is how I lead the company too – like a family!” explains Jim. D’Amico is quite proud of his five children: Felicia (26), Nicholas (23), James (14), Tessa (10), and Tiana (8).

He enjoys playing golf and also loves to spend time with his family. Jim has a passion for working with community-oriented organizations such as sober living organizations, nonprofits that help the homeless, shelters, and this year, he is launching a nonprofit called Fresh Start Housing Corporation that has as its mission to assist people in finding employment and a place to live.

Overseeing a large company can be fraught with hard work and incredible demand, but Jim D’Amico is more than up to the task. He offers sage advice to other entrepreneurial business owners, encouraging them to always take ownership, never make excuses and to know that their priority is to surround themselves with the best people they can find and then add value to those lives. Oh, and do not forget to do the next right thing!

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The negative impact of Covid-19 over the last 18 months has not escaped the insurance industry and more specifically the claims side of insurance. Replacement cost, and/or repair cost of property after an insurance claim, has once again created issues in the claim settlement process.

ask the expert

Mark TARPEY

By Mark Tarpey, Tarpey Insurance

Tarpey Insurance

Rising construction costs are impacting homeowners’ insurance.

The soaring lumber prices and the cost of other raw materials are increasing at unprecedented rates. According to recent findings from the National Association of Home Builders, current lumber costs are up 340% from 2020. As of June, it was recorded that lumber prices were up 67% in 2021 alone. There are some reports that have indicated a slight decrease in these prices this summer but still a significant increase since 2020.

This phenomenon is impacting the value/cost of new homes, and many people do not realize the significance to the current homeowner. However, they have a direct impact on the amount of insurance that you should carry. If your home is destroyed by a fire, or for that matter, any covered loss, you need to be properly protected by carrying the right amount of insurance. As the value of your home increases, it is important to adjust the amount of coverage on your insurance policy. Even if you have not made any improvements, you should review your current limit of insurance because of the rising cost in the construction world.

Many of us service the same client base, centered around the same asset (the home) but approach the value of the asset from different perspectives. Probably the two most well-known, market value (consumer driven, ultimately set by the willing buyer) and the appraised value (assigned by a professional real estate appraiser) are often used by real estate agents, mortgage brokers and even local tax departments. Insurance agents value the asset through a totally different lens, replacement cost value.

As stated earlier, the insurance limit is different than the market value or the appraised value and needs to be estimated properly to ensure you do not face any negative financial consequences at the time of a loss. Most insurance companies provide their agents with tools/software to help calculate the proper replacement cost for insurance purposes. This is where the local independent insurance agent can provide value. Independent agents have access to several different carriers and can guide you through the process to obtain the most appropriate coverage and limits including flood and earthquake.

Replacement cost value for insurance purposes has seen its share of fluctuations throughout insurance times. It has often been defined in the insurance policy as the cost to replace the damaged property with materials of like kind and quality. Oftentimes, “like kind and quality” terminology has presented challenges for both the homeowner and the insurance company.

Some insurance carriers can add “extended replacement cost” or guaranteed replacement cost for some homes depending on the age and value of the structure. Another key coverage to ask about is called Building Ordinance or Law. This coverage can help pay for additional reconstruction cost or expenses that are mandated by today’s building codes that may be different than the codes/ ordinances that were in force at the time of original construction.

One example of a challenge like this would be the replacement of horsehair plaster in the current building environment. It is no longer utilized today, but many individuals choose to preserve horsehair plaster as a means of maintaining the historical value of a property. The industry has managed to address this particular challenge, but there are greater challenges facing the industry today.

Many insurance companies will inspect the homes they insure to verify that the software tools have done the estimating job adequately and the local agent will correspond with you regarding any areas of concern and will help you resolve any issues.

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Keeping your insurance up to date and in line with changing marketplace conditions is an important part of being a homeowner.

North Shore Real Producers • 33

cover feature story

Lucci

By Dr. Brian Ramsey, Sr. Writer. Photography by Dan St. John, Lightshed Photography Studio.

Deborah

Deborah Lucci Team, William Raveis Innovation, Preservation and Growth “Innovate or die … [and] If you’re in the business of making something, be in the business of making something great.” – Robert Iger, Disney CEO

Debbie Lucci has spent an entire career building relationships and serving people. She first entered the workforce at the age of 12, joining her family business – shopping centers, supermarkets and a liquor store. Having obtained her bachelor’s

34 • September 2021

degree in Accounting, Debbie was well trained for the many different demands in her work. Debbie began to work very hard from the beginning, slowing down momentarily to start a family, but by the late ‘90s she was demonstrating her value while running the liquor store and tripling the sales figures. She had become quite adept at serving people, keeping a sharp eye on expense management, and keeping the company current.

Along the way, Lucci developed a strong sense that she was not the typical 9-to-5, “sit behind a desk” kind of worker. In 1998, Debbie knew that she needed to pivot her career and her life, so she left her family business. While taking an AOL survey/ personality test, Debbie concluded that her next direction needed to involve real estate. The question became which town to work in – Andover or her family’s town. She

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chose Andover, and providence led her to a wonderful agency that later became William Raveis.

Along with the hope of change came the sobering responsibilities of being a single mom, raising children and forging a successful career. Fortunately, Debbie’s agency provided a safe haven and a culture that surrounded her with support.

Lucci is a passionate person, and she understands that real estate provides a repetitive ebb and flow and a roller coaster journey of constant changes.

“Everyone has to keep up, but they also must absolutely maintain very personal relationships, great technology and a very definable personal touch,” explains Lucci.

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Though many would quickly conclude that Debbie has demonstrated success, she says the concept is built upon a feeling of accomplishment. Debbie knows that the meaning of success is different for the various phases of life.

She admits that early on, it was about the numbers and breaking records, and then later it morphed into a focus more upon helping people. Today, Debbie sees her role as one of giving back: helping the agency to be successful, but most of all, impacting agents so that their journey can be more fulfilling with less angst.

Along the journey, Debbie remembers hitting a defining moment at least three times. The first came when she realized there were not eight days in a week, and she hired an administrative assistant which took the business to a

new level. Later on, the feeling repeated itself when she and her assistant could not keep up with the demand of business, so she started a team, and with incredibly competent people who could work with buyers and sellers, Debbie was able to extend and grow while maintaining her core values.

Her most recent defining moment came when she made the greatest commitment ever to allow no mediocrity and to never take her foot off the pedal of becoming a better agent and person. She is striving to develop a balance between her work and home life and to establish a consistent impact in helping others to do the same. Despite the interruption and setback of COVID-19, Debbie and her team used the opportunity to seek better systems, better teamwork, and

North Shore Real Producers • 35

Everyone has to keep up, but they also must absolutely maintain very personal relationships, great technology and a very definable personal touch.

36 • September 2021

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collaborative efforts in order to push forward with a spirit of excellence – getting the job done.

In some respect, Debbie is “paying it forward” in a spirit of thanksgiving for the impactful mentors in her life.

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Debbie’s father, who was a driven, successful businessman and who demonstrated that his word was his bond emulated a consistent work ethic. Lucci learned so much from his life, but she also watched some of his decisions and determined to go in a

different direction. Debbie has made a huge commitment to developing a healthy lifestyle and also has set goals for travel. She is quick to give huge kudos to Doug Howe, Chris Doherty and JB Doherty – the men in the early agency who helped her to develop a

North Shore Real Producers • 37

Debbie Lucci is a hardworking, honest, but very giving agent.

Her business is built upon a solid work ethic, honesty, a good reputation, and a commitment to have balance when working with other agents.

solid business philosophy and who gave her the confidence to create her new world. She is also extremely grateful for the personal coaching she received from Bill Raveis!

Debbie celebrates her family – her son, Frank Perrone (32), who is a commercial real estate agent, is married to Mary, and the couple has her first grandchild, Jack. Lucci’s daughter, Breanna Lucci (31) is a therapist. Debbie has not fostered many hobbies over her career, but she is

38 • September 2021

now passionately exploring two.

She recently purchased a cookbook called Recipes of Florence, and she is determined to begin cooking her way through it in preparation for her trip to Florence, Italy, next year. Three times a week, she arises at 3:45 am to work out with her personal trainer for two hours doing cardio and weight training.

Debbie Lucci is a hardworking, honest, but very giving agent. Her business is built upon a solid work

ethic, honesty, a good reputation, and a commitment to have balance when working with other agents. She always challenges newer agents to start with the right company that has the right leader, and not to think of the business from just the financial aspect but to value its training and the proper priorities. She knows that it is a lot of work, full of conflicting emotions, but the right person in the right place has no limit. Debbie will continue to innovate, keep current in technology and processes, but the personal touch will always define her work.

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YOUR TRUSTED FIRST CHOICE FOR PROPERTY INSPECTIONS IN THE NORTH SHORE!

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Licensed Inspector/Owner HOME INSPECTIONS • SELLER CONSULTATIONS • RADON & WATER TESTING & MORE!

ADD US TO YOUR CONTACTS TODAY! • (978) 705-1007 info@vectorhomeinspection.com • www.vectorhomeinspection.com realproducersmag.com

North Shore Real Producers • 39

Get more money for your listing with a Renovation loan!

With home inventory extremely low during this summer market and many homeowners still working from home, many borrowers are taking advantage of a renovation loan to make home improvements this year on a purchase property or a refinance on their current home.

I am here to help you and your borrowers with their home renovation financing needs. Please feel free to reach out to me with renovation lending questions or specific renovation loan scenarios.

I look forward to working with you to make sure your renovation referrals are #RenoDoneRight Appraisal required for eligibility and subject to conditions.

Applicant subject to credit and underwriting approval. Not all applicants will be approved for financing. Receipt of application does not represent an approval for financing or interest rate guarantee. Restrictions may apply, contact Guaranteed Rate for current rates and for more information.

Best professional knowledgeable people I have ever dealt with Liz Ryan and her team ROCK – LAWRENCE R.

Liz Ryan NMLS ID: 441907 | NMLS ID 2611 State License Numbers: MA - MLO441907, ME - Licensed, NH - Licensed

Liz@rate.com | www.rate.com/lizryan O: 781.236.3646 | C: 978.500.5378 6 Winter St. Suite A, Newburyport, MA 01950

MA: Mortgage Lender & Mortgage Broker License #MC2611 • ME: Supervised Lender License #SLM11302 NMLS ID: 2611 Guaranteed Rate is an equal opportunity employer. For licensing information, go to www.nmlsconsumeraccess.org.