Sacramento Real Producers-March 2024

SACRAMENTO

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 .

TRICIA ROSSI COVER STORY

Collaborating Across California

CELEBRATING LEADERS Erin Stumpf PARTNER SPOTLIGHT Premier Mortgage Resources PROFILE Chad Phillips

Photo by Nicole Sepulveda Photography

MARCH 2024

GETTING QUESTIONS ABOUT ADUS? WE PAY $5,000 FOR EVERY NEW CUSTOMER YOU SEND! Creating Space. Connecting Lives.

• On-Site Building • Turn Key Anchored System • High-Quality Materials • Transparent Pricing • Custom Plans $5,000 Commission For Every Referral That Chooses Us to Build Their ADU!

2 • March 2024

@realproducers

916.621.6522 AncchoredTinyHomes.com @AnchoredTinyHomes

realproducersmag.com

Sacramento Real Producers • 3

4 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 5

TABLE OF

CONTENTS 16

20

28

Welcome Mat

Publisher’s Note

Celebrating Leaders: Erin Stumpf

38

50

62

Partner Spotlight: Cailey Murschel, Premier Mortgage Resources

Profile: Chad Phillips

Cover Feature: Tricia Rossi

If you are interested in contributing or nominating Realtors for certain stories, please email us at katie.macdiarmid@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 Sacramento 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.

6 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 7

8 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 9

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 Sacramento Real Producers REALTOR® community!

1031 EXCHANGE Asset Preservation Inc Bill Angove (916) 832-1031

BLINDS/SHADES Made in the Shade Brando Guerrero (515) 720-7042

ADU HOME SALES Anchored Tiny Homes (916) 461-8469 anchoredtinyhomes.com

BRAND PHOTOGRAPHER Nicole Sepulveda Photography Nicole Sepulveda (916) 919-6174 nicolesepulveda.com

AGENT SUPPORT HomeLight Jen Azevedo (916) 214-3439 WGE (916) 519-1564 ATTORNEYS Clower Law Ashley Clower (916) 652-8296

Olha Melokhina Photography (916) 288-5839 BUSINESS SOLUTIONS CONSULTANT Financial Path Consulting Cherise Sutton (916) 204-3223 CLEANING SERVICE Meticulosity Cleaning Jennifer Prado (916) 410-4740

CONSTRUCTION & REMODELING Wolff Construction Don Erik Wolff (916) 205-3745

HOME & TERMITE INSPECTION CalPro Inspection Group Andrea Quyn (800) 474-3540

CPA SERVICES Riolo & Associates Dona Riolo (916) 771-4134

Finley Home Services (916) 741-2847

CUSTOM CLOSETS, OFFICES & GARAGES California Closets (510) 763-2033 californiaclosets.com

Sac Pro Home Inspections (916) 333-0540 GoSacPro.com

ELECTRICIAN Burke & James Electric Inc. (916) 618-3014 burkejameselectric.com

HOUSE PLANS Greyscale Homes (916) 384-0595 Greyscaleinc.com

EVENT VENUE Rancho Robles Winery LLC (916) 645-2075 www.ranchoroble.com

INSPECTIONS RESIDENTIAL AND COMMERCIAL Sac Pro Home Inspections (916) 333-0540 GoSacPro.com

FLOORING Deluxe Flooring Roseville (916) 842-5262 Deluxeflooring.net

THE BEST SOURCE FOR FAST AND ACCURATE ROOF INSPECTIONS

The Flooring Station (916) 526-2925 theflooringstation.com

Inspections & Estimates

Top Notch Tile (209) 993-4803 topnotchtileinc.com/

Certifications & Warranties Repairs & Replacements Residential & Commercial Pitched & Flat Roofs

916-222-6688 10 • March 2024

HOME INSPECTION Good Dog Inspections (916) 420-9853 Www.gooddog inspections.com

CUSTOM HOME BUILDERS Tankersley Construction Inc (916) 538-6579 tankersleybuilds.com

FINANCIAL ADVISOR Edward Jones Jon Benecke (916) 865-4616

Order Online

Good Life Construction (916) 833-1379

GIFT BOUTIQUE The Shop 916-260-6454 Theshopbydsi.com

INSURANCE Farmers Insurance Agency Cristi Rodda (916) 428-4520 Justin Turner Goosehead Insurance (951) 965-4651 Goosehead insurance.com\ justinturner T.D. McNeil Insurance Services Michael Colenzo (916) 983-2561 TDMINS.com

INTERIOR DESIGN STUDIO Design Shop Interiors (916) 260-6454 DesignShopInteriors.com JUNK REMOVAL Junk King (510) 316-3229 Longs Trash Hauling Jim Long (916) 206-7072 longstrashhauling.com LENDING West Shore Mortgage (530) 682-4092 ilendsac.com LISTING PREPARATION SERVICES Freemodel Mike Hermany (215) 870-6485

MORTGAGE COMPANY Catalyst Mortgage (916) 287-7777 MORTGAGE LENDING 5 Star Team - Point Equity Residential Lending Sherene Gray (916) 798-8026 Kevin Oto - Green Haven Capital Inc. (916) 476-6507 greenhavencap.com Nathan Sibbet - Loan Depot (916) 320-3952

MORTGAGE Fairway Mortgage - Lucia Lending Team (916) 730-6339

MOVING COMPANY Fuller Moving Services (916) 349-1119 fullermoving.com

Inner Circle Mortgage David Graves (916) 586-6644

House to Home Moving Inc. (916) 484-1144 HouseToHomeMoving.com

Mortgage Right Brandon Kleker (916) 396-5250

NOTARY SERVICES Notary Matters (916) 990-6220

Street Home Lending Nick Street (916) 705-8282 StreetHomeLending.com

ORGANIZATIONAL SERVICES 2B Organized - Sacramento (530) 520-7323 2B-organized.com

United Wholesale Lending Shelby Elias (209) 456-4896

ORGANIZING SERVICES Amazing Spaces Organizing Karen Silva (916) 502-7092

MORTGAGE / LENDER Premier Mortgage Resources Cailey Murschel (530) 370-2421 pmrloans.com/cmurschel

INTERIOR DESIGN COMPANY Pepperjack Interiors Laura Neuman (916) 834-9751

MORTGAGE BROKER Empire Home Loans Heather Hunter-Jackson & Leo Whitton (916) 952-1686 Empirehomeloans.com

PAINTING MPG Painting (916) 234-6628 mpgpainting.net PHOTOGRAPHY/REAL ESTATE Top Notch 360 (916) 807-3573 Topnotch360.com

@realproducers

realproducersmag.com

POOLS & SPAS Premier Pools & Spas (916) 852-0223 www.premierpoolsandspas.com

SEPTIC SERVICES Chuck’s Septic (916) 624-8500 chucksseptic.com

PROFESSIONAL ORGANIZING Home Method Co. (916) 533-3315 homemethodco.com

SOLAR SPECIALIST/ SOLAR & MORE Solarwise (916) 872-5452 Solarwiseco.com

PROPERTY MANAGEMENT Expert Property Management Barry Mathis (916) 813-7653 www.ExpertPropMgmt.com

STAGING Premiere Home Staging Nicole Runkle (916) 300-0402

M&M Property Management Larry Brown (916) 922-1525

Simply Chic Staging Danielle Martin (916) 477-1167

Titan Property Management Ryan Miller (916) 745-3385

The Staging Connection Kimberly Lane (530) 713-5384

REAL ESTATE MEDIA House Cat Marketing (916) 287-7042 housecatmarketing.com

TITLE COMPANY Fidelity National Title Jen Vicari (916) 616-6755 norcalrealestate.com

Shot Archives Brandon Miyasaki (916) 834-6600 ShotArchives.com REAL ESTATE TRANSACTION COORDINATOR ClipDocs Transaction Coordination (818) 262-3225 clipdocs.net/ REVERSE MORTGAGE American Pacific Reverse Mortgage Group Liz Andersen (916) 223-8869 ROOFING SERVICES Roof Checks Vlad Khashchuk (916) 222-6688 SECURITY SOLUTIONS HOME & COMMERCIAL Brinks Home Security (916) 730-7133 Brinkshome.com

First American Title Erin Barton (916) 798-4115 Placer Title Val Baldo (916) 947-3747 TRANSACTION COORDINATOR Mercedes Natad, Co. (916) 402-4486 Mint Condition Transaction Coordinating (916) 792-1248 facebook.com/MintConditionRES Silva’s First Class Transactions (916) 474-9684 WEALTH MANAGEMENT Jake LaFond Wealth Management (916) 218-4406 WINDOW SERVICES Window Screen Solutions (916) 906-2033

Sacramento Real Producers • 11

MEET THE

SACRAMENTO REAL PRODUCERS TEAM

Michele Jerrell

Katie MacDiarmid Publisher

Content Coordinator

Brandon Miyasaki

Nicole Sepulveda

Photographer

Photographer

David Cornwell

Dave Danielson

Chris Menezes

Writer

Emily Sweet

realproducersmag.com

Photographer

Writer

Systems Manager

@realproducers

Olha Melokhina

Photographer

Nick Ingrisani

Writer

12 • March 2024

Rachel Lesiw

Writer

Lauren Bell Ad Strategist

Maryssa Sayabath Event Coordinator

Sacramento Real Producers • 13

14 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 15

welcome mat

WELCOME TO OUR NEWEST PARTNER !

We take a lot of pride in the businesses we partner with. Our partners are highly recommended referrals from top agents, so you can trust us as a fantastic referral source.

Mee Moving meemoving.com

Since 1969 Mee’s Moving & Storage Company, Sacramento local movers, has performed thousands of moves for satisfied customers all over the world. Presently there are three generations of the Mee family actively involved in every part of our Sacramento moving company. The key to our success is our highly trained staff of moving counselors, packers, drivers and office staff who, working together, provide a high level of service on every move. We have a simple motto, to provide every customer with the very highest quality in moving services.

16 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 17

18 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 19

PUBLISHER’S

“

HAPPY ANNIVERSARY Sacramento Real Producers!

Cailey and Jamie are terrrific!

They guided me through the whole process. We ended up offering on 4 homes before finalizing on an amazing home.

So their patience and availability at any time were crucial. Also, as a current military member, she worked really hard to make sure I got the best rate. She also volunteers with local veteran groups. Thank you!

As I sit down to write this month’s publisher’s note I can hardly believe it has been 4 YEARS since we first began this community! It hardly feels possible that time could have flown so quickly. And yet, at the same time, when I reflect on any one given year within that time span I know that SO much has happened. Not just in the market though that would be an incredible understatement in and of itself. But in this community. We had our Roundtable Event on January 30th and I got to hear from so many of you including our panelists how much this community has meant to you, how many friendships have deepend and collaborations have formed because of your regular chance to connect via the SRP community. You can not know how much that means to me, so thank you all for continuing to lean in and believe in the mission and abundance mindset that is Real Producers.

-HAPPY HOMEOWNER

As we head into our 4th year here in Sacramento get ready to have some fun because we are not done yet! We are continually leveling up to bring you more connection, more inspiration and more elevation to your businesses through our preferred partnership! Keep your eyes peeled for some new nomination opportunities and the beginning rumblings of an absolutely Star Studded 5 Year Anniversary Event this time next year!

”

Cheers to all of you, Katie MacDiarmid

Sacramento Real Producers katie.macdiarmid@realproducersmag.com 916-402-5662 facebook.com/sacramentorealproducers @SacRealProducers

20 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 21

22 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 23

Skate into Homeownership with the Lucia Lending Team

Our way is the FAIR WAY.

KICK OFF 2024 WITH

NICHOLAS M. LUCIA Certified Mortgage Planner NMLS# 489401 Fairway Mortgage NMLS# 2289 24 • March 2024

@realproducers

realproducersmag.com

3400 Douglas Blvd., Suite 260, Roseville, CA 95661 916-730-6339 nick.lucia@fairwaymc.com www.lucialendingteam.com

Sacramento Real Producers • 25

Your client needs plans before they build.

We're here to help!

Design | Drafting |Development

SIMPLIFYING A COMPLEX PROCESS AND ADDING VALUE TO YOUR CLIENTS' HOME, INVESTMENT, OR LAND.

Get in touch today!

Custom Homes

Addition Remodels

In-Law Units

916.384.0595 GreyscaleInc.com GreyscaleHomesInc 735 Sunrise Ave. | Suite 106 | Roseville

STREAMLINING

SUCCESS, One Document at a Time: Your Trusted Partner in Real Estate Transactions.

Let’s work together to make transactions as smooth as possible!

914.474.9684 26 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 27

ER IN ERIN

STUMP F STUMPF

celebrating leaders

By Nick Ingrisani Photos by Olha Melokhina Photography

From High-Tech Sales to a Lasting Impact on the Real Estate Industry

E

rin was born and raised in Sacramento.

From there her academic path took her to California State University in Sacramento where she majored in Spanish and minored in Ethnic Studies, and later followed that with a Master’s Degree in Public Policy and Administration. After a brief stint in the Bay Area in 2001, Erin’s love for her hometown drew her back, reaffirming her connection to the community she cherished.

Erin’s foray into real estate was serendipitous.

After once envisioning becoming a high school Spanish teacher or military foreign language specialist, she ended up getting into high-tech sales out of college and faced an unexpected turn when her company’s branch closed post-9/11. A brief, unfulfilling detour selling commercial dishwasher equipment quickly led her back into tech consulting for a few years.

After she moved back to Sacramento in 2002, a series of life events – including the sudden layoff from her employer in 2005 – coincided with obtaining her real estate license.

Although she didn’t plan on becoming a practicing agent, life presented the perfect opportunity to explore real estate as a sustainable career path.

A UNIQUE TECH ADVANTAGE

Entering the market during a pivotal internet growth period, Erin’s tech background gave her a distinctive edge. She swiftly adapted to the changing market dynamics, leveraging her tech skills to create a strong online presence, which was rare among REALTORS® at the time. This strategic move, coupled with her foray into short sales during the 2007-2008 recession, rapidly established her as a sought-after expert in a challenging niche.

28 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 29

“Having the tech background was very helpful.

At the time, most REALTORS® didn’t have a website and weren’t tech-savvy. I immediately bought a bunch of domains and started a blog.

I had a lot of time and not excess money so I created a lot of lead capture websites and optimized them for search engines, posting to Craigslist and other online classified websites, and I got busy quickly after that.”

positive impact on REALTORS®, homeowners, and the industry.

She has held several pivotal roles, including serving as President of the Sacramento Association of REALTORS® in 2022. She has also been on the Board of Directors for the California Association of REALTORS® (C.A.R.) since 2010 and is the 2024 Chair of the C.A.R.’s Federal Policy Committee. She also was appointed to the National Association of REALTORS® (NAR) Board of Directors starting in 2022, and last year was the 2023 Chair of the NAR Federal Taxation Policy Committee.

Currently, Erin enjoys working as a solo agent with a licensed assistant, valuing direct interaction with her clients and relying on her assistant for support and transaction coordination. She prides herself on the level of service she offers her clients and gives everyone she works with her complete repertoire of expertise. Her business growth is spearheaded by her strong online presence, referrals from past clients, and referrals from connections made through her extensive involvement in local, state, and national real estate associations. Erin also underscores the importance of honesty and trustworthiness in real estate, considering these traits vital to providing exceptional service to her clients.

These positions have allowed her to influence real estate and housing policy significantly. Erin has not only chaired association committees, but she has also given public comment at city council and county task force meetings, provided testimony before members of the California Legislature, and visited Washington DC to meet directly with members of Congress to discuss critical issues like property and income taxation and homeownership rights, exemplifying her dedication to the broader real estate community. She proudly does this work on behalf of all REALTORS® and property owners to make sure that REALTORS® can transact in ways that make a difference in people’s lives.

“I have a high level of trust with my clients and I’m very candid with them – I feel like that’s the biggest factor. We’re helping people with the largest financial transaction they’ll do in their lifetime, so it’s a big deal.”

“My volunteer work at the associations is a huge part of my life. It’s something I truly enjoy. We do a lot of advocacy for home ownership rights, private property rights, and laws that define how our business operates.”

A PASSION FOR REAL ESTATE POLICY

Outside of her real estate business and policy work, Erin is a die-hard San Francisco Giants fan. She also lives an active life and has run several marathons, a couple of 50K ultra runs, loves to hike, and has summited dozens of mountains with her husband, Greg Wilson. She balances her love of sport and the outdoors with being an avid reader as well.

Erin’s commitment to real estate extends far beyond her client-facing business. She’s extremely passionate about policy that leaves a lasting

30 • March 2024

I have a high level of trust with my clients and I’m very candid with them – I feel like that’s the biggest factor.

We’re helping people with the largest financial transaction they’ll do in their lifetime, so it’s a big deal.

@realproducers

realproducersmag.com

Sacramento Real Producers • 31

Looking ahead, Erin’s focus remains on serving her clients and expanding her advocacy work. She will return to DC again in March with members of the C.A.R. leadership team to meet with members of Congress as well as with federal regulators and will continue influencing policies that impact REALTORS® and property owners. Her journey is a compelling narrative of how embracing change, leveraging one’s unique skills, and committing to community service can lead to a fulfilling and impactful career in real estate.

My volunteer work at the associations is a huge part of my life. It’s something I truly enjoy.

32 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 33

TOP RANKED Residential Property Management Company in the Sacramento Region Your one-stop shop for all your property management needs.

• We manage over 2,000 “doors”, including single family, duplexes, and quadplexes. We must be doing something right!

• Our property managers are the Single Point of Contact for our owners and tenants, eliminating the need to speak to different staff members for different situations! This means accountability!

• All our property managers are licensed and experts on current California laws and regulations in the rental marketplace. This means we guide and protect your owners!

• We pay $500 for an owner referral who becomes a M&M property management client.

Call Darren 916-500-8188 | d.babby@mmproperties.com DRE# 01100901

DAY! O T NING A E CL W O D IN SCHEDULE YOUR W

916.906.2033 34 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 35

Sacramento's Premier Home Organizing Company

SPECIALIZING IN FULL SERVICE CONCIERGE MOVES

Serving the Greater Sacramento Region

Scan here to see what our clients have to say!

@homemethodco • 916.234.3975 Time is Money. We’ll Save You Both.

America’s Highest-Rated Insurance Provider

Referral Bonuses Paid

• We Pack • We Declutter • We Downsize • We Unpack • We Organize

So Your Clients Don't Have To! Do your clients need help?

Offer my services to your clients to get their house to market sooner!

We aim to make the listing, selling and moving experience stress free for your clients!

"Karen is professional, compassionate and meticulous. She makes the home staging and moving process much less stressful and time consuming. We recommend her for all of our clients!"

-Lisa Paragary and Steve Miller , NRS Sotheby’s Justin does the policy searching that fits your budget and needs from Auto to Life Insurance and everything in between.

916.502.7092 mitsnorcal.com

951.965.4651

justin.turner@goosehead.com

1035 Sutton Way | Suite B | Grass Valley

36 • March 2024

facebook.com/mitsnorcal

GET YOUR QUOTE TODAY!

amazingspacesprofessionalorganizers.com @realproducers

realproducersmag.com

Sacramento Real Producers • 37

CAILEY MURSCHEL 38 • March 2024

partner spotlight

By Chris Menezes Photos by Shot Archives

PREMIER MORTGAGE RESOURCES Cailey Murschel can’t be stopped. Her story is one of resilience, of embracing challenges and converting them into steppingstones for success. From her unusual entrance into the world to her remarkable ascent in the mortgage industry, her story is imbued with the essence of a woman who turns every obstacle into an opportunity.

Cailey’s story began in an unusual way. Born at home in Lincoln on 5th Street and delivered by her father, her arrival was marked by the town’s siren and a visit from the fire department. Ironically, her entrance and rise within the mortgage industry was just as abrupt and fast moving— sirens notwithstanding.

CONTROLLING THE CONTROLLABLES

Cailey’s early life was also marked by sudden movement and change. After her parent’s divorce, she traversed the west coast, from Nevada to Washington State, with her mother and stepfather, who was in the navy.

“Moving up and down the west coast with my mom and stepdad, I learned to adapt quickly. It’s something that’s stayed with me through life,” Cailey notes.

This nomadic lifestyle dominated much of her pre-teen life. She eventually came back to the area and lived with her dad and five of her seven siblings, raising livestock for the fair, and attended Wheatland High School.

“Growing up working really hard, waking up every day and going to work on the farm, helping my mom and my much younger brothers while my step dad was deployed instilled a strong work ethic in me,” she says. “I put a lot of pressure on myself to show up and not make excuses.”

After high school, Cailey moved to Arizona and started a career in hospitality, going from restaurant hostess to bartender at just 19 years old. She stayed in the industry for about 15 years, bartending through her twenties and then managing a 4-star restaurant in Auburn.

Cailey’s experience in the restaurant industry helped refine her approach to sales, setting her up for a successful career in mortgages. “Talking to total strangers, growing a connection over a cocktail or a bottle of wine at the bar, that’s where I learned how powerful building relationships can be,” she shares.

@realproducers

realproducersmag.com

Sacramento Real Producers • 39

It was a relationship with a wine club member at her restaurant that got her into mortgages in 2017.

Cailey was at a crossroads in life at the time. She didn’t want to continue in hospitality, but she was unsure of where to go. All she knew was that she was ready for a change.

THE ONLY THING I COULD CONTROL WAS TO PICK UP THE PHONE, HELP MY CLIENTS, BE A PARTNER TO MY AGENTS.

“I wanted to be the one sitting on the other side of the bar,” Cailey shares. “Then, one night, the wine club member was sitting at the bar, and said, ‘You know, I am starting a mortgage company, and I think you would be great as an inside salesperson.’ I thought, okay, I don’t know what that means, but I’m willing to learn.”

Cailey jumped into the industry and embraced a steep learning curve. Even basic clerical skills was something new to her, having grown up on a farm. Starting out as a dialer, she quickly went into production support for a larger team, managing the outbound dialing and database management with a large digital lead flow, calling agents, setting up appointments, and assisting with online applications.

This led Cailey to help set up a new platform for data management, new dialer training and lead follow-up. Taking her matrix and using them to attract more brokerages for conversion opportunities. Then, after just six weeks as a Loan Officer Assistant, the team she was working with was moving to a new bank, and Cailey was given two options: either go back to being a dialer or become an independent loan officer.

Cailey credits her sphere of influence, work ethic, and work environment for her success. She recalls 2019, being in the office, grinding every day, surrounded by top producers and the friendly camaraderie and competition. And though she was the only the girl loan officer in the room and still brand new, she didn’t let that stop her. In fact, it drove her to work harder and to give each lead the attention and personal touch it deserved.

“I had recently passed the test to be a loan officer,” Cailey explains. “I thought fine, I’m going to do it, even though I don’t know what it looks like—I didn’t make this leap to ever move backwards. It was winter in 2018, and by the end of 2019, I was rookie of the year at Premier Mortgages Resources.

I’ve been with them ever since.”

Then rates began to drop in the beginning of 2020 and Cailey went from having no loans to 80 that year. “It was like drinking from a fire hose,” Cailey explains. “I had to learn quickly, work hard, and then COVID-19 hit, and everyone went home. No more office.”

40 • March 2024

@realproducers

“In a way quarantine was a blessing,” Cailey expresses.

Cailey became pregnant in early 2020 and had a baby.

With interest rates at 2% and a new baby, it was the busiest time of her life. Then, shortly afterward, she lost her sister-in-law and then her eldest brother to COVID19. She could barely process what was happening. And it kept coming. Her husband’s best friend fell off a ladder, went into a coma and passed away. Her young dog had puppies and passed in her sleep. A year later, one of her puppies was lost to a backyard predator. But through it all, the phone kept ringing, and Cailey kept answering.

“The only thing I could control was to pick up the phone, help my clients, be a partner to my agents,” Cailey shares. “Of course, there were days I was really sad. I didn’t want to get out of bed, but then I thought, I can’t. I have three proposals, a new realproducersmag.com

Sacramento Real Producers • 41

was more consistent. I made a choice. It wasn’t going to define who I am, what I do,” she says.

Moving into 2024, Cailey feels more confident than ever. She plans to take everything she has worked hard for in 2023 and keep it going. She even signed up for an accountability challenge through Premier Mortgage, a program designed to help Loan Officers maximize their efforts and take them to the next level.

“I’m already feeling a difference, instantly,” Cailey notes. “My week has been massively busy— not sure if I’m asking for it from the universe, but people I talked to four years ago are emailing me, coming out of the woodwork. And I’m ready for it.”

contract, to lock a client, the list went on. Too many things to do to be sad. The bad thing is that it will hit you when you least expect it. A commercial will come on, and you are a mess. My brother passed. That was a constant struggle.”

Life at home was improving after all the loss. Cailey had a lot to be grateful for with a healthy and happy little boy and the support of her husband. “My husband, Steve, has always been my BIGGEST cheerleader,” Cailey recalls.

Then interest rates started to climb, and one of the best things through all the craziness of 2020 and 2021 that was going well in Cailey’s life started to decline. She kept working nonetheless, grinding, but struggling to get the same results.

So, once again, she decided to look at the things she could control. She listened to Ninja Selling and did dry January in 2023.

She listened to a self-help book, got herself out of bed, went to the office, and started running.

“I couldn’t control rates, but I could continue to show up, listen to this book to change my mind—use the law of attraction to attract the positive. And it worked. My 2023 was way better than 2022.

Similar in the amount of business, but it was more consistent. I

42 • March 2024

At the heart of Cailey’s success is her belief in the power of relationships and her commitment to her clients. She understands that mortgages are more than just transactions; they’re about people, connecting with them, being a friend, and helping them achieve their dreams. It’s not just about finding the best rates; it’s about providing a service that values the human element, recognizing that every client’s situation is unique and requires a personalized touch. It’s also about not giving up on a deal—finding that solution that was overlooked, and making it happen.

“It’s about creating relationships that last a lifetime,” Cailey emphasizes. “That’s the real key to success in this industry. You’re not just closing a deal; you’re opening a door to someone’s future.”

In addition to helping her clients, Cailey is a lover of the outdoors. She enjoys living in the Foothills and everything it has to offer—rafting and rock climbing in the Summer with her husband and snowboarding in the Winter. With a deep love for her community, she says she works hard so she can give back.

“I am honored to call Auburn my home, connecting with the community through local events and the wonderful small businesses. Family, friends and community mean the most to me and I will continue working as hard as I can for them.”

To connect with Cailey on your next loan, give her a call at 530-370-2421 or email cailey.murschel@ pmrloans.com.

@realproducers

realproducersmag.com

Sacramento Real Producers • 43

Helping you get peace of mind.

Our Disinfection fogging kills influenza, as well as 99.9% of all other microorganisms for up to 60 days!

Dona L. Riolo, CPA SPECIALIZING IN BOTH COMMERCIAL AND RESIDENTIAL CLEANING FOR MOVE-IN ANDMOVE-OUT CLEANS, DEEP CLEANS, GENERAL CLEANING, AND RECURRING MAINTENANCE.

For ideal personal and business financial planning, contact us today!

Everything will be taken care of, from the top to the bottom of each room, we will dust, vacuum, wipe, scrub, sweep, mop, polish and make everything look like it was brand new. We know how pernickety house hunters can be when they are looking for their next home.

(916) 771-4134

(916) 410-4740 • meticulositycleaning.com

MOVE WITH MEE:

Your Journey to a Seamless Move!

Moving Supplies // Storage // Specialty Moving Local, Long Distance, and International Moves

Call us for a free quote!

(800) 350-0065 // (916) 635-8262 // meemoving.com Veteran Family Owned and Operated 5 5 Ye ars of Excellence!

44 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 45

Exceptional Flooring Solutions to Elevate Your Client’s Home

GRAND OPENING

sale through 3/31/24.

916.638.5563

TheFlooringStation.com

Three locations!

11367 Pyrites Way, Rancho Cordova 98 Clarksville Road, Folsom 4250 Power Inn Road, Sacramento

Scan here to easily schedule a consultation:

Dependable Electrical Services Your Clients Can Trust • Custom Recessed Lighting

SERVICES

MAKING SENSE OF YOUR INSURANCE NEEDS

• HOME INSPECTIONS • TERMITE INSPECTIONS • TERMITE TREATMENTS & DRY ROT REPAIRS • RODENT EXCLUSIONS • GENERAL PEST CONTROL • POOL/SPA INSPECTIONS • SEWER LATERAL INSPECTIONS • MOLD TESTING

Over 20 years of experience

• Landscape Lighting • Chandelier Installation

I am proud to serve the Greater Sacramento area as your local Farmers® agent.

• THERMAL IMAGING • SOLAR INSPECTIONS • COMMERCIAL INSPECTIONS OVER 1,000 FIVE STAR

I work to ensure that each of my clients are educated on your specific coverage options.

REVIEWS

• Service/Panel Upgrades • & More!

Cristi Rodda

916.428.4520 crodda@farmersagent.com We Are Farmers

Call today for your client’s free estimate!

916.618.3014 | BurkeJamesElectric.com 46 • March 2024

(800) 474-3540 | WWW.CALPROGROUP.COM @realproducers

realproducersmag.com

CA Producer LIC 0E49486

Sacramento Real Producers • 47

ELEVATE YOUR LISTINGS WITH OUR

LEGACY of EXCELLENCE Over 30 Years of Custom, Detailed Tiling & Flooring Solutions

Now, You Can Close Deals with Peace of Mind

PROPERTY MANAGEMENT PROPERTY MANAGEMENT

àȀɃȦ ¢ƃȦȻǵƭȦ ǒǵ ¢ȦȀɚǒƦǒǵdž ȻǍƭ ƭȮȻ ¥ƃȻƭ DžȀȦ àȀɃȦ ǪǒƭǵȻȮ

A MILLER PROPERT Y MANAGEMENT INC COMPANY

A MILLER PROPERT Y MANAGEMENT INC COMPANY

Auto • Home • Commercial • Boat • Classic Car • Condo Events • Flood • Life • Motor Home • Renters • RV • Umbrella

CUSTOM PROJECTS

Call today to ensure the best rate for your clients!

BATHROOMS CALL TO PARTNER WITH US TODAY!

916-833-6990 michael@tdmins.com

CA License #0H05099 48 • March 2024

Mike Colenzo

209.400.5287 TOPNOTCHTILEINC.COM� @TNT_TopNotchTile�

COUNTERS & BACKSPLASH FLOORING REMODELS� @realproducers

Ryan@titanrei.com Dominique@titanrei.com

916-745-3385 | SacramentoPropertyManagement.co realproducersmag.com

Sacramento Real Producers • 49

C H A D P H I L L I P S 50 • March 2024

profile

By Michelle Hollenhead Photos by Rachel Lesiw – Indulge Beauty Studio

RE/MAX GOLD For Chad Phillips, putting a client’s needs first means helping them understand what is best for them - even if it means saying “no.”

“Recently, a client who refers me business reminded me that I told her not to buy a house that she would have bought otherwise,” recalls Chad Phillips, Broker Associate with RE/MAX Gold.

While he does not remember the exact circumstances, “in hindsight, she feels she made the right decision based on my suggestion.”

“The market and conditions are always changing,” he adds. “Each deal is different too. I like to give my clients their options and advise them, then let them make the best decision for themselves.”

Chad has followed his instincts ever since fully committing to real estate in 2004. The groundwork had been there all along, as his mother was a broker and his father was a spec home builder in Arizona.

Additionally, the milestone made him want to go out and succeed. “Taking care of myself is easy, but [taking care of a] family with the cost of living now — and at that time — is not so easy.”

“Knowing the financial burden was on me — and in 2008 it was a tricky time — I had to specialize in short sales,” he shares. “I did pick up two small REO accounts, but I didn’t want to put all my eggs in one basket.” He explains that this is when his business went to the next level.

“I worked with my dad at times doing roofing, tile work, and trim work,” Chad recalls. “I got my real estate license in Arizona when I was 18, but I was too young. So, that didn’t go anywhere.” He adds that it didn’t help that he also looked 15 at the time.

Instead, he detoured into IT, obtaining a degree from Collins College in Arizona. Chad worked for three years with Hewlett Packard, which brought him and his wife, Kasha, to Roseville. That was then followed by a potential supervisory role in India. However, that instead became a professional turning point. “I declined the job, took the severance, and got started in real estate.”

FOR HIS FAMILY

“When my daughter, Rylie, was born in 2008, she motivated me to strive and do more so I could take care of my family,” says Chad. He wanted to make enough money to be able to support his family so that his wife could stay at home with their daughter.

@realproducers

realproducersmag.com

Sacramento Real Producers • 51

“Kevin Oto is an outstanding professional and an exceptional person. I honestly cannot say enough about his integrity, his in-depth understanding of the entire loan process, and his willingness to work for the best possible outcome. Kevin is quick to respond to all issues and continuously works as a strong advocate for his clients needs. He provides honest and transparent answers. Thank you so much to Kevin and his great team! We highly recommend Green Haven Capital.” -Angela C.

That one change allowed him to continue his customer base and now most of his business comes from repeats and referrals.

MAINTAINING SUCCESS

SPENDING TIME WITH MY FAMILY IS HAPPINESS.

Chad’s business has only continued to flourish, as last year alone, he oversaw 36 transactions netting over $15 million in sales.

He believes a number of factors set him apart from others in the real estate field. “I don’t shy away from much, although I do refer leases to a commercial agent I know. I’ll do commercial transactions; I’ve done gas stations and C-stores, and I have also come to specialize in Partition sales.”

“Of course, I do residential, that’s my bread and butter, but I enjoy larger projects.”

Multiple remodels and working in construction with his father have given him insights a lot of REALTORS® don’t have. “Life experiences contribute to a better understanding of the product that this industry sells, which is homes!”

One of his key professional achievements has been an approved subdivision plat map. “I’m happy with the subdivision map I obtained on one of my properties. I have it at final map ready to record right now. I learned a lot in this process.”

FAMILY FIRST

That’s not to say Chad is all work and no play. On the contrary, he and his family love the big island, Hawaii, Waikolowa Village. They also enjoy taking their boat out to Folsom, Shasta, and Whiskeytown during the summers.

As for more regular recreation, typical downtime includes having friends over often and simple barbecues.

Additionally, Chad enjoys a good game of golf, hitting the links at least two or three times a month. “Too much work and you can burn out, so that’s not my goal.”

Expert Mortgage Advice for Homebuyers Begin your home loan process today!

Our mortgage advisors are standing by.

“For me, being able to balance work and life is key,” he shares. “This business allows me to put in the amount of work I want.”

Request a free personalized rate quote.

Chad Phillips wants most to be remembered as a good husband who loved and took care of his family. “Spending time with my family is happiness.”

KEVIN OTO

For more information, please call 916-390-1476 or visit www.realestate-roseville.com.

52 • March 2024

President/ Broker NMLS#: 62641 (800) 618-9508 ext. 1001 koto@greenhavencap.com greenhavencap.com @realproducers

realproducersmag.com

Sacramento Real Producers • 53

Efficient Communicative Honest

LICENSED & INSURED // CSLB LICENSE 1056036

Built with Integrity.

Sherene Gray NMLS #302159 Mobile 916.798.8026 sherene@pointequity.com PointEquity.com/5StarTeam 925 Highland Pointe Dr. | Suite 330 | Roseville

Specializing in residential makeovers from kitchens to bathrooms and additions, we can turn your dreams into reality.

Fast and accurate Pre-Approvals, available evenings and weekends.

91 6 . 2 0 5 . 3 7 4 5

Make A Difference

wolffconstruction.com

IN THE LIFE OF A LOCAL FOSTER CHILD, AT-RISK YOUTH, OR STRUGGLING FAMILY

VIEW SOME OF OUR PROJECTS!

VOLUNTEER TODAY!

@wolffconstruction

Learn more at casaplacer.org | 530-887-1006

@wolff construction

Photo by Nicole Dianne Photography

STREAMLINING YOUR SUCCESS ONE TRANSACTION AT A TIME

We're an integral partner helping facilitate the ever-changing complexities of real estate. With extensive knowledge and continued education, we ensure your file is complete and compliant.

BEAUTIFYING THE WORLD, ONE BUILDING AT A TIME.

Residential, Multi-Family, and Commercial Interior and Exterior Painting of all types.

Our team of knowledgeable, experienced employees provide superior workmanship. We have a system of proven methods that ensure your project is completed correctly and promptly.

We take pride in the way we treat our clients. Our employees provide only the best, from start to finish. MPG PAINTING is the best choice for your painting needs!

SCAN HERE FOR MY TIPS TO HELP YOU SUCCEED!

Over 20 Years of Quality Experience

Mercedes Natad

PRESIDENT & OWNER

916-234-6628 • mpgpainting.net @MPGPaintingSacramento

916.402.4486

MercedesTheTC.com

54 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 55

SAVE UP TO

50%

VERSUS

PG&E

SOLARWISECO.COM SolarWise delivers the same high quality install, materials, and warranties at a fraction of the price.

Don’t believe it? Compare our quote to traditional solar company quotes to see for yourself.

VISIT GOSOLARWISE.COM TO GET YOUR FREE INSTANT QUOTE!

THE EASIEST & MOST AFFORDABLE WAY TO GO SOLAR - 916.872.5452

How much traditional solar costs.

How much Solarwise solar costs.

(60% less)

A Photo Worth A Thousand Words WEDDINGS | PORTRAITS | COMMERCIAL | EVENTS

Septic Inspections of Rural Properties.

Pumping, Inspections, and Repairs.

Trusted Since 1968.

GET IN TOUCH

(916)349-1119

Call Now! 888-8-CHUCKS (824-8257)

Sacramento Real Producers Professional Headshot Official Photographer

Placer, Sacramento, & el Dorado Counties.

ChucksSeptic.com

NICOLESEPULVEDA.COM 56 • March 2024

Our Technicians Are Standing By.

@realproducers

realproducersmag.com

Sacramento Real Producers • 57

> edwardjones.com

Sacramento’s Premiere Home Staging Company

You can't predict the future, so plan for it.

Preparing your home to standout in the Real Estate Market www.premierehomestagingllc.com | 916.300.0402

NEED INSPECTIONS? CALL US.

Jon Benecke, CEPA®, AAMS™, CRPS™ Financial Advisor

1259 Pleasant Grove Blvd Suite 150 Roseville, CA 95678 916-865-4616

MKT-5894B-A-A2 AECSPAD

916.741.BUGS

INFO@FINLEYHOMESERVICES.COM FINLEYHOMESERVICES.COM

Inspiring conversations with the nation’s top real estate agents.

HERE FOR YOUR TRASH HAULING AND DUMPSTER RENTAL NEEDS We haul appliances, furniture, trees, electronics, garbage, mattresses, and more...

Follow us on Facebook

Longs Trash Hauling

Same Brand, New Reach – Tune in for free today

(916) 206-7072 | longstrashhauling.com podcast.realproducersmag.com

58 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 59

REAL ESTATE SERVICES Photos, Videography, Matterport 3D Virtual Tours, and Drone.

CALL OR TEXT (916)834-6600 | MIYASAKI@SHOTARCHIVES.COM @SHOTARCHIVESRE | WWW.SHOTARCHIVES.COM/REALESTATE

Staging That Sells Beyond Expectations

Reduce Investing Fears, Using Asset Allocation What is it Asset Allocation: All investments carry some level of risk, asset allocation spreads your investments across various asset classes. This means, you won’t have all top performers all the time, but you also wont have all the worst performers either! This cuts down on some of the emotions people feel when the markets go up and down.

Three steps to get started: • Define your goals (Purpose of the investment) • How much time (Time Horizon) • Define tolerance for risk

JUNK GONE STRESS GONE FAMILY TIME ON Your Partner for Speedy Cleanouts and Happy Homebuyers!

Over time these needs will change.

Consult with an advisor on a regular basis!

Jake M. LaFond Financial Advisor CA License: #0H39908 916-218-4406 • jakelafond.nm.com

TheStagingConnection.com • 530-713-5384 CHECK OUT OUR WORK!

60 • March 2024

@TheStagingConnection

© 2021 The Northwestern Mutual Life Insurance Company. All rights reserved. 720 East Wisconsin Avenue, Milwaukee, Wisconsin 53202-4797 - (414) 271-1444.

Northwestern Mutual is the marketing name for The Northwestern Mutual Life Insurance Company (NM) (life and disability Insurance, annuities, and life insurance with long-term care benefits) and its subsidiaries, including Northwestern Long Term Care Insurance Company (NLTC) (long-term care insurance), Northwestern Mutual Investment Services, LLC (NMIS) (investment brokerage services), a registered investment adviser, broker-dealer, and member of FINRA and SIPC, and Northwestern Mutual Wealth Management Company® (NMWMC) (investment advisory and trust services), a federal savings bank. NM and its subsidiaries are in Milwaukee, WI. Jacob LaFond is an Insurance Agent of NM and NLTC. Investment brokerage services provided as a Registered Representative of NMIS. Investment advisory services provided as an Advisor of NMWMC. The products and services referenced are offered and sold only by appropriately appointed and licensed entities and financial advisors and representatives. Financial advisors and representatives and their staff might not represent all entities shown or provide all the products or services discussed on this website. Not all products and services are available in all states. Not all Northwestern Mutual representatives are advisors. Only those representatives with "Advisor" in their title or who otherwise disclose their status as an advisor of NMWMC are credentialed as NMWMC representatives to provide investment advisory services.

Depending on the products and/or services being recommended or considered, refer to the appropriate disclosure brochure for important information on the Northwestern Mutual Wealth Management Company, its services, fees and conflicts of interest before investing. To obtain a copy of one or more of these brochures, contact your representative.

Jacob LaFond is primarily licensed in CA and may be licensed in other states.

@realproducers

We Take Just About Everything!

• Real Estate Cleanouts • Household Junk & Yard Debris • Garage & Attic Cleanouts

www.Junk-King.com realproducersmag.com

916-536-7871 Sacramento Real Producers • 61

TRICIA

COLLABORATING

ROSSI

ACROSS CALIFORNIA

By Zachary Cohen Photos by Nicole Sepulveda Photography

cover story

NAV I G AT I N G C R OS S -MA R K ET T R E N DS

62 • March 2024

Today, more than ever, real estate has become a global business. While REALTORS® are still relied upon for their local knowledge, they are increasingly being asked to help homebuyers navigate moves to new cities and states. In California, movement between the Bay Area and Sacramento has ticked up in recent years, but the trend doesn’t end there. More people are moving in and out of state than ever.

For some REALTORS®, this creates a challenge, but others have taken advantage of this new global trend by staying on top of the market. These savvy real estate agents are connecting with agents in other cities and states, ensuring their clients are taken care of — and ensuring the longevity and success of their businesses. Agent-to-agent referral relationships are more important than ever. @realproducers

realproducersmag.com

Sacramento Real Producers • 63

We sat down with two of California’s best REALTORS®, Tricia Rossi and Jenn Gilson, to hear about their experiences in the modern economy. Both women are leaders in their respective locales; Jenn is the team leader of The Jenn Gilson Group with Golden Gate Sotheby’s International Realty in the Bay Area, while Tricia leads The Rossi Group with Nick Sadek Sotheby’s International Realty.

They are also friends and business partners who leverage their relationship to benefit their businesses and, ultimately, the clients they serve.

THIS COULD REALLY CHANGE YOUR BUSINESS. IT’S CHANGED MINE.

EXPERTS IN THEIR MARKETS

Tricia started her real estate career in 2004 after nearly a decade in the banking industry. By the time she started her real estate career, she owned ten homes, so she already understood the importance and value of investing in real estate. Over the past twenty years, Tricia has solidified her standing as one of Sacramento’s best.

Tricia’s business is driven by referrals; in fact, she works only by referral (including client and agent-toagent referrals).

“That includes my sphere of influence and past clients, as well as agent-to-agent referrals,” she explains. “I closed 21 agent-to-agent referrals last year and had the best year of my career.”

The Rossi Group is ranked the #1 team at Nick Sadek Sotheby’s International Realty, and Tricia is the brokerage’s #1 agent.

Jenn, a native of Hillsborough, California, launched her real estate career in 2006. She comes from a family of developers, so Bay Area real estate has been a part of her life from the beginning. The Jenn Gilson Group has been ranked the #1 team with Golden Gate Sotheby’s International Realty for four years running.

FROM SACRAMENTO TO THE BAY

Today, the Bay Area and Sacramento are more connected than ever. Rather than seeing that as a challenge, Tricia and Jenn have found a way to use that fact to their benefit.

64 • March 2024

@realproducers

realproducersmag.com

Sacramento Real Producers • 65

“I am so grateful I have had the chance to meet Jenn, who has become a dear friend of mine,” Tricia shares. “I’ve been able to carefully nurture relationships with agents around the world, which has been a key element of the growth within my brand. We are connectors. We have become a resource for other agents and can direct them to agents who run similar businesses to us, that have the same goal to make the client experience second to none.”

Matthew Cole

“There are a lot of clients relocating back and forth all the time,” Jenn adds. “So a top agent can support those people looking to relocate and give them resources in all areas. Three to ten times a week, Tricia and I get calls from people relocating or thinking about it. So Tricia and I are always that resource; whether it’s Sacramento, Tahoe, or the Bay, we can place them with the right agents.”

NMLS: #633188

Top 1% Purchase Mortgage Loan Originator

530-682-4092

Tricia and Jenn encourage all agents to consider how they can support clients looking to move to a new city or state. Rather than taking on a scarcity mindset, they seek to collaborate and serve.

“There is enough business for everyone,” Tricia continues. “We don’t have scarcity. The first step I would take to build a referral network is to figure out where your clients come from and go to and meet agents in those markets at a high level. My clients come from the Bay Area, San Diego, and LA. I know I should meet as many agents in those three areas as possible.”

THE FUTURE OF REAL ESTATE

Tricia and Jenn both believe that the future of real estate includes more cross-city and cross-state deals. Referral relationships have become essential parts of both of their businesses and will be important for many years to come.

“This is an integral part of my business and Tricia’s business. Many top agents would say similar things.

I think that will stay the same,” Jenn says.

“This could really change your business. It’s changed mine,” Tricia adds. “Jenn and I share the same feeling here. We just want to lift up other agents in the industry. We want to see everyone succeed and win. And connection — that’s a huge part of it.”

66 • March 2024

@realproducers

matthew.cole@westshoremtg.com ilendsac.com Wholesale mortgage broker with internet rates and extremely fast turn times. We do the pre-approval right so there is no mistakes!

DID YOU KNOW? that you can buy a home for parents that can’t afford to buy with 5% down up to 4 units as owner occupied residence and not a rental?

“Despite the two challenging obstacles we were faced with our credit, Matthews unwavering commitment and belief in our ability to overcome those hurdles truly impressed us!” -Joseph and Stacy C., Buyers (2023) West Shore Mortgage is a DBA of Capitol City Real Estate This is not a commitment to make a loan. Loans are subject to borrower qualifications, including income, property evaluation and final credit approval. Approvals are subject to underwriting guidelines, interest rates, and program guidelines, and are subject to change without notice based on applicant’s eligibility and market conditions. United Wholesale Lending is an Equal Opportunity Lender and an Equal Housing Lender. NMLS 253083

realproducersmag.com

Sacramento Real Producers • 67