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
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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.
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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
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HOME & TERMITE INSPECTION CalPro Inspection Group Andrea Quyn (800) 474-3540
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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
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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
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POOLS & SPAS Premier Pools & Spas (916) 852-0223 www.premierpoolsandspas.com
SEPTIC SERVICES Chuck’s Septic (916) 624-8500 chucksseptic.com
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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
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Photographer
Writer
Systems Manager
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Olha Melokhina
Photographer
Nick Ingrisani
Writer
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Rachel Lesiw
Writer
Lauren Bell Ad Strategist
Maryssa Sayabath Event Coordinator
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welcome mat
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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
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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
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“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.
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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
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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.
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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
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“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.
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Sacramento Real Producers • 43
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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.
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“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.”
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“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.”
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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
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© 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.
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916-536-7871 Sacramento Real Producers • 61
TRICIA
COLLABORATING
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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
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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
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“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.”
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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
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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
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Sacramento Real Producers • 67