What obstacles have you overcome to get where you are today?

Name: Pauline Anderson Brown Title: Vice President, Commercial & Residential Sales Company/firm: Fidelity National Title Insurance Company Years with company/firm: 15 Years in field: 11 Years in real estate industry: 22 Address: 1 Park Avenue, New York, NY 10016 Telephone: 212-471-3710 Email: [email protected] URL: www.fnf.com Responsibilities include: My primary responsibility at Fidelity involves developing new business relationships for the company as well as attends to the needs of my established clients. These relationships are built through networking and interacting with transactional attorneys both in the commercial and residential markets all with clients who need great service. On any given day I am calling and/or visiting with developers, bankers, not-for-profit agencies and others who need the personal service of a title insurance representative to ensure that their clients are getting all the services available to them to make closing as problem free as possible. Real estate organizations / affiliations: New York Commercial Real Estate Women (NYCREW); Association of Real Estate Women (AREW) and New York State Association for Affordable Housing (NYSAFAH); Women In Housing & Finance (WHF) and The African American Real Estate Professionals of New York (AAREPNY) Professionally, where were you ten years ago and where are you now? 10 years ago I had just entered the commercial end of real estate and was doing a lot of cold calling on prospects that I assumed were open to the services that Fidelity offered. However, 10 years later I have learned that most of the title insurance business especially commercial is done through relationships, and it is understandable, but I assure them that even a Rolls Royce needs to have a spare tire, so it is that they too should be open to see if Fidelity could be of service to their clients. Ten years ago I was not calling on the banks as I am doing today, but I have come to realize that the Banks are comfortable with doing business with Fidelity because they know our reputation and they know our balance sheet. Although it remains a challenge to get that first deal, the years have taught me to call for advice and/or connect clients/prospects to the experienced attorneys in my office. How do you stay ahead of the curve? To stay ahead of the curve in this market demands a resolve to stick to it, not give up even when the going gets tough and the silver lining has almost faded to black. It is also a time when mediocrity is unacceptable, one is only going to survive if they are committed to providing excellent service to their clients. In this post 9/11 climate it is important to clients and prospects alike that we have the depth and experience to handle the most complex real estate transaction and working for Fidelity gives me that confidence. Fidelity is the leading title insurer in the nation and as such we are the most financially secure company with a claims paying ability that surpasses all other title insurers and our customers locally and globally can rest assured and have peace of mind when they entrust us with their Escrow funds and their 1031 Exchanges. What obstacles have you overcome to get where you are today? I have limped along for several years just doing marginal deals (primarily residential) because I felt that many of the large law firms and developers were afraid to take a chance with giving me their deal...after all they did not know me (an African-American woman...two unknown factors at the time in title insurance sales) and although I have thought about quitting on many occasions, I knew I could not, I just needed to learn some lessons about my industry. Ten years later I am still here. I have had doors closed in my face, I have had my business card given back to me and even had a situation when I had called to make the appointment, the attorney who invited me to stop by the office came out and was surprised that I was a black female and told me that he was sorry but he thought I was white (actually said that) and said he did not have anytime to talk with me now...turning to walk away, I was reminded of something my mother always said, "weeping may endure for a night, but joy comes in the morning," and I knew tomorrow was a new day...and I would try again. My footing is a lot more firm and although I still experience some levels of unfair treatment, I am much more confident that I made the right decision to stay in the game. Today, in addition to providing title insurance for commercial transactions I have worked at creating a niche in doing title searches for those involved in affordable housing and multifamily dwellings where staying connected and providing exceptional service to my clients is paramount to survival.