David Wakefield is the producing branch manager at Pinnacle Financial on the Southside. He’s been there since late 1999.
WHAT DOES HE DO?
As the manager, he is responsible for the recruiting, hiring, training, firing, paying everyone’s salary and managing the budget of the office. All this is in addition to his personal production.
WHAT DID HE DO BEFORE PINNACLE FINANCIAL?
He worked for Florida Home Loan for about two and a half years and then onto Fidelity National Mortgage for another two and a half years.
BEFORE THE LOAN BUSINESS?
He sold men’s clothing in various stores around Jacksonville for six years while attending college. “I started out as a sales guy and was promoted to floor supervisor and then he became assistant manager. My next step was district supervisior over several stores. I didn’t want to travel and I didn’t think it would be a good move for me. Because of that, I started looking into different options.”
HOW LONG HAS YOUR COMPANY BEEN OPEN?
It was opened by Doug Long and Jeff Vratanina in 1988.
WHAT DO YOU LIKE ABOUT THE LOAN BUSINESS?
“When I first got into the business, I was driving around in my car with the sunroof open and I said, ‘Hey, I’m working right now, how great is that?’ I have the sun in my face and fresh air. I really like the freedom that comes with this job. It’s a job that allows for a limitless income. You can make as much money as you want if you are able to build the right systems, really put your head in the game and focus on things.”
WHO ARE YOUR CUSTOMERS?
“Primarily real estate agents. They are the bulk of my business. This year I did a lot of business with past customers through refinances and things like that. I attribute that to the fact that I stayed in contact with them. Most people tend not to. I create a newsletter, ‘The Wakefield Wire,’ that I write and mail out every other month. That has definitely allowed me to keep in touch with past customers.”
COLLEGE
He has a bachelor’s degree in marketing from the University of North Florida.
DO YOU SEE NORTH FLORIDA’S GROWTH CONTINUING AT THIS RATE?
“I think it will continue for a little while longer at a very similar pace. In the space that we have in Jacksonville and the surrounding areas, there are a lot of things being done.”
WHAT IS THE BEST ADVICE YOU’VE RECEIVED FROM A CO-WORKER?
“Maintain a sense of urgency and focus. Stay focused on what you want to do. The way I look at my business as a lender, I should be concentrating on doing pre-qualification, loan application and selling to agents and builders and smiling and having fun.”
WHAT IS ONE BEST THING THAT YOU COULD TELL A REALTOR?
“Be nice to your loan officer and be loyal.”
WHAT IS THE BEST WAY TO GET CLOSE TO REALTORS?
“The best way is face to face appointments. Trying to schedule the time is sometimes a challenge, but it is worth it. It’s all about the relationship. It’s not about the best rates, it’s about the relationship. Bottom line is people do business with me because they know they will have the end result that they need. They will get what they need from point A to point B.”
HOW ARE REALTORS IMPORTANT TO YOU?
“They are the lifeblood of my business. Referrals are the lifeblood of my business and the bulk of my referrals come from Realtors.”
PET PEEVES?
“All the liars out there. A lot of times you have people out there who don’t do business in the right way. They will tell someone what they want to hear, but in reality they can’t deliver what they are telling them but they just want to get in front of them. That’s one big pet peeve I don’t care for. Honesty is such an important thing.”
PROFESSIONAL ASSOCIATIONS
Northeast Florida Builders Association’s Sales and Marketing Council, Northeast Florida Association of Realtors, Women’s Council of Realtors, Jacksonville Real Estate Investors Association and Executive Association of Jacksonville.
LESSONS LEARNED?
“To know your craft and products. Sell what you can see. If you don’t have access to a certain loan, there is no sense trying to put it out there in front of people.”
HOMETOWN
Torrence, Calif.
MOVED TO JACKSONVILLE?
In 1981 when his father was transferred here.
RESIDES
San Marco.
CHURCH
Our Redeemer Lutheran.
FAMILY
He has been married to Serena who works for Charles Akerson, a local developer, for almost 10 years. They have two children.
WHAT DOES HE LIKE TO DO WHEN NOT WORKING?
Spend time with his family, play golf and running.
FAVORITES
Books he would recommend are “The Richest Man in Babylon” by Napoleon Hill and “Raving Fans” by Ken Blanchard. When relaxing at home, he enjoys tuning into “Law and Order” and “Friends”. Movies he recommends are “Lord of The Rings” series, “Forrest Gump” and “Sea Biscuit.” When traveling, he enjoys North Carolina and Palm Desert. When dining out, he likes The Wine Cellar and all of the restaurants in the San Marco area.
- by Michele Newbern Gillis