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APRIL 2016 10 THE JOURNAL No. 7 on Get It Quick Page Conclusion Our data demonstrates that we need nine incoming calls for every vacant home that we fill. If you take the steps shown above, you should be able to fill any vacant home for free, and with little difficulty. In harder cases, you can still get sufficient demand to convert every decent vacant home into a new resident. The demand for what we do is one of the unique attributes of the affordable housing industry and, if you've ever tried to sell anything else in the past, you'll find this level of refreshing. Frank Rolfe has been a manufactured home community owner for almost two decades, and currently ranks as part of the 6th largest community owner in the United States, with more than 17,000 lots in 23 states in the Great Plains and Midwest. His books and courses on community acquisi- tions and management are the top-selling ones in the industry. To learn more about Frank's views on the manufactured home community industry visit www.MobileHomeUniversity.com. \ 9 T J After a strong 2015, Wells Fargo Multifamily Capital, part of Wells Fargo & Company's over- all commercial real estate platform, has hired Erik Edwards as a director in its Carlsbad office to originate loans in both the manufactured home community and traditional apartment sectors. Edwards is based in the Carlsbad office and will work alongside Nick Bertino, director, and Tony Petosa, manager director, in Wells Fargo Multifamily Capital. "We saw great success in the multifamily housing sector last year, with upwards of 70 loan closings across the country sourced out of our Carlsbad office alone," said Bertino. "We look forward to adding Erik's industry experience to serve our customers in this important and grow- ing segment of the commercial real estate mar- ket." Total 2015 originations for the Carlsbad Mul- tifamily office was approximately $584 million, consisting of 70 loans from California to the Northeast. The team expects continued growth in 2016 with additional support from Edwards. Edwards brings more than 12 years of real es- tate experience to his new role and has executed over $2 billion in transactions during his career. He has a diverse background in commercial real estate with prior positions in Commercial Mort- gage Backed Securities (CMBS) lending, con- struction and bridge lending, and distressed debt. Prior to joining Wells Fargo Multifamily Capital, Edwards was a Managing Director at Greystone where he led its CMBS production in the western part of the United States. Prior to that, he was a Vice President with Wells Fargo's Real Estate Capital Markets Group where he led the small loan CMBS origination efforts on the west coast. Edwards earned a Bachelor's degree from the University of California at Santa Bar- bara and an MBA from the University of Cali- fornia at Irvine. He is a licensed California Real Estate broker. About Wells Fargo Commercial Real Estate Wells Fargo's Commercial Real Estate group provides a comprehen- sive set of banking and financing solutions to experienced owners, operators and develop- ers, real estate invest- ment funds and real estate investment trusts (REITs). Wells Fargo's Commercial Real Estate group is part of a broad integrated platform that includes lending, syndi- cations, debt placement, equity raising and un- derwriting, mergers and acquisitions, and a servicing platform. For more information about Wells Fargo's commercial real estate platform visit: www.wellsfargo.com/ realestate. About Wells Fargo Wells Fargo & Company is a nationwide, diver- sified, community-based financial services com- pany with $1.7 trillion in assets. Founded in 1852 and headquartered in San Francisco, Wells Fargo provides banking, insurance, invest- ments, mortgage, and consumer and commer- cial finance through more than 8,700 locations, 12,500 ATMs, and the internet (wellsfargo.com) and mobile banking, and has offices in 36 countries to support customers who conduct business in the global economy. With approximately 266,000 team members, Wells Fargo serves one in three households in the United States. Wells Fargo & Company was ranked No. 30 on Fortune's 2015 rankings of America's largest corporations. Wells Fargo's vision is to satisfy all our customers' financial needs and help them succeed financially. Wells Fargo perspectives are also available at Wells Fargo Blogs and Wells Fargo Stories. 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