For Alliant National’s Tracy Pace, title insurance remains a passion.
Many find it difficult to remember what led to important phases of their careers. Tracy Pace doesn’t have that problem. Her journey to the title industry began during a national tragedy that forever imprinted itself in our collective memory. “I had been working as an executive at a New York-based cosmetics company,” she said. “After September 11th, our business declined, and I began to consider a career change.” This was an all-too-common situation at the time, as New York’s GDP dropped precipitously following the attacks and many professionals evaluated their options. However, it wasn’t long before a silver lining appeared. A recruiter contacted her about a job with a title underwriter, an opportunity which ironically transformed this dark moment into one of the brightest periods of Pace’s career.
The title industry, it turned out, would prove to be a great fit for Pace. It offered her the chance to make a tangible and positive impact on its many stakeholders. This continues today in her role as Alliant National’s South Florida Agency Manager.
Of course, Pace’s transition to the title industry wasn’t without its challenges – nor was it instantaneous. “I reluctantly took the job only after considering it for several months,” said Pace. “That’s primarily because, in the beginning, I knew very little about the industry.”
Over time, however, she came to learn the ins and outs of the business, developing a passion for title insurance by taking on a “diverse range of responsibilities” that kept her “challenged and engaged.” Once she joined Alliant National, she found ample opportunities to apply this drive for the benefit of the underwriter’s agents. “Every day I get to help our agents grow their businesses, start new businesses, the list goes on,” she explained.
Given the many challenges the average title agent faces today, being able to rely on passionate and accomplished professionals like Pace is critical. “The industry is currently experiencing dramatic upheavals, with advancements in technology and data accessibility driving rapid transformation. There are also more stringent rules around compliance, consumer protection and privacy,” she explained. At the same time, consumers are increasingly valuing businesses that prioritize human connection.
As a seasoned professional with many years of experience under her belt, Pace understands these competing interests completely. She also knows how to equip agents with everything they need to navigate both simultaneously and thrive.
For instance, Pace works hard to ensure agents know about the various tools, resources and knowledge Alliant National provides to its agent community. “Alliant National has invested in cutting-edge fraud prevention tools like SecureMyTransaction, as well as ongoing education to help agents spot and mitigate threats,” she said.
Pace also encourages others to never lose sight of the importance of relationships in the industry. She is adept at helping folks build the connections necessary for creating shared wins while achieving robust growth. “In this industry, relationships are everything,” she explained. “Whether you’re working with agents, clients or internal teams, being reliable, approachable and responsive creates lasting, meaningful connections that are the drivers of mutual success. It’s also essential to show integrity in every interaction – big or small.”
Although it may have begun on a somber note, Tracy Pace’s career in title insurance has proven to be anything but. For over two decades, she has applied her passion to meeting agent needs and helping them excel while navigating an ever-changing field. Alliant National’s agents can rely on her extensive experience and expertise as an invaluable resource to build the business they want and deliver the service their customers deserve.
Longmont, CO — (October 16, 2024) — Alliant National Title Insurance Company, the title insurer that is uniquely responsive to the needs of independent agents, is excited to announce that it has hired Valerie Grandin as Vice President, Senior Underwriting Counsel Florida.
Grandin brings with her a wealth of experience in title insurance, real estate, management and business strategy. She comes to Alliant National from a national underwriter, where she oversaw strategic initiatives, served as the primary point of contact for lender agreements, created agent and counsel training programs and coordinated regulatory compliance projects. In addition, she helped agents expand their capabilities and grow their businesses, while also leading continuing education programs for underwriters and examiners.
In her new role as Vice President, Senior Underwriting Counsel Florida, Grandin will have a full slate of responsibilities. Chief among them will be to develop educational programming and partner with Alliant National’s Florida agents to increase their market share through unique business development strategies and product offerings.
“I have been blessed to work with and know the team at Alliant National for many years,” said Grandin. “To be joining them now as the market is on the cusp of expansion and when Alliant National has assembled a great team, is a dream come true. Highly professional, agent focused and people-centric, it is a tremendous place to excel in an industry I love so much. Great things are ahead as we work together with our agents to drive greater business success.”
“Valerie is a consummate professional and a true industry leader. We couldn’t be happier to welcome her to our growing team,” said Jeff Stein, Chief Underwriting Counsel at Alliant National. “With her extensive experience in underwriting, education, management, compliance and business development, I know she will do great things for our agents and play an important role in the future of Alliant National.”
Grandin is an active member of the American Land Title Association (ALTA). She is also a member of the Florida Land Title Association (FLTA), where she serves on the Government Affairs committee, which is currently working on the new 2025 FinCEN rule. In addition, she sits on the Advisory Board of the University of Miami School of Law LLM in Real Property Development. As the only underwriting counsel on the board, she has a front row seat to the most cutting-edge changes and developments in the Florida commercial real estate market.
She received her Juris Doctorate from the University of Miami School of Law.
Florida, Pennsylvania and New Jersey are known as the “Sunshine,” “Keystone” and the “Garden” states respectively. They are each aptly named due to Florida’s perpetual rays, Pennsylvania’s colonial history and New Jersey’s lush orchards and farms. Within Alliant National, however, these states are known for something else: Each region offers incredible opportunities to empower the independent agent. Read how the underwriter is investing resources in both areas through two strategic hires, which will enhance its operations overall up and down America’s east coast.
Florida – A Rich Past and a Strong Future
Florida is one of those states that everyone knows even if you’ve never been there. Sprawling beaches. Delicious oranges. Disneyworld. The Everglades. At Alliant National, Florida is also well known, as it is one of the organization’s largest and oldest markets.
Alliant National started operating in Florida in 2009 and has seen stunning success over the last 15 years. Headed by SVP, Florida Regional Manager, Debra Coffie, and featuring underwriting leadership from Jeff Stein and Brenda Cannon, the company’s presence in the state has grown from a small shop to a sprawling network encompassing hundreds of agents. Despite these achievements, Alliant National is not resting on its laurels. “While we have experienced significant year-over-year growth,” said Coffie, “there is still ample potential to further impact in the market.”
Alliant National has seized this potential by continuing to invest in Florida, an important move given the state’s ever-increasing population and bustling real estate market. According to experts, Florida is one of the nation’s top relocation destinations. In late 2023, 4 of the top 10 cities for incoming residents were in Florida – including Orlando, Sarasota, Cape Coral and Tampa.[i]
Alliant National recently hired Rebecca Wood as Assistant Regional Counsel and VP to keep up with this demand and ensure that agents have adequate support. A long-time Floridian, legal professional and title insurance expert, few people are better equipped to take on this newly created role. Armed with three decades of experience, Wood is an industry authority and consummate professional. She is comfortable managing everything from analyzing legal details and risk assessments to interfacing directly with agents and claims professionals.
Alliant National Florida-based agents are undoubtedly in good hands with Wood joining the team.
Pennsylvania and New Jersey – High Growth and a New Frontier
From one perspective, Pennsylvania and New Jersey are the opposite of Florida. One area is often cool, while the other is hot. One is in Canada’s orbit, and the other borders the Gulf of Mexico. Yet at Alliant National, these seemingly unrelated regions share a common characteristic: thriving title communities with which to build partnerships and drive shared success.
Overseen by SVP, Central-West Regional Manager, Manoj Purohit, Alliant National has been active in Pennsylvania since 2022 and is aiming to expand due to encouraging market signs. While housing inventory and affordability remain low in much of the state, significant urban areas near its western border offer competitive price points that have attracted sizable numbers of aspiring home buyers. Pittsburgh and Erie in particular reported median listing prices in late 2023 far lower than the national average of $412,000 from that same period[ii] – making both metros major domestic migration destinations.
New Jersey is an entirely new market for Alliant National, although its decision to establish operations is fueled by a similarly optimistic market picture. The Federal Reserve announced in recent months, for example, that further interest rate increases are unlikely in the year ahead, causing mortgage costs to trend downward. On top of this, aspiring home buyers are flooding into the state from neighboring big cities like New York, increasing the potential for robust real estate demand.
Alliant National’s New Jersey operations will also be overseen by Purohit, who commented that both states area great opportunity waiting to be realized. “As it has across the country, Alliant National’s ‘agent only’ business model resonates deeply with independent agents in this region,” he said.
Alliant National’s hiring of Theresa Kane-Mackenzie is the most significant step it has taken in the region so far. With Kane-Mackenzie at the helm, the underwriter will develop its agency network and offer the type of uncommonly valuable help on which it has forged its reputation. “We expect to see strong growth and greater market share by bringing a proven industry veteran like Theresa on-board to head up our expansion efforts,” said Purohit.
Kane-Mackenzie’s vast expertise will be incredibly helpful in bringing this goal to fruition. Having built a respected, multi-decade career, Kane-Mackenzie has done it all. She has worked everywhere from national underwriters to title insurance technology providers. Her resume also includes experience in everything from underwriting and title production to marketing and continuing education. She is a one-stop shop that both current and future regional agents can leverage to improve processes and better serve customers.
Wherever you are, Alliant National is committed to you!
Alliant National has long invested in its greatest resource: its people. Recent steps in Florida, Pennsylvania and New Jersey reveal the depth of that commitment. The story of these two areas shows that Alliant National’s founding principles are alive and well in the present day. If you’re an independent agent, it doesn’t matter where you are or how long you’ve been with us, Alliant National is dedicated to ensuring that you always come first.
Like many industries, title insurance is a diverse field with individuals from all walks of life. However, if there is one experience many title professionals could say they share it is being impacted by Curt Niehoff during their careers. Affable and hardworking, well respected and generous, Curt was a force for good in the title industry for more than 40 years. His passing on May 2nd, 2023, leaves a major hole within the industry and is a significant loss for all who were lucky enough to know him.
“Curt was a gentle giant,” said David D. Lanaux, Owner and President of Title Professionals of Florida and a good friend of Curt’s for over 40 years. “He was big in stature, but he was also big in heart. The title industry has lost a great man.”
Curt Niehoff was born in 1954 in the tiny town of Carlyle, Illinois, located approximately 50 miles outside of St. Louis, Missouri. The only son of Robert Niehoff and Anne Wahl, Curt gained an early appreciation for the world of title insurance through his father, Robert, who was a past Vice President and Western Agency Manager for Chicago National Title Insurance Company. After graduating from Clearwater High School, Curt attended the University of South Florida before pursuing the title insurance business upon completing his studies. This launched a career that would last for over four decades and earn him a sterling reputation amongst his friends, customers and co-workers.
In the 1980s, Curt took his career to the next level when he was hired to help start-up several title insurance companies that were moving their operations to Florida. He made incredible contributions to the overall success of several of these firms, including Fortune 200 companies like TransAmerica Title Insurance Company and TRW Title Insurance Company. As his career progressed, he also served as a state agency representative for Ticor Title Insurance Company, Commonwealth Land Title Insurance Company, United General Title Insurance Company, Lawyers Title Insurance Company and Fidelity National Title Insurance Company.
The turn of the century brought Curt to one of the most important personal and professional moments of his life. In 2000, he met Cathy Rairigh, the founder of Island Title Services, Inc. within the Tampa Bay area. The pair fell in love and ran the company together until Curt’s passing. Pairing great customer service with consummate professionalism and authentic care for others, they built a company that won them the respect of many. Outside of work, Curt enjoyed an enviable personal life as well, indulging in his great love of music, cheering on the Tampa Bay Devil Rays and Tampa Bay Lightning, and caring for his dogs: Sailor and Dakota.
At around this time, Curt was also serving as an important advocate for the industry and a staunch antagonist of legislation that adversely impacted the state’s title agents. Curt waged, along with many other title professionals, an important battle against the “Butler Rebate” rule as just one example. Although the effort was in vain, his dedication to the cause was unsurpassed. Stemming from a Florida Supreme Court case from 2000, many believed that the Rebate might threaten insurer solvency. Curt’s efforts, along with many others, to prevent its implementation spoke directly to his passion for the industry and those who work within it.
In 2014, as Florida legislators debated the promulgation rule enacting “data call” requirements for title insurers, Curt once again acted alongside others as a vanguard for the field’s interests. The data call rule requires title agencies to submit records of their business transactions to the Florida Department of State. During that period, Curt drove from Tampa to Tallahassee once every 30 days to attend panel meetings and provide valuable input to protect the title agent from any negative side effects from the legislation. While Curt was not on the panel itself, he was instrumental in lobbying the legislature to protect the industry and those who rely upon it.
In addition to his lobbying work and advocacy for the industry, Curt was a huge believer in nurturing the next generation of title talent. He possessed a preternatural ability to identify promising young prospects and would routinely push for the hiring of young professionals. He always led by example, as well, never requiring anyone to do anything that he wouldn’t do himself. He would also frequently go above and beyond for those lucky enough to cross his path. As David Lanaux notes when discussing his own mentorship experiences with Curt:
“I knew nothing about title insurance when I met Curt in 1982,” says Mr. Lanaux. “I met him once, for two hours while visiting a friend in Tampa. He called me when I got back to New Orleans and talked me into moving to Tampa to take a job in the business. I learned everything from Curt that I needed to know to succeed in the industry.”
“Having worked with Island Title Services for many years, everyone at Alliant National had the opportunity to witness first-hand Curt’s generosity, his care for his community and, of course, his raw industry expertise,” said Debra Coffie, SVP and Alliant National Florida Regional Manager. “There is no doubt our field has been left poorer through his passing.”
For anyone who has built and maintained a career across multiple decades, the question of legacy will often loom large. But in Curt Niehoff’s case, there is no question that he not only lived up to the example set by his father, Robert Niehoff, but also added his own special and unique contributions to the field. Curt believed wholeheartedly in the promise of the industry, not to mention the essential role it plays for individuals looking to build lasting financial security in America. For Curt, title insurance was about far more than paper pushing or title searches, it was about helping facilitate the lasting dreams of individuals, families and communities.
“We didn’t just lose another title professional. The industry lost an advocate, a believer and a consummate professional,” said Lanaux, while summing up Curt and his impact. “Curt was loved and respected by many. He will be missed and remembered by all who had the pleasure of knowing him.”
Brianna Steel is a seasoned escrow officer, having worked for a variety of title companies throughout Florida. Her years of experience served her well recently when a suspicious transaction came across her desk at Coastal Title Insurance. By trusting her instincts, collaborating with her team, and following best practices, she was able to stop a fraudulent deal from going forward. She was recognized by Alliant National through its crime watch program, which incentivizes anti-fraud efforts by offering agents a $1,000 reward.
Numerous red flags
At first, the transaction in question appeared to be a normal purchase order. Initiated by someone claiming to be “a representative” of the property owner, Steel and the rest of the Coastal Title team got started on the file as soon as they received a request from the lender.
Yet according to Steel, it didn’t take long for red flags to emerge:
Red flag 1: The contract was missing a signature. The representative promised both Steel and Coastal Title that it was coming, but excuses kept piling up, such as the seller being unavailable. While this was suspicious, Coastal Title continued working on the file to ensure that there were no delays, while repeatedly asking the representative to complete the paperwork.
Red flag 2: Steel and Coastal Title were asked to “split” the proceeds with non-owners/non-lien holders.
Red flag 3: Document signatures did not match other signatures available in the public records – a huge warning sign.
Red flag 4: All communication was conducted through one person claiming to be “assisting” the parties involved in the order.
Further complicating matters was questionable behavior on the part of the transaction’s so-called “representative.” For one thing, the representative instructed Coastal Title to wire the transaction payment to several different accounts – including one belonging to the representative – which Steel responded that they couldn’t do.
All these suspicions were eventually confirmed when Steel made a call to the supposed seller. The property’s owner informed Coastal Title that the person who had been claiming to be her representative had been terminated and had no authority to speak for her on anything.
A strong team and the right policies
In reflecting on this experience, Steel had several insights. She noted that fraud can only be prevented through productive collaboration.
“At the end of the day, it comes down to talking with everyone in your office and sharing any concerns or even weird feelings about a file,” Steel said. “We are also very strict on following the rules and guidelines for preventing fraud.”
Steel listed some of Coastal Title’s fraud prevention policies:
Never accept wire instructions via email.
Never send unsecured wire instructions. No exceptions. If a client gets upset, explain that the policy exists for their protection.
Call all clients and speak with them directly for introductions. This helps ensure communication with the correct person. Steel noted that a lot of fraud takes place via email and fraudsters try to not answer the phone.
All employees must complete annual Continuing Education classes on fraud, even if they are not licensed.
Inform colleagues when a phishing email is received. This helps all staff members avoid accidentally opening a malicious email.
Show bogus emails to other employees so they can see things in real time. This has advantages over simply looking at fake emails in lender portals.
Another integral part of this collaboration involves Alliant National.
“Sometimes we are on autopilot and overlook the small red flags and warnings,” Steel noted, adding that Alliant National’s Crime Watch program “incentivizes people to take a closer look at their day-to-day tasks.”
Fighting Fraud: Challenging and Rewarding
As we’ve seen, beating fraudsters at their game is not easy, and it is often only possible through strong collaboration. Yet the time, effort and energy are worth it in the end. Thinking back on her experience, Steel noted that fraud isn’t always obvious.
“It’s surreal and infuriating […] but it’s also not as black and white as we would like to think.” Steel said. “Florida has an aging population and a lot of vacation homes. It is not uncommon for someone to be ‘helping’ a seller through the process. But it is also extremely rewarding to stop these transactions and to protect the real seller and future buyers.”
That’s one reason why Steel was eager to participate in this blog. By sharing information on best practices for protecting transactions, she can continue the collaboration far beyond the walls of Coastal Title. When asked if she had any final advice for title professionals involved in anti-fraud efforts, she shared:
Trust your gut and talk with your team.
If you have an intake person or processor complaining they can’t get a seller on the phone, listen to them.
Look at the signatures on the contract and the last recorded document. If it was e-signed, make sure the email address on the verification is the same you are using.
If you have a suspicious file, ask for someone else in your office to look at it and see if they notice the same inconsistencies.
Don’t “call out” the person that you’re concerned about; instead, ask questions and play dumb. See if you can trip them up. If fraud is confirmed, share the information with your whole office and all your underwriters.
At the end of the day, knowledge and awareness are key and will make all the difference.
If you want more information on how Alliant National incentivizes agents to detect and prevent fraud, check out our crime watch program.
