MICHAEL J. CUMMINGS

                                     540 Rae Drive · Hartland, Wisconsin 53029

                                               Cell: 414-630-5400 ·  mcummings@wi.rr.com

 

                                    Senior Real Estate Manager, Land Solutions

 

Senior Manager with strong analytical, problem solving and administrative skills, with 30 years of Real Estate experience, 16 years in multiple land solutions roles, is looking for a greater challenge with an industry leading company directing linear infrastructure projects on a national scale.

 

AREAS of EXPERTISE

 

Manage multiple Team Leads, Project Managers and Contractors workload ·  Manage stakeholder relationships · Leading organizational change / continuous improvement · Route and site linear utilities · Facilitate RFP process · Obtaining permits from Federal, State and Local jurisdictions  · Statutory process; eminent domain / condemnation / Landowner relocations · GIS mapping / survey coordination  ·  Budgeting for Capitol and O & M   ·  Appraisal Review · Legal document creation · Contract negotiations in multiple states · Vegetation Management compliance (FAC -003 -1) · Schedule reduction ·   Encroachment enforcement ·  Strong verbal, written and interpersonal skills

 

 

 

EMPLOYMENT EXPERIENCE

 

Senior Real Estate Manager - Land Solutions

American Transmission Company; Waukesha, Wisconsin 2009 – Present

ATC owns and operates 9700 miles of high voltage electric transmission lines and 550 substations in Wisconsin, Michigan, Minnesota and Illinois, that provides power into local communities.

 

·      Project management experience with long cycle linear projects up to 170 miles, including the over site of external contractors performing land solutions tasks including easement acquisition, appraisal review, QA / QC for document prep, reporting, cost containment and Landowner relations.

·      Currently managing a minimum of 50+ acquisition and maintenance projects simultaneously. While managing inside staff and outside contractors personally handle unique acquisitions

·      Responsible for internal staff and external land consultants working on projects that include, green field right of way acquisition, up rates, rebuilds, encroachment, LIDAR, vegetation management, condemnations, weather parameter, distribution and substation construction projects

·      Create legal documents used in the acquisition and disposal of real property that include leases, license agreements,  right of entry,  conveyance of rights, covenants, releases, deeds, options, purchase agreements, audit and joint development agreements, subordination of mortgage and assignment of rights

·      Interpret engineering plan and profiles drawings to verify centerline and plan view accuracy with the easement exhibits

·      Actively involved in the application process and public testimony for project submission to the Public Service Commission (PSC) which approves the need for the projects with a certificate of public convenience and necessity (CPCN) or certificate of authority (CA).

·      Communicate regularly with management, project managers and department heads to ensure coordination of critical assets and internal challenge approvals

·      Support preparation and compliance of permits obtained to include, special use, CUP, building, crossing permits from, railroads, local, state and federal government agencies, including department of transportation, department of natural resources, federal aviation administration and the national forest service

·      Actively participate in the routing and siting process by representing the real estate viewpoint of which route is the most economical and least resistant in obtaining land rights

·      Maintained and fostered public and community relations that demonstrate excellent corporate stewardship

·      Prepare, coordinate and forecasts departmental and project budgets for capitol and O & M expenditures

 

 

                                                              

 

                                                                (Page 2, Michael Cummings Resume)

 

·      Developed database information including interactive GIS mapping, pictometry evaluation, title, survey and appraisal review, complete agreement offer package complying with State statutory process

·      Provide guidance and attend contract negotiations of all relocation and large acquisition offers  packages

·      Develop and deliver field training in the acquisition process for departmental and contractor representatives

·      Knowledgeable of all aspect of Federal Energy Regulatory Commission (FERC) 

·      Confident and experienced in the legal process of real and personal property acquisition through eminent domain and the uniform relocation act of Landowners in multiple States.

·      Responsible for the daily supervision and improvements to the checkbook payment system that is used to acquire all of the land rights for the company

 

 

Director of Sales/Business Development

Residential Title Services, Inc.  Milwaukee, Wisconsin · 2004-2009

                             Title insurance/escrow services company with 250 employees across 4 states.

 

·      Increased sales orders in my first quarter by 67% over the same quarter in 2004 by reorganizing the talent according to client needs

·      Increased revenues in my first quarter by 49% over the same quarter in 2004 by re training the sales presentation methods and closing procedures

·      These increases shown above enabled the State of Wisconsin operation to show a profit of 9% for 2004, instead of a deficit which was posted in the previous year

·      The wholesale increases were due to the creation and implementation of my "Total Customer Focus" program which asked the customers to rate our services. Based on the information received changes were implemented to improve all areas of sales and service which increased customer loyalty and orders

·      Decreased order cancellation rate through a new order confirmation program. Cancellations went from 38% in 2005 to 29% in 2006, which produced an increase in revenue of $102K for 2006

·      Set company record for sales over 900 orders in one month, June 2006

·      Set company record for revenues of $346K in one month, August 2006

·      Grew sales orders by 13% in 2005 over 2004, mainly due to opening new market segments

·      Grew revenues by 35% in 2006 over 2005, mainly due to revised pricing and bundling of services approach to the market

·      Revised the payroll structure of the sales representatives to yield and annual increase of $160K in 2005

·      Hired, trained and directed the daily sales efforts of 10 sales people in 4 cities simultaneously

·      Called on national bank presidents (Bank One), owners of  mortgage broker companies, heads of government (Dept of Transportation), regional and local commercial developers and builders for first, second, equity lines, refinances and construction title orders

·      Made outside sales calls with reps; tracked, coached performance and updated sales goals weekly with reps at each location. Managed inside call center

·      Opened the Appleton and Green Bay markets in two years; both are profitable

 

 

                                                                  Senior Loan Officer

Amerihome Mortgage Inc. Brookfield, Wisconsin 2001 - 2004

Mortgage broker located in 6 states employing 126 people

 

·         Created working relationships with commercial builders and developers to finance healthcare facilities, retail centers, and condominium projects, multifamily and residential single family subdivisions.

·         Actively prospected customers through cold calling, using an extensive marketing program that included gathering specific company information to perfect the mailing, data base mining and use of "Mortgage Coach" software to increase sales.

 

 

                                                                 (Page 3, Michael Cummings Resume)

 

·         Prospected commercial builders and developers to secure financing from $2 -$20 million by understanding their needs and creating programs that were unique to the market

·         Produced over $12 million in my first year as a loan officer, average was $8.5 million

·         Developed excellent financial analysis skills and credit quality recognition which earned me the highest closing ratio in the company of 108 loan officers at 98% 

·         Trained, mentored and taught new loan officers how to develop an effective marketing / prospecting techniques as describe above

·         Won an all-expense-paid-company trip for exceeding production by 10% in 2003

 

 

 

Senior Software Account Representative

Top Producer Software, Inc., Vancouver, British Columbia, Canada · 1997-2001

       An interactive database software technology solutions provider serving Canada and the U.S.

 

·         Built relationships across 6 state upper Midwest region by delivering a compelling multimedia software application presentations to C – level executives.

·         Developed business by prospecting leads through cold calling and networking through my referrals

·         Closed 70% of the clients for which I provided a product demonstration

·         Consistently at 100+% of monthly sales quota which was $75K per month in software sales

·         Ranked 2^nd out of 45 Account Executives across the US in 1998 production with $1.2M, ranked 3rd in 1999 production with $1.5M, 5th in 2000 with $1.1M and 2nd in 2001 with $1.0 M in software sales

·         National presenter at technology conferences and conventions through the United States

·         Demonstrated self-starter qualities and strategic thinking by working out of my home while prospecting, setting appointments, traveling to clients and maintaining the servicing of our software in the following six states: WI, MN, IA, IL, ND and SD

 

 

 

President

H.I.S. BUILDING INSPECTION SERVICES, INC., Brookfield, Wisconsin · 1994-1997

                          A construction consulting and property management services firm

 

·         Started and built the company through creating efficient repeatable systems and processes and finding and hiring talented people

·         Knowledgeable on construction processes, weight loading, quality of materials, installation techniques and a keen understanding of why some products fail 

·         Grew sales by 80% 3 years running. Earned ranking as the 2^nd largest inspection consult

·         Sustained a 25% gross profit margin after the first year. Earned a 1000% return on initial investment.

·         Earned status on Milwaukee Magazine’s Futures 50 List of Up and Coming Companies.

·         Sold the business for a profit

 

 

 

Right of way Agent / Realtor

Realty Executives, Waukesha, Wisconsin · 1989-1994

            Real Estate Company that provided office support for independent agents to run their own business

 

·         Worked short and long term Right of Way assignments to acquire land rights in the cellular, highway, wind, gas, water and telecommunications industries

·         Responsible for making offers, negotiating settlements, develop and maintaining accurate files, updating data management system, participating in project meeting, prepare and review offer packages that comply with state statutes, policies and procedures in multiple states.

·         Perform title search, tax verification, appraisal and survey review, record documents, payment calculation for relocation assistance services to displacees and housing payments.

 

 

 

                                                           (Page 4, Michael Cummings Resume)

 

 

 

·         Worked as a team member or was solely responsible to accomplish all phases of the acquisition process which included, cost estimates, schedules, construct database, obtain permits and permissions, working with governmental agencies, setting up all documents and offer packages, close transactions and deliver financial obligations              

·         Developed relationships with commercial business owners to help them find lease space, site selection, purchase property, perform build outs, business acquisitions, divestitures and all property management functions.  

·         Closed an average of 35 transaction a year which generated $3 million in gross sales

·         Represented clients at public hearings to obtain zoning and architectural committee approval

·         Proficient at structuring deals using many financial methods and resources

·         Worked with architects, developers to design single family subdivisions, multifamily and condominium projects

 

 

 

Appraiser

American Appraisal Associates, Milwaukee, Wisconsin  · 1983-1989

An appraisal firm provides tangible and intangible asset valuation, transaction consulting, real estate advisory, and fixed asset management services and valuation testimony

 

 

·         Performed fee appraisals and market studies for real property sales, divestitures, financing, and easement acquisitions.

·         Testify in legal proceedings for clients to defend valuations in eminent domain / condemnation disputes.

·         Directed valuation engagements as a project manager in the Public Sector division. Called on and consulted with city, county and state government officials across the country to value their asset base and real property.

·         Responsible for bringing the total project in on time and under budget with a satisfied client. That was achieved on 100% of the projects I managed. 18 projects in 3 years

·         Ranked # 1 for 3 years in a row for project managers exceeding gross profit margins. Averaged a 21% profit margin by being organized, having command of my team and creating performance incentives

·         Member of the merger, acquisition and divestiture team that valued real property, disposable assets, goodwill, net worth and sale price

 

 

 

EDUCATION

Bachelor of Science, Business Administration - Management/Marketing

University of La Crosse, La Crosse, Wisconsin

                          Building Inspection License from the State of Wisconsin

                         Title Insurance Sales License from the State of Wisconsin

Property & Casualty, Health, Life, Business Insurance Licenses from the State of Wisconsin

                              Loan Originators License from the State of Wisconsin

Wisconsin Real Estate Broker License

  Licensed Appraiser

                                             Certified Microsoft Office User

   Working toward SR/WR designation

 

AFFILIATIONS

International Right Way Association – Local Chapter # 17

Wisconsin Notary Public