1. NEWSLETTER
FirstQuarter2015
IN THIS ISSUE
Letter from the President • Featured Article • 2014 In Review
2014 Member of Excellence • New Members • Announcements
CREW MISSION
Influencing the success of the commercial real estate industry by
advancing the achievements of women.

2. Stay tuned for
more details.
You should
have already
received your
2015 CREW
Membership
Directory,
which rep-
resents count-
less hours of
work by our Membership Committee led
by Laura Addis and Emily Hannah. The
completely revamped layout and look are
compliments of our Public Relations Com-
mittee, led by Kate Cerone. If you are
reading this electronic newsletter, you will
no doubt see first-hand the handiwork of
our Public Relations Committee, which is
also hard at work revamping our website
so that it is more user-friendly, informative
and interactive. We are extremely fortu-
nate to have public relations professionals
like Kate Cerone and Jenn White working
to promote our organization and widen
our sphere of influence in the commercial
real estate industry in Hampton Roads.
Thank you to all of our hard working vol-
unteers for what promises to be another
fabulous year.
LET TER FROM THE PRESIDEN T, LIS A M . MURPHY, ES Q .
Happy spring! As I mentioned in Decem-
ber, when I took the reins of this wonderful
organization, I am truly honored to be your
President. I would be remiss if I did not
thank Cathy Peate for a successful 10th
Anniversary Year. It is hard to believe all of
the things that were accomplished last year.
It is a true testimony to Cathy’s hard work
and dedication and that of the countless
professionals who serve on the Board and
as leaders of our committees. We remain
strong financially and have continued to
grow our membership and present high
quality programs and events in what re-
mains a stubbornly challenging economy.
Three months into the New Year,
we have already benefitted from stellar
programs presented by Susan Davis and
Ann Miller, our Programs Committee Co-
Chairs, and their extremely hardworking
committee. I am thrilled to report that we
have already lined-up Crystal Washington,
a highly sought after national marketing
strategist and social media expert for our
November Speaker Event. Crystal pre-
sented to sold-out crowds at the CREW
Network Convention last year in Miami and
at the Spring Leadership Conference last
month in San Diego. In addition to her
speaking engagements at industry confer-
ences, she has also worked directly with
companies like Google, Microsoft and GE,
to help train their employees on the most
effective use of all forms of social media.
Although the year is still young, we
have already donated money to Girls on
the Run and are in the midst of a person-
al hygiene drive for Transitions Family
Violence Shelter under the leadership of
Rhonda Scott and the always active Com-
munity Service Committee. Our Sponsor-
ship Committee, led by Brittney Willis, has
already blown by last year’s record setting
annual sponsorship raise and is well on its
way to filling sponsorships for the remain-
der of this year’s events.
Go ahead and mark your calendars
now for this year’s Luau, which will be held
on June 11th at the Cavalier Golf & Yacht
Club. Our Special Events Committee, led
by Sheila Wehnes and Deborah Lohmei-
er, is well into the planning process for
what promises to be another extremely
successful Luau. Our Membership Com-
mittee is already working hard to reach
their target goal of 120 members. Having
already welcomed 8 new members this
quarter, we are off to an excellent start.
On May 13th, they will be holding a Mem-
bership Madness Event.
2015 Committee Chairs
Ann Crenshaw, Esq. | Advisory Council
Rhonda Scott | Community Service
Emily Hannah + Laura Addis | Membership Co-Chairs
Susan Davis + Ann Miller| Programs Co-Chairs
Brittney Willis | Sponsorship
Kate Cerone | Public Relations
Deborah Lohmeier + Sheila Wehnes | Special Events Co-Chairs
Erin Corrie | Strategic Planning
Cathy Peate | Nominating
2015 Board Members
Lisa Murphy, Esq. | President
Victoria Paul | President Elect
Cathy Peate | Past President
Dana Giesinger | Secretary
Lindsay Strickland | Treasurer
Abbey Brassfield
Alyssa Embree, Esq.
Christine Verfurth
Jennifer White Moore

3. RISK TAKER OR SAVVY NETW ORKER?
estate. Surprisingly, women in both the
large and small test groups had similar
characteristics causing scores to be
lowest in the categories of Relating
and Networking followed closely by
Taking Risks. Of the 234 CREW Network
members, the two highest ranked
categories were Monitoring Quality
and Focusing on the Business. The 16
executive-level women ranked highest
in the two categories of Persuading and
Influencing and Communicating.
Because all respondents, both the 234
CREW Network members and the 16
executive-level women, share work
experience in commercial real estate, it
was determined by the CREW Network
Board of Directors and the Industry
Study shows women in CRE need both
skill sets.
How well do you relate to others? Are
you a risk taker? Do you know how to
network successfully? If these are areas
where your skills fall short, you have
something in common with 16 executive-
level women in commercial real estate
and 234 CREW Network members who
participated in CREW Network’s white
paper, The Evolution of Women in
Leadership.
The study behind the white paper
included participation in the Leadership
Potential Indicator (LPI) assessment tool,
which allowed for assessing leadership
skills of women in commercial real
Research Committee that delving deeper
into the stories of the executive-level
women might provide insight as to how
these women were able to overcome
comparable deficiencies (Risk Taking, and
Relating and Networking) to map out a
successful career path. The Committee
proceeded to conduct phone interviews
with 10 of the original 16 executive-level
women to explore their career trajectories
and opinions on risk taking, relating and
networking, and mentoring/sponsorship.
Following, the results of the telephone
interviews with 10 executive-level women
in commercial real estate are summarized:
Risk Taking:
In terms of risk taking, six of the 10
Members in CREW Hampton Roads at the end of 2014
Raised at the 2014 Silent Auction
Members who received distinguished awards since 2004
Increase in membership from 2013-2014
Year CREW Hampton Roads was founded
Number of nationally recognized speakers to date
Number of charitable organizations who benefited from CREW
Hampton Roads Contributions
Attendees at the 2014 Luau
10 6
$3,038
60
4%
2004
7
4
160
CREW HAMPTON ROADS STATS:

4. interviewees considered themselves to be risk takers,
while four did not. Some respondents clarified what “risk”
meant to them and defined the parameters within which
they would accept it. Some were willing to assume risk as
long as it did not jeopardize their financial security or their
work/life balance, while others placed an emphasis on
taking educated, calculated risks.
When asked about the risk culture in their current
companies, four of the 10 respondents worked for firms
that encouraged risk-taking, four said it was somewhat
encouraged, and two stated that it was not encouraged
at all. Several interviewees also commented that some
industry disciplines seemed better suited for risk taking,
particularly those in which the satisfaction or finances of
“A true leader
has the ability
to see talent
in others and
promote their
advancement.”
“Those who
take the risks
earn the
rewards—and
ultimately the
respect.”
clients were not at stake.
Networking and Relating:
Eight of the 10 interviewees stated that networking was a critical component to their career,
with some saying it was the leading reason for their success. At the same time, however, seven
of the eight “yes” respondents explained the way in which they network today is very different
than earlier in their careers. As their corporate and life responsibilities increased over the years,
they no longer could justify the outlay of time to focus on networking. For others, networking
methods became more strategic. Many stated they no longer network to market themselves
or their companies, but rather to meet new people who could give them new perspectives
on leadership and business practices. Nearly all respondents expressed the importance of
engaging in some type of networking activity particularly early in one’s career. Regarding current
networking activities, five of the 10 interviewees said they networked equally with men and
women, four said they networked mostly with men, and one said she networked mostly with
women. Many of the respondents stated that early in their careers, they naturally networked
more with men because men made up a larger portion of the commercial real estate industry.
Most conceded their networking activities were different depending on gender—for instance,
they might play golf with men, but have dinner or enjoy a spa outing with women.
Mentoring and Sponsorship:
Of the 10 interviewees, eight confirmed having had a mentor, sponsor or both at some point in
their careers. Of the eight, five said their mentors and/or sponsors were male, one cited a female
mentor, one cited both male and female mentors and sponsors, and one did not confirm gender.
In further discussion, it became evident the higher percentage of men involved in mentoring
roles was simply a function of the overwhelming percentage of men in the industry, especially
when they were beginning their careers.
All 10 interviewees confirmed involvement in mentoring or sponsoring others at some level. As
a group, they had varying opinions on the success of structured mentoring programs—some saw
great success, while others found more informal relationships to be more effective. When asked

5. about the skill set to be an effective mentor, the respondents remarkably agreed on many of the
same attributes: being a good listener, having a similar personality as the mentee, being willing
to give of themselves, being caring and compassionate, brutal honesty, ability to develop a plan
and not being driven by ego.
Future of Women in Commercial Real Estate:
As the executive-level respondents considered the future of women in commercial real estate,
they all agreed that there is a long way still to go to achieve parity in female representation. All
conceded the ratio is much better than when they started their careers, but thought that it will
require broader cultural shifts to achieve a better balance of female and male executives.
When asked about the success of women in the industry and their ascension to the C-suite, many
deflected the “C-suite” as being the barometer for women’s success. They agreed that women,
like any group of professionals, need to define what their “success” looks like. For some, this
may indeed mean the C-suite, but for others it may not.
“We need
more women
in the C-suite
to get more
women to the
C-suite.”
Conclusion:
As the responses of the executive-level women were investigated, along with their keys to success, not all were risk takers or
superior networkers, thus confirming the findings of the LIP Leadership Assessment evaluated in CREW Network’s white paper.
It is perhaps more significant to note that even though not all of the women rated themselves highly in these areas, they all saw
merit in developing both skill sets throughout one’s career.
A broader question that emerged through their responses was, “How does one define ‘risk’ and ‘networking?’” At the same
time, although better definitions could help define the behaviors that women undertake, they won’t hold the key to success.
What still really matters is determining a career path that makes sense for an individual and committing to the strategic risk and
networking that can help make that plan a reality.
Embracing and accepting the possibility of success and using one’s resources, without fear of rejection or judgment, plays a
critical role in ascending to the desired level of success. Many of the respondents stated that men were more apt to lead with
confidence, which translates to greater risk taking. We as women need to start thinking in this way as well. One respondent
stated successful risk taking gave her greater confidence to take on bigger risks.
CREW Network Sources:
“Women in Leadership, Case Studies of Executive
Women in Commercial Real Estate,” a CREW Network
2014 White Paper

6. 2014 IN REVIEW

7. 2014 MEMBER OF EXCELL EN CE
to Boston, MA. There Sheila completed a Certificate in Commercial
Real Estate at Boston University and was actively involved with
several local organizations, including the Greater Boston Real Estate
Board and having co-chaired the Emerging Leaders with the Real
Estate Finance Association. She has been in the banking industry
since 1997 with the past 15 years involved in both Commercial
Real Estate and CI Lending. Sheila is currently a Vice President/
Relationship Manager with BBT’s Commercial Banking Division in
the Norfolk/Virginia Beach market. She has been an active member
of CREW since 2012, a volunteer for the Habitat for Humanity, and
supports various local non-profits. Active interests include running,
golf, hiking, and traveling.
Sheila Wehnes of BBT recently received the CREW Hampton Roads 2014 Member
of Excellence Award for her outstanding efforts and dedicated service. Nominated by
committee chairs, this award recognizes a member who works above and beyond to
promote and support the organization and its causes.
Sheila currently resides in Norfolk, although is from Niagara Falls, NY. After working with
local banks for 5 years in the CI market and completing her Master’s Degree, she moved
CREW HAMPTON ROADS IS PROUD TO CELEBRATE
THE 2014 ACHIEVEMENTS OF ITS MEMBERS
Lisa M. Murphy, Esq., LeClairRyan
Inside Business Hampton Roads Magazine
Top Women in Business
Abbey S. Brassfield, Kerr Environmental Services Corp.
Inside Business Hampton Roads Magazine
“Top 40 Under 40”
Krista J. Costa, Divaris Real Estate, Inc.
Inside Business Hampton Roads Magazine
“Top 40 Under 40”
Ann K. Crenshaw, Esq., Kaufman Canoles, P. C.
Inside Business Hampton Roads Magazine
“The Power List”
Wendy Drucker, Drucker Falk, LLC
Inside Business Hampton Roads Magazine
“The Power List”
Deborah Stearns, JLL
Inside Business Hampton Roads Magazine
“The Power List”
Anne Conner, Towne Bank
Inside Business Hampton Roads Magazine
“The Power List - Up and Coming”
Andrea Kilmer, ESG Companies
Inside Business Hampton Roads Magazine
“The Power List - Up and Coming”
Kathy Katsias, The Katsias Company
Inside Business Hampton Roads Magazine
“The Power List” Emeritus List
Natasha Merz, Langley Federal Credit Union
Financial Services Credit Union Champion of the Year

8. W ELCOME NEW MEMBERS!
2015 NEW MEMBERS
Kayla Seil, ValleyCrest Landscape Maintenance • Debbie Leger, Johns Brothers Security • Bonnie Stretz, Union Bank
and Trust • Nicole Stuart, Top Guard Security • Elizabeth Chapman, Williams Mullen • Kristen Smith, TST Turner Stra-
tegic Technologies • Connie Tatum, Office Pride Commercial Cleaning • Christine Kaempfe, Cushman Wakefield /
Thalhimer
2014 NEW MEMBERS
Jen Amick, S. L. Nusbaum Insurance • Laura Hayes, HREDA • Karen Priest, SunTrust Bank • Victoria Pickett, CBRE
Hampton Roads • Katie Baker, Connonrs Baker CRE • Joanie Needham, Monarch Bank • Nicole Crandall, Monarch
Bank • Amy Barker, Marlyn Development Corporation • Christine Young, JLL • Geri Starr, New Day Office Products
Furnishings • Caitlin King, TowneBank • Kara Evans, TowneBank • Carol Hahn, Troutman Sanders, LLP
APRIL LUNCHEON
“THE EFFECTS OF HEALTHCARE REFORM ON
COMMERCIAL REAL ESTATE”
APRIL 21, 11:30 AM-1:15PM
TOWN CITY CENTER CLUB
MEMBERSHIP MADNESS
MAY 13TH, 5-7 PM
SUPPER SOUTHERN MORSELS
319 W. 21ST STREET, NORFOLK
CREW LUAU
JUNE 11TH
CAVALIER GOLF AND YACHT CLUB
2015 EVENTS CALENDAR
CREW / HRACRE ROCKIN’ ON
THE RIVER
SEPTEMBER 24TH
OCEAN MARINE YATCH CLUB
PREMIER SPEAKER:
CRYSTAL WASHINGTON
NOVEMBER 17TH
WESTIN VIRGINIA BEACH TOWN CENTER
CREW SILENT AUCTION
DECEMBER 15TH
LOCATION: TBD

9. ANNOUNCEMENTS
donated so for every $10 donated
they can buy $60 worth of food.
In two days, the committee made
625 bags of food with our cost of
$4.80 per bag.
MEMBERSHIP MADNESS
This will be a free event to CREW
members and potential members.
Please send the membership com-
mittee any potential guests for the
event that would qualify as a new
member. Send all referrals to: Kris
Cates at KCates@bridgetrusttitle.
com by April 22nd.
SPONSORSHIP
The deadline to become a CREW
Hampton Roads Luau sponsor is
April 21st. Do not miss out on this
opportunity!
All inquiries to Brittney Willis at:
brittney.willis@burgessniple.com
COMMUNITY SERVICE
HYGIENE DRIVE
Please help us support our local
women and children transitioning
to a safer life by bringing any of
the requested items below to the
luncheon on April 21st.
Requested items in full size bottles:
• Shampoo conditioner
• Deodorant
• Toothpaste
• Mouth wash
• Flossing sticks
• Soap or body wash
• Lotion moisturizers
• Combs brushes
COMMUNITY SERVICE
DECEMBER FOODBANK
EVENT
A $1000 monetary donation was
given to the Foodbank. Their buy-
ing power is 6 times the amount
CREW NETWORK
Be sure to log into CREW Network
and update your CREW Biz account
with your contact information, head-
shot, biography, along with any other
professional affiliations. Besides lo-
cally, this is where thousands of CREW
members throughout the United
States can find you, so be sure your
information is correct!
DIRECTORY
If you are a member and didn’t pick
up your 2015 Membership Directory,
be sure to get one from Jamie Rich-
ardson at the next luncheon.
Join our Group!
CREW Hampton Roads Virginia
THIS IS YO UR N EW SLETTER!
Please feel free to submit articles that may be of interest to CREW Hampton Roads members for possible inclusion in the next
newsletter. It is a great way to highlight your expertise while providing timely information to our members. Also, please submit
your promotions, awards and deals or referrals between CREW members. Send submissions to Kate Cerone at kate@wplsite.com
APRIL LUNCHEON
“THE EFFECTS OF HEALTHCARE REFORM
ON COMMERCIAL REAL ESTATE”
TRACEY COPELAND
AD OF SPECIALTY PRACTICES OPERATION
BON SECOURS HAMPTON ROADS HEALTH
SYSTEMS
APRIL 21, 2015
TOWN CITY CENTER CLUB

10. T HANK YOU 2015 SPONSORS!