All Eyes on Ann
In the span of a few busy years, Ann Newton Cane has taken the high-end real estate market in the East Bay by storm—a graceful and welcome one, that is. The top-producing agent in the East Bay for Golden Gate Sotheby’s International Realty, Cane is a natural thanks to her robust and accomplished prior career, her deep roots and involvement in her community, and a genuine passion for all things real estate and service. We sit down with Cane to learn more about her road to real estate and what drives her success.
Ann Newton Cane
Ann, you’ve had an incredible few years as a new-comer in real estate, and you’ve grown quickly to become one of the top agents focusing on the high-end luxury market in the East Bay. How did you get to where you are now? What was your road to real estate?
Thank you. It’s been quite the experience and ride. Real estate is a second sales career for me. After college, I joined the then-upstart telecommunications company MCI, where I looked for opportunities to take business away from the behemoth AT&T. I managed the relationships of MCI and its successor with key global accounts such as Kaiser Permanente, Amgen, Wells Fargo, Nissan, Times Mirror, and First Interstate Bank. Later, I was recruited by the CEO of Qwest Communications (now CenturyLink) to work for him as head of West Coast Global Accounts. After a short break from full-time work to focus on my two children, I decided on a new career. I had grown up on a huge cattle ranch near Mt. Shasta, and my family always had bought and sold real estate. I love my community in the East Bay near San Francisco, and know so many people in it. Helping them with their residential real estate needs proved irresistible to me.
Tell us about your experience and why it matters. Describe this value add to your clients.
My experience in telecommunications sales laid the foundation for my current work. I dealt with the most-sophisticated business transactions worth hundreds of millions of dollars, working with exceptionally sophisticated businesspeople on both sides of the transactions. I learned to love the big picture (how to satisfy each side’s goals), but also that meticulous attention to detail was essential to success.
When did you get your first big break or record sale in real estate? How did this make you feel about your chosen career path and serving clients?
I hadn’t been long in the real estate business when I came across a beautiful house for sale for about $6 million in Happy Valley in Lafayette. A friend was living happily in nearby Moraga, and their family wasn’t actively looking to move. I said to her: “I wouldn’t bother you, except that I know this house is just what you would want.” She and her husband looked at it and fell in love with it. We bought it within days. And the story has the happiest of endings: a couple of years later, their daughter was engaged to be married. She canceled one wedding date because of Covid, and then another date a year later because of a huge wildfire near the intended wedding site. So, at the last minute, they put together the wedding in the spacious and spectacular back yard of the home I found for the family. It was the most glorious wedding ever.
199 Lafayette Avenue, Piedmont | Sold for $5,020,000
Tell us about some of your clients: why are they seeking your services?
I love transactions at any price point. There’s something special about helping a young family buy their first home. It’s different, but equally special, to buy or sell the highest-end homes for well-to-do clients. I find that these clients like understated luxury.
Describe the areas/communities your serve. What drew you to work in these areas? How are they changing?
I specialize in what is called Lamorinda (Lafayette, Moraga, and Orinda), and communities near there, like Piedmont and Alamo. I am finding that more and more young people, who in prior years might have preferred living in San Francisco, now enjoy what the East Bay has to offer. When I took that break from full-time work to focus on my children, I devoted myself to community activities and other volunteer work, including: service on the College Preparatory School’s Board of Trustees; leadership positions in the National Charity League; Parents’ Club President of the Orinda Intermediate School; Swimming Chair of the Meadow Swim & Tennis Club; and service on the Membership Development Committee at the Claremont Country Club in Oakland. Real estate called to me when my kids headed off to college (both to Dartmouth), and my close community ties to the area got me off to a fast start.
3947 Happy Valley Road, Lafayette | Sold for $11,500,000
Describe a memorable client experience and career milestone.
A few years ago, I sold a house in Happy Valley in Lafayette for what was then the highest price ever on the Multiple Listing Service. When the house hit the market, we received a quick eight-figure offer. But it wasn’t the price we thought we could obtain, and we held out for our asking price. The day we got that price was one for a deserved celebration.
6 Tofflemire Drive, Lafayette | Listed for $4,950,000
Describe a dream client.
A dream client is one who accepts and acts on good advice in preparing a home for sale. Any house can be improved before going to market with cost-effective painting, inspections, repairs, and staging. Clients, almost by definition, are comfortable in their homes as they are, and sometimes clients don’t have a vision about how the properties can be made better, or at least made more accessible to the widest range of buyers. The dream client is receptive to good professional advice.
1268 Redwood Lane, Lafayette | Sold for $4,895,000
What trends are happening in your market? What advice would you give to buyers? And sellers?
As for buyers, I would advise them to move quickly. The second half of 2022 and early 2023 was a buyers’ market, but I think that is coming to an end. Interested buyers should not tarry. As for sellers, I would encourage them to get away from the mindset: “My house is ‘worth’ $X.” We all learned in college microeconomics that “the value of a thing is just exactly what ‘twill bring” in the marketplace. Well-prepared, well-priced homes will sell in any market, and wise sellers listen to the market when it speaks.
Tell us about your most recent sales and current listings on the market.
Recently I went into contract on three wonderful properties, two in Lafayette for a total of more than $10 million, and one $3 million parcel of vacant land with spectacular SF Bay views in Orinda, near Tilden Park. There are two great active listings in particular. One, for $8.5 million, is one of the best homes in Alamo, on Lakeview Place close by Round Hill Country Club. Another, for $4.95 million, is on Tofflemire Drive in Lafayette. It has a working winery and adjoining vineyard, and a large greenhouse and separate gym/yoga studio. It sits at the top of a hill in mature foliage and commands spectacular views of Mt. Diablo.
4174 Canyon Road, Lafayette | Sold for $5,375,000
What’s been the ultimate takeaway from these last few years of success and your encore career?
I got into real estate because I knew it would be fun, but I didn’t get into real estate to dabble or as a hobby. The phrase “working 24/7” is much abused, but realtors unprepared to sacrifice their personal time aren’t putting their clients’ interest first. I’m proud that in just a few years I became the largest sales producer in Golden Gate Sotheby’s International Realtys’ East Bay region, but in all honesty that didn’t occur by accident: Make the clients’ interest your lodestar, and good things happen.
335 Lakeview Place, Alamo | Listed for $8,499,000
AnnNewtonCane.com
Ann Newton Cane
415.999.0253
a.newtoncane@ggsir.com
Lic.# 02084093
#1 Top Producing Agent East Bay, Golden Gate Sotheby’s International Realty