There are people who sell real estate, and there are people who understand what happens after the handshake—when the numbers are on the table, the pressure begins, and somebody has to know when to hold, when to push, and when to make the deal.

Frank Ponce, Anna Khomut, and Brian Erdmann bring three different kinds of experience to that table. Together, they represent more than a century of real estate, finance, investment, marketing, and negotiation experience.

And each of them knows how to negotiate.

FRANK PONCE — THE INVESTOR AND STRATEGIST

Frank Ponce has spent nearly 43 years in Southern California real estate. He learned the business early, working alongside his father managing hotels and eventually becoming a landlord, investor, and Realtor.

As a young man, Frank was given responsibility for two struggling Hollywood apartment complexes. He learned something there that never left him: real estate is not just about buildings. It is about people, money, operations, and knowing what makes an investment work.

After attending California State University, Los Angeles, Frank entered the world of wealth management with a Wall Street firm in Los Angeles. He managed hundreds of millions of dollars and developed a deep understanding of financial reporting, cash management, investment strategy, and risk.

But real estate was always pulling him back.

Frank's negotiating strength comes from understanding the entire transaction—the property, the numbers, the financing, the income, the expenses, and the people sitting across the table.

He doesn't negotiate simply to negotiate.

He knows what a property is worth, where the opportunity lies, and when it is time to make the move.

ANNA KHOMUT — THE MARKETER AND RELATIONSHIP BUILDER

Anna brings something different to the team.

She understands luxury real estate, investment property, people, and perhaps most importantly, how to create attention around a property.

With millions in luxury and investment sales, Anna has developed deep relationships throughout the South Bay and Los Angeles. Business leaders, investors, and high-profile clients seek her out because she combines professionalism with loyalty, persistence, and personal attention.

But Anna doesn't simply put a property on the market and wait.

She thinks.

She creates.

She looks for the angle that somebody else missed.

Her command of technology and online marketing allows her to take an ordinary marketing plan and turn it into something with energy and reach.

And at the negotiating table, Anna brings a different weapon: relationships.

She listens carefully. She understands what motivates people. She knows when to push and when diplomacy will accomplish more than pressure.

Anna knows that sometimes the strongest negotiator in the room is the one who never has to raise her voice.

BRIAN ERDMANN — THE MASTER NEGOTIATOR

Then there is Brian.

Brian brings commercial and luxury real estate experience to the team. His knowledge of sophisticated transactions gives the group another dimension.

But Brian's real strength becomes apparent when the conversation gets serious.

Put Brian at the negotiating table and he gets quiet.

He listens.

He watches.

He studies the numbers and the people.

He doesn't need to announce what he is thinking.

He waits.

And then he makes his move.

It is the patience of a poker player combined with the discipline of a seasoned real estate professional. Brian understands that negotiation is often won before anyone realizes the negotiation has begun.

He knows when to hold his position, when to apply pressure, and when to go after the point that matters.

Brian brings serious negotiating horsepower to the table.

When the stakes rise, Brian gets sharper.

THREE NEGOTIATORS. THREE DIFFERENT APPROACHES.

Frank brings financial intelligence, investment experience, and strategy.

Anna brings relationships, marketing creativity, luxury expertise, and persistence.

Brian brings commercial expertise, patience, discipline, and negotiating strength.

They are different—and that is precisely what makes the combination powerful.

One understands the numbers.

One understands the people and the market.

One understands the negotiation.

And all three understand something fundamental:

A real estate transaction is never just about selling a property. It is about protecting the client's interests, creating opportunity, and knowing how to fight for the best possible terms without losing sight of the bigger picture.

THE COLDWELL BANKER ADVANTAGE

Behind the team stands the heritage of Coldwell Banker Realty, with more than a century of history in real estate and a long association with luxury and commercial property.

The world has changed since the first Coldwell Banker sign went up. The tools have changed. The technology has changed. The way properties are marketed has changed.

But one thing has not changed:

Extraordinary properties require extraordinary representation.

Today's buyers can come from across town—or across the world. Today's marketing can reach thousands of people before breakfast. Today's negotiations can involve millions of dollars and dozens of moving parts.

Frank, Anna, and Brian understand that world.

They combine old-fashioned relationships and personal service with modern technology, sophisticated marketing, financial analysis, and serious negotiating experience.

Because when the time comes to sit across the table and make the deal—

you want people who know how to sit there.

Frank Ponce. Anna Khomut. Brian Erdmann.

Experience. Relationships. Strategy. Negotiation.

The Ponce Real Estate Group.