Stagg Fiduciary — Sales Call Intelligence | April 15, 2026
📞 Sales Call

Stagg Fiduciary Services — Discovery Call

Cameron White × Josh C. (Director, Stagg Fiduciary)
April 15, 2026Date
~60 minDuration
Cameron WhiteSeller
Josh C.Prospect (Decision Maker)
SURV Real EstateFirm
🟡 Qualified — Awaiting Team Review
Next step: Deliver intro video by Mon Apr 20
~11
Transactions/Year
6–7
Active Listings Now
6
Case Managers
3
Service Lanes
$27M
Single Estate (Active)
Apr 27
Panel Interview Wk
✅ Action Items
🔒 Decisions
❓ Open Questions
🛣 Service Lanes
💬 Key Quotes
⚠ Risk Flags
📅 Next Steps
CW
Record 5–7 min intro video (walk through presentation + conversation highlights + honest strengths/weaknesses)
Cameron White · Video must be shareable/async with Josh's 6-person case management team
Due Mon Apr 20
CW
Refine/update presentation deck to reflect this conversation (if warranted)
Cameron White · Focus on fiduciary-specific service lanes, defensible documentation, communication protocols
Due Mon Apr 20
CW
Send follow-up email to Josh confirming next steps
Cameron White → joshc@stagfs.com
Same day / ASAP
JC
Distribute intro videos to all 6 case managers for independent review
Josh C. (out of office) · Assign as task: each manager reviews all candidates, picks top 2 favorites
By Wed Apr 22 AM
TM
Case management team reviews all candidate videos independently
Stagg Team (Josh intentionally absent to avoid thumb-on-scale) · Select top 2 favorites
Wed–Fri Apr 22–24
JC
Schedule panel interviews with top 2 finalists
Josh C. · In-person at Stagg HQ (111 E Broadway, Salt Lake) — full team panel
Week of Apr 27
JC
St. George appraisals — follow up with Glade McCombs to confirm scheduled
Court-ordered inventory due Apr 30. Glade confirmed appraisals scheduled "next week" as of Apr 15
Deadline Apr 30
✔

Dual-vendor model confirmed. Stagg will add a second real estate agent alongside Glade McCombs — not replacing him. Natural attrition expected to reallocate work over time based on performance.

✔

Cameron moves to team review stage. Josh has spoken with ~4 candidates total; Cameron is advancing to the async video review step.

✔

Josh will not influence team vote. He is intentionally absent during video review week so the case management team evaluates independently.

✔

Compensation model confirmed: 10% markup on coordinated vendor invoices for Lane 3 (one-off coordination tasks) unless the amount is unreasonably high.

✔

Agent is never the decision maker — only the recommender. Josh confirmed agents need to provide written recommendations; final decisions and court exposure belong to Josh/Stagg. Agents have never been taken to court in 20+ year history.

✔

Regular team check-in call desired. Josh wants weekly or bi-weekly call with Cameron + all 6 case managers to review property status, open items, and upcoming needs.

✔

Properties always go to market at fair market value for minimum 30 days unless structurally unsalvageable. One exception in Josh's tenure (property leveled). Agent is not to solicit off-market sales or bring in flippers without explicit Stagg direction.

✔

Drive-by property inspections are a paid service. Josh confirmed he'll pay for inspection visits — does not expect agents to absorb this cost. Compensation structure TBD.

?

What is the exact fee structure for drive-by inspection visits? Josh confirmed he'll pay separately but no rate was set. Needs to be established if Cameron advances.

?

How will work be formally split between Cameron and Glade McCombs? Josh expects natural attrition but no clear delineation of territory or deal type was agreed.

?

What communication tool/platform will be used for team check-ins? Teams call mentioned, but not confirmed. Frequency (weekly vs bi-weekly) also not finalized.

?

Does Cameron's team have geographic capacity to cover the full Stagg range? Properties currently span: Midway, Bluffdale, Provo, Tremont, Logan, Sugar House, Cottonwood Heights, St. George. That's a wide corridor.

?

Who are the other 3 candidates Josh is evaluating? Unknown. Competitive landscape for this engagement is unclear.

?

What is Julie's (Assistant Director) involvement in the vendor selection decision? Josh described her as his right hand — unclear if she votes in the team review.

?

Will there be a formal agreement / engagement letter? Terms, scope, and exclusivity not discussed. Needs to be addressed before onboarding.

?

BPOs vs. formal appraisals — what does Stagg prefer and when? Josh mentioned both, but no standard was established. Likely case-by-case.

Lane 1

🏠 Traditional Buy / Sell

~11 properties bought or sold per year. Currently 6–7 active listings (Tremountain, Logan, Cottonwood Heights, ×2 Sugar House + others). Standard market transactions at fair market value with 30-day minimum listing rule.

Slower market right now; no critical pain in this lane.
Lane 2

🔑 Trust Property Management

Managing properties occupied by trust beneficiaries (special needs individuals, court-ordered cases). Not traditional rent collection. Requires custom work-order systems, beneficiary-direct maintenance requests, and high discretion. One active commercial property in SLC (rare). Mostly residential beneficiary-occupied.

Agent must understand this is NOT standard PM. Decisions require Stagg approval pathways, not agent initiative.
Lane 3 — Most Urgent

⚙️ One-Off Coordination

Every property requires appraisals at minimum. Includes: drive-by inspections, vendor coordination (lawn, plumbing, remediation, etc.), written property assessments with prioritized recommendations (not exhaustive punch lists), appraisals, BPOs, and managing unusual situations (vacant estates, hazard conditions, court deadlines).

This lane is slipping most with Glade. Court-ordered St. George appraisals nearly missed. Needs systematic tracking and proactive communication.
Key insight from Josh: "Lane 3 doesn't always create a direct financial benefit [for the agent] — and that's where things are slipping most." Cameron's ability to build a system that gives Lane 3 the same rigor as Lane 1 is the key differentiator Glade is failing on.

"Most things in our business aren't emergent. They're important — and there's a really big difference."

— Josh C., Stagg Fiduciary · on communication expectations

"All I really need is for you to justify my action. It just needs to be defensible."

— Josh C. · on the role of agent recommendations vs. decisions

"I work really, really hard with the goal of trying not to work. Because of that, I have a lot of systems in place."

— Josh C. · on operational philosophy (aligns with Cameron's systems approach)

"I don't think anybody can change anything they don't know to change. It saves time."

— Josh C. · on his direct communication style and expectation for candor

"Competition creates optimization. People tend to work better when they have somebody pushing against them."

— Josh C. · on why he's adding a second agent (not replacing Glade)

"We're divorcing families from each other… and sometimes it's many, many parties."

— Josh C. · on the nature of fiduciary / contested estate work
🔴
Court-ordered St. George appraisals due April 30 Glade McCombs confirmed scheduled but twice missed check-ins. If appraisals aren't complete by Apr 30, Stagg faces a court deadline miss. Cameron should offer to assist or at minimum flag this proactively in intro video as a demonstration of responsiveness.
🔴
Three vacant properties in $27M estate with no current active oversight Properties need regular walk-throughs. Prior incident (water breach in Tremont) resulted in inch-deep basement flooding after plumber failed to isolate leak. No agent currently driving regular inspection loop.
🟠
Cameron must not undermine or visibly compete with Glade McCombs Josh was explicit: he wants natural attrition, not a forced cutover. Any appearance of politicking against Glade will likely disqualify Cameron. Intro video should not position against the incumbent.
🟠
Team interview without Josh present — team buy-in is make-or-break Josh relies heavily on his case managers' judgment. Cameron must connect with a non-technical, care-oriented audience (case managers managing vulnerable clients), not just demonstrate transaction volume.
🟠
Sensitive case exposure — homicide scenes, active contested estates Josh mentioned 3 current properties where occupants were murdered (2 in-home). Cameron confirmed he's seen difficult situations; team members also need to self-select for these assignments. Flag team readiness in intake process.
🟠
Agent must resist "going rogue" with recommendations Previous agent pushed flippers on a property destined for public sale, up to the day before auction. Josh explicitly needs agents who can accept strategic direction even when they see a different path. Intro video should acknowledge this boundary clearly.
✓
Apr 15
Discovery call completed
→
By Apr 20
Cameron delivers intro video
Apr 22 AM
Josh distributes videos to team
4
Apr 22–24
Team reviews, selects top 2
5
Wk of Apr 27
Panel interviews at Stagg HQ
6
TBD
Agent onboarded, first assignments
👤
Key Contacts
JC
Josh C. — Director & Partner, Stagg Fiduciary joshc@stagfs.com · Final decision authority · Out of office week of Apr 20
JU
Julie — Assistant Director, Stagg Fiduciary Josh's right hand · Involved in all major decisions · Also a case manager
GM
Glade McCombs — Current Real Estate Agent 20+ yr relationship with Stagg · Capacity-strained · Remaining as vendor
CW
Cameron White — SURV Real Estate cameron.a.white@gmail.com · Candidate agent
📍
Stagg Office
Stagg Fiduciary Services
111 East Broadway Building
State Street & Broadway, Salt Lake City

Panel interview location · Week of Apr 27
Cameron's intro video guidance from Josh:
• 5–7 minutes, shareable async format
• Walk through the presentation
• Reference this conversation
• Be honest about strengths and weaknesses
• Face camera optional — audio sufficient
• Do NOT schedule live Zoom with team while Josh is out
Generated from call transcript · April 15, 2026 · Cameron White × Stagg Fiduciary Services · Confidential — Internal Use Only