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Chris Clare, a seasoned sales professional, shares his journey from Merrill Lynch to Greystone, tracing his transition from municipal bonds to healthcare finance. He discusses the importance of building lasting relationships rather than chasing one-off transactions, and how staying attuned to market trends, including the impact of the Big Beautiful Bill on Medicaid reimbursement rates, has shaped his approach to the business. Clare also speaks candidly about what it takes to succeed in a high-pressure field, from developing a high tolerance for setbacks to building a diverse team capable of competing in the fast-moving origination space. For young professionals looking to break into healthcare finance, Clare offers practical advice: seek out exposure to a wide range of deals early on, and consider specializing in state reimbursement systems as a path to long-term success in the industry. lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

In this podcast episode, Mordecai Rosenberg hosts Eric Rosenstock, a seasoned loan originator, to discuss various aspects of the multifamily mortgage industry. They start by discussing Eric's career journey, noting the importance of persistence, self-belief, and willingness to learn in achieving success. Eric's multifaceted role at Greystone involves building relationships, analyzing deal structures, and coordinating with various teams to ensure successful transactions.  Discussing the multifamily loan origination process, they highlight how originators must understand the needs of multifamily owners and recommend suitable loan products. The conversation underlines the importance of trust in these relationships, emphasizing that originators must truly understand their clients' needs and communicate effectively to foster this trust. The conversation wraps up with a discussion on market challenges, the importance of execution, and the value of knowledge and experience. They delve into the complexity of the current market, noting the challenges presented by rising interest rates and the ongoing impact of the pandemic. The pair suggest that in the face of these obstacles, more sophisticated producers with a deep understanding of their product and the market stand a better chance of success. What separates the top salespeople from the rest of the industry. (0:15) What’s the sales process like when you’re starting out? (1:43) Perseverance in the face of competition. (6:44) What’s an originator? -. (14:54) Selling on knowledge vs. selling on sales. (17:00) Balancing origination with family. (25:24) How to avoid big mistakes in business and life. (30:41) The importance of having a relationship with your clients -. (36:24) The importance of having a mentor in the industry. (42:07) What are you doing if you’re starting out? (49:05) What’s the return on equity? -. (54:05) lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

In this episode, Mike Kemether, Executive Vice Chair at Cushman and Wakefield, discusses his engineering background and how he applies engineering principles to sales in commercial real estate. He emphasizes collaboration and building a team to provide the best service to clients, and shares his perspective on the state of the real estate market and the importance of strong partnerships. lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

The story highlights the speaker's experience as a teenager working at a phone repair kiosk, where customers would frequently ask if he could fix their broken screens. The speaker then taught himself how to fix screens and began selling them at a profit, eventually sourcing them in bulk from Alibaba to lower the cost. The story also touches on the theme of listening to customer needs and responding to them in order to create a profitable business. 00:01  Introduction to this episode. 07:13  Selling screen protectors. 13:01  Being data-driven and sharing information. 15:00  Transparency creates value for both sides. 18:58  Lessons learned from John’s pitch. 25:50  The importance of having committed clients. 31:21  Comparison of debt service on a deal by deal basis. 36:45  Risk of taking a gamble. 40:38  Long term maturities and extensions. lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

SUMMARY: Gideon Gil, Executive Managing Director at Cushman and Wakefield, is interviewed on the origination podcast. Gil talks about his early sales experiences, the importance of storytelling in sales, and how to create a sense of calm for clients during chaotic market conditions. He also discusses the trend towards bigger deals in the multifamily industry, and the role of relationships in closing transactions. TIMESTAMPS: 0:15 - Introduction to this episode. 1:40 - What Gideon’s earliest sales experience looks like in his life 7:08 - Never Split The Difference 9:42 - What are some of the war stories that come to mind for you? 15:22 - Advice for people who want to get into the industry 20:23 - Presenting deals to an investment committee with 30 years of experience 24:47 - What is the key to telling a good story? 29:39 - How to use social media to get your message out 34:39 - Is there a “one size fits all” answer? 40:43 - The importance of getting ahead of the market in order to be ready when the market breaks 46:55 - Are there any banks or lenders starting to sell loans in distressed markets? lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

SUMMARY: On this episode, I had the pleasure of speaking to Henry Stimler who is an Executive Managing Director at Newmark. Henry certainly knows how to go hunting for whales. Yeah, he actually closed new marks largest agency deal, clocking in at $1.85 billion. That's the kind of loan that every originator fantasizes about. Henry came to the country from England with foreign dollars, and no industry background, but somehow was able to land those types of deals within just about 10 years from entering the industry. So how did he do it? There are a couple of themes that I think you'll hear you're one is the enthusiasm and energy with which Henry approaches the business. Energy is attractive. energy and enthusiasm you make people want to be around you. And you'll hear that come across very clearly in my conversation with him. The other component that you'll hear is the idea of really focusing on the client and what's in it for them, how can you help them grow their business, it's not about selling a product, it's about helping them achieve their future. This is really an awesome conversation.  TIMESTAMPS: 0:00 - What separates the top performers from the rest. 1:57 - What’s your earliest sales experience? 7:46 - How to get into the world of multifamily finance. 11:14 - How he got into the real estate finance business. 16:55 - What is the best piece of advice you can give someone trying to make it? 22:10 - You can act confident even if you don’t feel courageous. 28:21 - The most important thing in the multifamily business is your ability to raise equity -. 33:21 - How to get your foot in the door -. 37:03 - What’s your approach when you’re working with an originator who doesn’t want to close a deal. 41:41 - What’s the future of fixed-rate finance? 45:29 - How do you stay in contact with clients and provide value in a non-transactional environment? 52:01 - The first thing that people lose in times of distress is their future. lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Summary: On this episode, Mordecai speaks with Craig Branton, who is a vice chairman with Cushman and Wakefield, recorded at the end of October 2022. The multifamily market is kind of in turmoil, interest rates are up by several points, and so sales have grounded to a halt and refinancing has slowed. So what do you do as a salesperson? What do you have, when you don't have something to sell at that current moment where the where the market is not very transactional. We dive into these questions with Craig, who shares really great ideas on what you can do during this time.  Timestamps: 0:15 - What Do You Do When You Don't Have Something To Sell? 1:41 - Craig’s Earliest Sales Experience 4:57 - How Sales Training Is Different From Sales Training 11:07 - The Importance Of Cold Calling vs. Networking 17:11 - Demonstrating Differentiated value 22:04 - What Is The Most Difficult Part Of The Business? 25:37 - The Importance Of Taking On Deals That Have A Reasonable Chance Of Going Sideways 31:35 - Selling People Like To Get High And Hope 36:21 - Why People Do Business With You 43:31 - Advice To Clients 47:40 - What’s Happening With FHA Financing 51:41 - What’s Going On In The Multifamily Market Today 56:35 - How To Measure The Success Of Your Database lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Building knowledge is incredibly important, but the anticipation of what's around the corner can be even more important for an originator. Aaron Krawitz is excellent at both. He is the founder and CEO of Bravo Capital, and offers his perspective on the importance of the originator's role in loan sign ups, how to build your brand, and how to continuously grow and build your skills and knowledge. TIMESTAMPS:  1:22 - Aaron's Earliest Sales Experiences 8:04 -  We’ve Surrounded Ourselves with an Exceptional Team 15:48 - Starting as an Analyst vs. an Underwriter 20:22 - How to Make a Craft at Origination  25:32 - What’s Your Formula for Underwriting and Closing? 31:31 - Preparing Your Team for Their Next Job 35:29 - Building Your Own Brand and Building Your Own Platform 42:16 - The Benefits of Having a Regional Approach in the FHA Space. 48:04 - What is the Off Ramp From Origination? 53:51 - How Do I Best Serve My Customers? lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Andrew Dansker has carved out a niche in the origination world, and has used his unique value proposition to create an incredibly strong referral source of business. He walks us through his journey during this episode, as well as discusses that impossible thing for a sales person: work life balance. TIMESTAMPS:  11:23: How To Align My Interests With the Interests of People I'd Like to Have as Referral Sources 13:06: Understanding What You're Selling 27:32: Growth and Learning Over Time  29:30: What You Do vs What You Do Well  37:39: Making Your Referral Source Look Good  38:39: Work Life Balance  46:41: At What Point Can You Start Setting Limits  51:09: Advice For Newer Salespeople  lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Mordecai interviews top originator, Shana Daby of Greystone, in this 34th episode. Shana discusses her path from underwriter to originator, the similarities between selling and teaching, focusing on service, and her drive to take on the complex and "hairy" deals. TIMESTAMPS:  02:00-05:07   Early Sales Experience  05:07-07:13   Transition into Lending 08:38-11:16    Selling vs Teaching: The Similarities 12:41-15:11    Selling the Long Term 15:11-20:07    Inflation  23:10- 30:03    Brokered vs Direct Business 30:04-32:59    Focus on Service Over Product 37:42-40:24    You Can Do Nothing Wrong and Still Lose 44:40-49:07   Accountability lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

What do you do when interest rates start to move on you? What do you do when they're now up half a point or a point from where you started? How do you keep the client still invested in the outcome? Tune in and learn from the best, the professor himself, Joe Averbook.  TIMESTAMPS:  02:00-05:07  Early Sales Experience  05:07-07:13  Transition into Lending 08:38-11:16  Selling vs Teaching: The Similarities 12:41-15:11  Selling the Long Term 15:11-20:07  Inflation  23:10-29:59  Brokered vs Direct Business 30:04-32:59  Focus on Service Over Product 37:42-40:24  You Can Do Nothing Wrong and Still Lose 44:40-49:07  Accountability lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Executive Vice President of Bellwether Enterprise Real Estate Capital, Jim Gillespie, oversees affordable housing finance and started their direct bond purchase program.  He and Mordecai discuss what a "no" means in the industry and how to look at it like an opportunity, as well as current trends in sales. TIMESTAMPS:  1:36 - Early Sales Experience 4:17 - Approach to Retail Sales and Seeing People's Energy 9:51 - Maybe It Will Kill You 14:04 - A*****e or Straight Shooter? 20:09 - That Rolodex! 23:14 - It's a Pretty Small Industry 25:24 - Got My Foot in the Door! 30:21 - Turnover Now vs Then 34:10 - Competition and Performance 36:32 - Experiences Between Companies 41:19 - Selling One or the Other 45:40 - Minimizing Options to Make A Decision 48:20 - The Team Focus lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

How do you get to be a $7 Billion guy? In this episode, we find out from the best: Mordecai interviews Chris Sower, Executive Managing Director with Cushman & Wakefield, and a salesman who has represented over 42,000, multi housing units, and closed over $7 billion of transactions.  TIMESTAMPS:  1:54 - Early Sales Experience 7:21 - The Line Between Sales and Execution 11:56 - Differences in Process for Unit Size 14:36 - Change in Perception on Larger Sales 17:16 - Safety Zones 21:00 - What Do You Look For When Hiring Salespeople? 23:53- What Makes a Collaborative Sales Environment? 29:42 - Understanding Trends Based On Your Market 31:05 - Training Your Competition 36:55 - The Whole Is Greater Than The Sum Of Its Parts 39:46 - Current Trends 44:30 - Not All Clients Are Equals 47:45 - Trends in Land Sales 53:10 - Changes in Waterfalls? 54:51 - Advice For College Grads Coming Into The Business lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

For the 30th Origination episode, Mordecai interviews Jorge Rosa, Cushman & Wakefield's Executive Managing Director of the Washington Metro Office. They discuss the recent upheaval in the market and how to build a relationship even after losing a deal. Timestamps: 1:44 - Early Sales Experience 17:14 - We Are Advisors First 24:47 - Timing is Everything 28:08 - Acquisitions vs Broker 30:15 - Transition from Acquisition to Broker 33:22 - Current Market Trends 47:30 - Advice to New Grads on Going Lending or Investment 52:55 - Common Mistakes of Recent Grads 55:44 - Being Present lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

It's truly amazing how people can take their early career experiences and apply them to sales in our industry. Lisa Fischman is a remarkable originator who got her start in marketing and branding. In this interview, she also delivers one of the craziest customer service stories I've ever heard. TIMESTAMPS:  2:05-12:20 Early Sales Experience  12:28-30:35 Transition into Real Estate 33:00-36:45 Balancing the Process  37:12 - 42:47 Broker and Lender Position  42:47 -48:44 Staying Involved in the Process  49:36 -54:30 Current Market Trends  lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt