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 - Asshole 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