Origination

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 - 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

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

While the commercial real estate industry is historically sleepy, nothing could be farther from the truth when it comes to Yaakov Zar's Lev Capital. Started less than 3 years ago, recent estimates have them worth as much as $400M.  Yaakov has a remarkably entrepreneurial spirit and a tenacious focus on the customer experience, as he tries to make life easier for both the borrower and the lender. 

Timestamps:
1:45 - Chabad and Shaliach

8:19 -15:58 - Early Sales Experience

15:58 - 27:23 - Transition into Real Estate

28:03 - 31.20 - Balancing the Process

31:20 - 32:02 Lev Capital and Why

32:02 - 45:12 - Technology and Lending

49:06 - 53:51 - The Façade of LinkedIn 

lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Mordecai interviews Marvin Jeremias in the wake of his newly launched Crossmark Capital. Before embarking on this new venture, Marvin was one of the most tenacious and focused top salespeople at Meridian. In addition to being that rare person who loves cold calling, he is an educated and respected advisor to his clients.

Contact:
Marvin Jeremias
[email protected]
917-312-0931

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 trend 

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 know if starting your own business is right for you? Nathan Schuss grew from originator to founding and being the CEO of Harper Capital Partners. In this conversation, Nathan and I discuss his journey, as well as the immense potential for both growth and its opposing limitations. 

TIMESTAMPS: 

2:28-4:32 Early Sales Experience 

4:32:00-12:28 Lessons Learned 

12:32 - 32:59 Getting Started in Business 

32:59 -36:28 Self Awareness 

38:08 -52:27 Leadership

lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

Dan Sacks made the leap from underwriter at Freddie Mac to the top originator at Greystone, within a few short years.  During this episode, we run the gamut from selling (and tasting) chocolates to an illustrious sales career and the transition to leadership.

1:30 - 7:00  Early Sales Experience, Lessons as a Kid
7:00 - 10:00  Career Development
10:00 - 19:00 Creating a Skill Set, Adding Value
19:00 - 27:00 Adapting to New and Changing Markets
27:00 - 35:00 Building Confidence as a Salesperson
35:00 - 45:00 Discover and Strengthen Unique Abilities
45:00 - 51:00 Lessons in Management
51:00 - 58:00 How to be a Good Leader

lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt

JD  Stettin is one of the most solution-oriented and innovative people in the industry. He and Mordecai explore his path from selling Citrons as a boy to selling cleaning solutions, joining Greystone, and then branching out to form his own company, and the creative outlook required to found something that bridges the gap between lenders and the rest of the services a client might need. 

2:02 - 12:17      Selling for Sukkot
12:17 - 21:44    A Foray in the Cleaning Industry
21:44 - 35:25    Sales, Management, and Sales Coaching 
35:25 - 40:03    Site Visits
40:03 - 57:50     Founding Carnegie Capital
57:50 - 1:03:43   Current Trends

lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt