Tune in to this special double-guest episode with the co-founders of Monticello Asset Management, Alan Litt and Tom Lally.

Timestamps:
1:34 - 10:49        Early Sales Experience  
10:50 - 16:03     Don’t Give Up, Overcome Setbacks
16:03 - 32:00     Building Relationships, Making Connections 
33:52 - 40:30     Admitting When You’re Wrong, Evolving the Experience 
40:30 - 47:41     Staying Positive During Uncertainty. 
47:50 - 52:31     Collaboration, Building Relationships

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

Meet the only individual I know in the industry who has his title trademarked--Adam Lipkin is known as the "C-PACE guy" after getting involved and becoming really the expert at this new type of financing. Just having his name trademarked will clue you into the fact that Adam doesn't approach the industry and opportunities like everyone else. His creative approach to the business is innovative and unique!

TIMESTAMPS: 

2:00-10:00 - What is Wim Hof Breathing? 

10:00-15:00 - Early Sales Experience

 15:30-19:00 - School outreach, charter school business

19:00-32:00 - What is CPACE? 

33:00-35:00- Why Trademark? 

37:00 - 42:00 - Pull Marketing

42:30-44:30 - What are sales people doing wrong with their approach now? 

45:00-51:30 - Advice to those starting out in the industry

53:00-57:00 - How can you learn more about CPACE? 

57:00 - Morning Routines 

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

Jeffrey Morris is the founder of MSF Real Estate Capital, which was acquired by Walker and Dunlop in 2020. Jeff has been in the industry for 30 years, and has been a salesperson for longer than that. In this episode, he covers how he learned sales from really a young age and learned to build rapport by establishing commonality with the person he's talking to. I hope you enjoy this episode as much I did.

TIMESTAMPS

2:08- 14:42 : Early Sales Experience, How to Sell Yourself and How to Approach Conversations

16:25- 20:56 : Speaking Success Into Existence

20:56- 25:38 : Working Past Failure and Insecurity

26:00-27:50 : Have You Ever Fired a Client?

27:50 - 35:55 : Nature vs Nurture, and Confidence--Who Has It? 

37:00-45:00 : How Else Can Someone Succeed After Origination? 

48:00-53:00- What Legacy Do You Hope To Leave Behind in This Industry?

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

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

Aaron Jungreis is the founder and CEO of Rosewood Realty Group. Aaron started the company in 2007 and has sold over 2,200 properties with an aggregate value in excess of $16 billion. Aaron started this firm from scratch in the most competitive market in the world, New York City. He went up against the largest brokerage firms in the world. Aaron has given a new definition to the word hustle, and if you want to know what hustle looks like, tune in now.

Timestamps:
1:40-13:50 First Sales Experiences 

13:53-17:30: Confidence, realizing he is great at sales but getting through some hardships to find that. 

18:20 - 26:18: Early on approach to real estate

26:22-29:48: The power of Hustling

30:41-34:57:  How Aaron stays motivated

35:29-42:54:  Lessons in Real Estate Aaron's experience taught him

42:56-48:06: The New York Real Estate Marketing today

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

Mordecai and Billy Posey contemplate the positives and negatives when the opportunity of moving from a sales role to a leadership role in the same firm, or the possibility to start their own firm arises in one's career.  Billy was most recently the head of Greystone's agency business, a role that he filled for about 15 years, and came out of retirement to grace us with his wisdom.

Time Stamps:
4:42 - Early Sales Experience and Door-to-Door Auditing

14:34 - Building Relationships

18:08 - From Accounting to Origination

26:57 - To Partner or Not To Partner

30:37 - Transitioning from Originator to Senior Leadership

42:13 - Management and Protecting Your Team

46:42 - Advice For the New and Up and Coming Sales Teams

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

Erik Lindenauer is the founder and Executive Chairman of Housing & Healthcare Finance. He is interestingly, the second person we've spoken to on the podcast, who got his start in sales by selling shoes. We'll examine a potential connection between selling shoes and origination, creating a positive customer experience, and how to stay motivated in the origination game.

TIMESTAMPS: 

2:30 - 7:00 - Early Sales Experiences and Mom's Pottery

7:30 - 34:00 - Creating a Positive Customer Experience

35:00 - 39:00 - Choosing Your Client

39:00 - 42:30 - Retail Sales vs Origination Sales

42:30 - 51:00 - Staying Motivated

51:30 - 59:00 - Finding Your Team and Working Together

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

Josh Sasouness  is one of the hungriest sales people you will meet. He is the co-founder and co-CEO of Dwight Capital, which is a leading FHA lender in the country, as well as the founder and partner in Dwight Mortgage Trust, Dwight Funding, and Dwight City Group. In this episode you'll hear the scope of Josh's journey from an apartment broker right out of school to the CEO and founder of the companies he runs now.

TIMESTAMPS: 

2:16-3:55 - Early Sales Experience 

7:09-10:00 Bringing value, and knowing your value 

10:17-13:23- Honing your approach, expanding your knowledge. 

16:48-25:00 How to stay motivated, pace yourself along successful people, and push yourself 

28:00-32:00 Picking a role model, mentor, learn from everyone. 

32:37-37:09- Spirituality in personal and business life. 

45:00-48:00 Connecting and celebrating others 

48:45-55:00 - Advice to those starting out, and advice to past self. 

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

On this episode, I'll be speaking with Steve Rosenberg, the founder and CEO of Greystone. I am also lucky enough to have him as my father. I think you'll enjoy this conversation as we discuss how he got his start in sales, what continues to motivate him after achieving success, and what a starring role in the third grade play has to do with origination. 

2:00  First Sales Experiences, and Confidence. 

6:30  How to Connect? Adding value. 

21:40  Defining Success, Overcoming Difficulties, and Connecting. 

35:00   Be Thankful for What You Have, Surround yourself with positivity. 

45:00  Routines before and after Covid. 

49:00  What would you say to your past self? What would you say to someone starting out?

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

Aaron Hargrove is one of the co-heads of Greystone's affordable housing investment sales group. During our interview, Aaron demonstrates what it means to be successful by adding value, providing knowledge and information, and going the extra step to understand the client's business.

2:10  Early Sales Experience: The Tree Farm

10:07  Using Your Gifts

14:11 The First Sales Meeting is a Gratitude Meeting

22:34  What To Do After Achieving That Goal

27:45  Being Empathetic to Your Team Enables Effectiveness

34:07  Utilizing Your Team's Gifts

39:38  Clear Communication Eliminates Client's Confusion Over So Many Choices

42:14  Shocking Cap Rates

49:30  The Knowledge Sharing Approach

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