Origination

Fred is one of the top health care originators in the country. In this conversation, Mordecai interviews Fred about his relentless pursuit for a sales position at American Express, how he applied unsuccessfully six years in a row for a sales role, and then went on to become the top sales team member. 

Timestamps:
1:20 – 10:15: First Sales Experience and the Importance of Relationships 

10:15 – 15:55: Challenges with Connecting with People during COVID, Zoom Calls, and Developing the Customer Relationship

15:55 – 24:18: Human Connection, First Impressions and Breaking Down Barriers

24:18 – 34:58: Entrepreneurial Culture, Problem Solving, Identifying What A Customer Needs and Adding Value

34:58 – 47:07 Being a Hero to Your Customer, Holding Yourself to a Higher Standard to Succeed

47:07 – 51:51: What Makes A Good Client?

51:51 – 59:39: Pushing Through Challenging Times and Building Confidence

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

In this next episode, Mordecai interviews Abe Spira, one of Greystone's top Originators on his unique approach to origination, building client relationships, and how he was able to have 80 meetings at one NMHC conference.

Timestamps:

1:14 – 10:28: First Sales Experiences

10:28 – 15:59: Cold Calls and Developing Relationships with Clients

15:59 – 25:32: Transitioning from Residential Business to Commercial Business

25:32 – 37:54: Partnership and Making Connections

37:54 – 48:44: Lightbulb Moments, Success, and Self-Confidence

48:44 – 52:01: Leaving an Impression and Differentiating Yourself from the Competition

52:01 – 1:05:47: The Current Market, Client Behavior, COVID’s influence, and the Importance of Building Relationships with Customers

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

In this inaugural episode, Mordecai will interview Eric Taylor, the co-head of the affordable housing division of Greystone Real Estate advisors.

Timestamps:
02:06 – 9:19: First Sales Experiences and Gaining Confidence

09:19 – 15:25: Transitioning to Brokerage & Investment, Business Mentorship 

15:25 – 22:39 Dealing with Rejection and Difficulties, Getting to Success

22:39 – 30:47: Loan Origination vs. Investment Sales

30:47 – 35:35 Client Retention – Developing Relationships 

35:35 – 44:21 Innovation and Technology, Energy Leaks

44:21 – 53:48 The Current Market, Tax credits

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