Origination
Mordecai Rosenberg
Join us as we delve into the world of multifamily and commercial real estate, engaging in insightful interviews with industry-leading loan originators and salespeople. Discover the secrets that set apart these top performers from the competition as we uncover the strategies and skills that drive their success.
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Top 10 Origination Episodes
Goodpods has curated a list of the 10 best Origination episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to Origination for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite Origination episode by adding your comments to the episode page.
02/23/23 • 46 min
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
01/18/23 • 48 min
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
05/04/22 • 62 min
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
04/13/22 • 54 min
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
03/14/22 • 54 min
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
03/01/22 • 59 min
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
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
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
Join me and JP as we discuss his companies, Loan Boss and Pensford Financial Group, and the innovative system he has created.
See the timestamps for topics:
1:33-5:30 Entrepreneurs as Salespeople
5:30-7:19 First Sales Experience
8:42-13:09 Persuasion/Empathy
13:09-16:28 Compromise/Value Exchange
16:28-20:50 Loan Boss
20:50-24:13 Target Buyer
24:13-27:28 Business Development
27:28-30:47 Digital Marketing
30:47-33:57 Return Rate
34:52-39:11 Offering Value
39:11-47:20 Technology & Salespeople
lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt
Sam Freshman founded Standard Management Company and has been a multifamily investor since 1961. I thought it would be interesting to speak to Sam about what it's like being on the other side of the table as a buyer.
Listen to particular topics at these times:
2:05 – Which relationships should you “buy and hold”
8:36 – You need to capture the prospect’s attention within the first 10 seconds
12:05 – Referrals are the “silver bullet” path into a client
17:44 – Never be old enough to know better
20:19 – Only compare yourself with your own potential – not someone else’s
32:04 – The importance of picking the right target audience
33:50 – A client is not thinking about you when you are not in front of them
39:55 – The most important thing to look for when buying a multifamily apartment
40:59 – The most important thing to look for when buying a retail property
42:43 – Current pricing levels and inflation
lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt
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FAQ
How many episodes does Origination have?
Origination currently has 42 episodes available.
What topics does Origination cover?
The podcast is about Commercial Real Estate, Real Estate, Interview, Multifamily, Podcasts, Sales and Business.
What is the most popular episode on Origination?
The episode title 'Episode 41: Mike Kemether, Executive Vice Chair at Cushman & Wakefield' is the most popular.
What is the average episode length on Origination?
The average episode length on Origination is 55 minutes.
How often are episodes of Origination released?
Episodes of Origination are typically released every 13 days, 21 hours.
When was the first episode of Origination?
The first episode of Origination was released on May 4, 2021.
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