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.
07/07/22 • 56 min
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
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
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
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
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
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
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
Episode 39: Gideon Gil
Origination
12/14/22 • 54 min
SUMMARY:
Gideon Gil, Executive Managing Director at Cushman and Wakefield, is interviewed on the origination podcast. Gil talks about his early sales experiences, the importance of storytelling in sales, and how to create a sense of calm for clients during chaotic market conditions. He also discusses the trend towards bigger deals in the multifamily industry, and the role of relationships in closing transactions.
TIMESTAMPS:
0:15 - Introduction to this episode.
1:40 - What Gideon’s earliest sales experience looks like in his life
7:08 - Never Split The Difference
9:42 - What are some of the war stories that come to mind for you?
15:22 - Advice for people who want to get into the industry
20:23 - Presenting deals to an investment committee with 30 years of experience
24:47 - What is the key to telling a good story?
29:39 - How to use social media to get your message out
34:39 - Is there a “one size fits all” answer?
40:43 - The importance of getting ahead of the market in order to be ready when the market breaks
46:55 - Are there any banks or lenders starting to sell loans in distressed markets?
lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt
10/28/22 • 59 min
Summary:
On this episode, Mordecai speaks with Craig Branton, who is a vice chairman with Cushman and Wakefield, recorded at the end of October 2022. The multifamily market is kind of in turmoil, interest rates are up by several points, and so sales have grounded to a halt and refinancing has slowed. So what do you do as a salesperson? What do you have, when you don't have something to sell at that current moment where the where the market is not very transactional. We dive into these questions with Craig, who shares really great ideas on what you can do during this time.
Timestamps:
0:15 - What Do You Do When You Don't Have Something To Sell?
1:41 - Craig’s Earliest Sales Experience
4:57 - How Sales Training Is Different From Sales Training
11:07 - The Importance Of Cold Calling vs. Networking
17:11 - Demonstrating Differentiated value
22:04 - What Is The Most Difficult Part Of The Business?
25:37 - The Importance Of Taking On Deals That Have A Reasonable Chance Of Going Sideways
31:35 - Selling People Like To Get High And Hope
36:21 - Why People Do Business With You
43:31 - Advice To Clients
47:40 - What’s Happening With FHA Financing
51:41 - What’s Going On In The Multifamily Market Today
56:35 - How To Measure The Success Of Your Database
lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt
09/21/22 • 58 min
Mordecai interviews top originator, Shana Daby of Greystone, in this 34th episode. Shana discusses her path from underwriter to originator, the similarities between selling and teaching, focusing on service, and her drive to take on the complex and "hairy" deals.
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- 30:03 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
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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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