Episode 36: Aaron Krawitz, Founder and CEO of Bravo Capital

10/19/22 • 61 min

Building knowledge is incredibly important, but the anticipation of what's around the corner can be even more important for an originator. Aaron Krawitz is excellent at both. He is the founder and CEO of Bravo Capital, and offers his perspective on the importance of the originator's role in loan sign ups, how to build your brand, and how to continuously grow and build your skills and knowledge.
TIMESTAMPS:

1:22 - Aaron's Earliest Sales Experiences

8:04 - We’ve Surrounded Ourselves with an Exceptional Team

15:48 - Starting as an Analyst vs. an Underwriter

20:22 - How to Make a Craft at Origination

25:32 - What’s Your Formula for Underwriting and Closing?

31:31 - Preparing Your Team for Their Next Job

35:29 - Building Your Own Brand and Building Your Own Platform

42:16 - The Benefits of Having a Regional Approach in the FHA Space.

48:04 - What is the Off Ramp From Origination?

53:51 - How Do I Best Serve My Customers?

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

1:22 - Aaron's Earliest Sales Experiences

8:04 - We’ve Surrounded Ourselves with an Exceptional Team

15:48 - Starting as an Analyst vs. an Underwriter

20:22 - How to Make a Craft at Origination

25:32 - What’s Your Formula for Underwriting and Closing?

31:31 - Preparing Your Team for Their Next Job

35:29 - Building Your Own Brand and Building Your Own Platform

42:16 - The Benefits of Having a Regional Approach in the FHA Space.

48:04 - What is the Off Ramp From Origination?

53:51 - How Do I Best Serve My Customers?

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

Previous Episode

Episode 35: Andrew Dansker, Founder and CEO of Dansker Capital Group

Andrew Dansker has carved out a niche in the origination world, and has used his unique value proposition to create an incredibly strong referral source of business. He walks us through his journey during this episode, as well as discusses that impossible thing for a sales person: work life balance.
TIMESTAMPS:

11:23: How To Align My Interests With the Interests of People I'd Like to Have as Referral Sources

13:06: Understanding What You're Selling

27:32: Growth and Learning Over Time

29:30: What You Do vs What You Do Well

37:39: Making Your Referral Source Look Good

38:39: Work Life Balance

46:41: At What Point Can You Start Setting Limits

51:09: Advice For Newer Salespeople

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

Next Episode

Episode 37: Craig Branton, Vice Chairman with Cushman & Wakefield

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

Origination - Episode 36: Aaron Krawitz, Founder and CEO of Bravo Capital

Transcript

Mordecai Rosenberg00:00:00.000

Hey, this is Mordecai, welcome back to the Origination Podcast, where we speak to the top originators and brokers in the multifamily industry to try to understand what separates the top performers from the rest of the pack. On this episode, I'll be speaking with Aaron Krawitz, founder and CEO of Bravo Capital. This is such a great conversation. Some of the things we'll talk about include the importance of not just building knowledge, but