Episode 39: Gideon Gil

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

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

Previous Episode

Episode 38: Henry Stimler, Executive Managing Director at Newmark

SUMMARY:
On this episode, I had the pleasure of speaking to Henry Stimler who is an Executive Managing Director at Newmark. Henry certainly knows how to go hunting for whales. Yeah, he actually closed new marks largest agency deal, clocking in at $1.85 billion. That's the kind of loan that every originator fantasizes about. Henry came to the country from England with foreign dollars, and no industry background, but somehow was able to land those types of deals within just about 10 years from entering the industry. So how did he do it? There are a couple of themes that I think you'll hear you're one is the enthusiasm and energy with which Henry approaches the business. Energy is attractive. energy and enthusiasm you make people want to be around you. And you'll hear that come across very clearly in my conversation with him. The other component that you'll hear is the idea of really focusing on the client and what's in it for them, how can you help them grow their business, it's not about selling a product, it's about helping them achieve their future. This is really an awesome conversation.
TIMESTAMPS:
0:00 - What separates the top performers from the rest.

1:57 - What’s your earliest sales experience?

7:46 - How to get into the world of multifamily finance.

11:14 - How he got into the real estate finance business.

16:55 - What is the best piece of advice you can give someone trying to make it?

22:10 - You can act confident even if you don’t feel courageous.

28:21 - The most important thing in the multifamily business is your ability to raise equity -.

33:21 - How to get your foot in the door -.

37:03 - What’s your approach when you’re working with an originator who doesn’t want to close a deal.

41:41 - What’s the future of fixed-rate finance?

45:29 - How do you stay in contact with clients and provide value in a non-transactional environment?

52:01 - The first thing that people lose in times of distress is their future.

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 40: Chase Johnson - Managing Director at Cushman and Wakefield

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

Origination - Episode 39: Gideon Gil

Transcript

Mordecai Rosenberg00:00:15.089

Hey, it's Mordecai. And welcome back to the origination podcast, where we speak to the top salespeople and sales leaders 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 Gideon Gill Executive Managing Director at Cushman and Wakefield. Gideon has been a prolific producer, and has closed over a billion dollars of financings in his career. T