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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.
42 Episodes
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In this podcast episode, Mordecai Rosenberg hosts Eric Rosenstock, a seasoned loan originator, to discuss various aspects of the multifamily mortgage industry. They start by discussing Eric's career journey, noting the importance of persistence, self-belief, and willingness to learn in achieving success. Eric's multifaceted role at Greystone involves building relationships, analyzing deal structures, and coordinating with various teams to ensure successful transactions. Discussing the m...
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, busi...
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 epis...
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 ...
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 ...
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 questi...
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 Ourselve...
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&...
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&n...
What do you do when interest rates start to move on you? What do you do when they're now up half a point or a point from where you started? How do you keep the client still invested in the outcome? Tune in and learn from the best, the professor himself, Joe Averbook. 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 I...
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 - T...
How do you get to be a $7 Billion guy? In this episode, we find out from the best: Mordecai interviews Chris Sower, Executive Managing Director with Cushman & Wakefield, and a salesman who has represented over 42,000, multi housing units, and closed over $7 billion of transactions. TIMESTAMPS: 1:54 - Early Sales Experience 7:21 - The Line Between Sales and Execution 11:56 - Differences in Process for Unit Size 14:36 - Change in Perception on Larger Sales 17:16 - Safety Zones ...
For the 30th Origination episode, Mordecai interviews Jorge Rosa, Cushman & Wakefield's Executive Managing Director of the Washington Metro Office. They discuss the recent upheaval in the market and how to build a relationship even after losing a deal. Timestamps: 1:44 - Early Sales Experience 17:14 - We Are Advisors First 24:47 - Timing is Everything 28:08 - Acquisitions vs Broker 30:15 - Transition from Acquisition to Broker 33:22 - Current Market Trends 47:30 - Advice to New Grads on...
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 St...
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...
Mordecai interviews Marvin Jeremias in the wake of his newly launched Crossmark Capital. Before embarking on this new venture, Marvin was one of the most tenacious and focused top salespeople at Meridian. In addition to being that rare person who loves cold calling, he is an educated and respected advisor to his clients. Contact: Marvin Jeremias marvin@crossmarkcapital.com 917-312-0931 TIMESTAMPS: 2:05-12:20 Early Sales Experience 12:28-30:35 Transition into Real Estate 33:00-3...
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...
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 ...
JD Stettin is one of the most solution-oriented and innovative people in the industry. He and Mordecai explore his path from selling Citrons as a boy to selling cleaning solutions, joining Greystone, and then branching out to form his own company, and the creative outlook required to found something that bridges the gap between lenders and the rest of the services a client might need. 2:02 - 12:17 Selling for Sukkot 12:17 - 21:44 A Foray in the Cl...
Rob Rubano of Cushman & Wakefield joins Mordecai Rosenberg on the Origination Podcast for a lively discussion ranging from Rob’s soccer stint in the Olympic Development Program, selling products as a mechanical engineer, acting in Los Angeles, and commercial real estate. Mordecai digs into Rob’s experiences on the advisory side and what keeps bringing clients back, as well as current capital markets trends. Please enjoy this initial episode celebrating the new partnership between Greyston...
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