Origination

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...

 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 cr...

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.

TIMES...

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...

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 wher...

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 -...

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: Und...

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   ...

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  Selli...

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...

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 - Ch...

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 Acq...

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 

3...

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 ...

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: 

2:0...

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 Sel...

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 Adap...

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...

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 in...