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 multifamily loan origination process, they highlight how originators must understand the needs of multifamily owners and recommend suitable loan products. The conversation underlines the importance of trust in these relationships, emphasizing that originators must truly understand their clients' needs and communicate effectively to foster this trust.

The conversation wraps up with a discussion on market challenges, the importance of execution, and the value of knowledge and experience. They delve into the complexity of the current market, noting the challenges presented by rising interest rates and the ongoing impact of the pandemic. The pair suggest that in the face of these obstacles, more sophisticated producers with a deep understanding of their product and the market stand a better chance of success.

What separates the top salespeople from the rest of the industry. (0:15)
What’s the sales process like when you’re starting out? (1:43)
Perseverance in the face of competition. (6:44)
What’s an originator? -. (14:54)
Selling on knowledge vs. selling on sales. (17:00)
Balancing origination with family. (25:24)
How to avoid big mistakes in business and life. (30:41)
The importance of having a relationship with your clients -. (36:24)
The importance of having a mentor in the industry. (42:07)
What are you doing if you’re starting out? (49:05)
What’s the return on equity? -. (54:05)

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

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, business, borrower, easy, long, sales, chase, interest rates, debt

 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