Origination
66 episodes - English - Latest episode: 12 months ago - ★★★★★ - 17 ratingsJoin 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.
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Episodes
Episode 42: Unleashing the Sales Warrior Within: An Interview with Eric Rosenstock
May 16, 2023 20:00 - 1 hour - 41.6 MBIn 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 mult...
Episode 41: Mike Kemether, Executive Vice Chair at Cushman & Wakefield
February 23, 2023 18:00 - 46 minutes - 32 MBIn 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, bu...
Episode 40: Chase Johnson - Managing Director at Cushman and Wakefield
January 18, 2023 15:00 - 48 minutes - 33.4 MBThe 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. 07:1...
Episode 39: Gideon Gil
December 14, 2022 15:00 - 54 minutes - 37.4 MBSUMMARY: 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 earlies...
Episode 38: Henry Stimler, Executive Managing Director at Newmark
November 09, 2022 13:00 - 54 minutes - 37.4 MBSUMMARY: 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...
Episode 37: Craig Branton, Vice Chairman with Cushman & Wakefield
October 28, 2022 17:00 - 59 minutes - 41.1 MBSummary: 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 quest...
Episode 36: Aaron Krawitz, Founder and CEO of Bravo Capital
October 19, 2022 15:00 - 1 hour - 42.4 MBBuilding 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 ...
Episode 35: Andrew Dansker, Founder and CEO of Dansker Capital Group
October 05, 2022 13:00 - 1 hour - 41.6 MBAndrew 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 ...
Episode 34: Shana Daby, From Underwriting to Originating
September 21, 2022 18:00 - 58 minutes - 40.5 MBMordecai 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 Inflation 23:10- 30:03 Brok...
Episode 33: Joe Averbook, The Professor of FHA Finance
July 21, 2022 14:00 - 56 minutes - 39 MBWhat 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 Inflation 23:10-29:59 Brokered v...
Episode 32: Jim Gillespie, EVP of Bellwether Enterprise
July 07, 2022 12:00 - 56 minutes - 38.8 MBExecutive 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 - That ...
Episode 31: Chris Sower, Billion Dollar Closer
June 23, 2022 15:00 - 56 minutes - 39 MBHow 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 21:00 -...
Episode 30: Jorge Rosa
May 25, 2022 13:00 - 1 hour - 41.5 MBFor 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...
Episode 29: Lisa Fischman, The Power of Language in Origination
May 04, 2022 14:00 - 1 hour - 42.6 MBIt'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 Staying Involved...
Episode 29: Lisa Fischman, Top Originator
May 04, 2022 14:00 - 1 hour - 42.6 MBIt'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 Staying Involved...
Episode 29: Lisa Fischman, The Power of Language in Origination
May 04, 2022 14:00 - 1 hour - 42.6 MBIt'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 Staying Involved...
Episode 28: Yaakov Zar, Founder and CEO of Lev Capital
April 13, 2022 15:00 - 54 minutes - 37.7 MBWhile 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 - 27:23 - T...
Episode 28: Yaakov Zar, Founder and CEO of Lev
April 13, 2022 15:00 - 54 minutes - 37.7 MBWhile 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 - 27:23 - T...
Episode 27: Marvin Jeremias, Founder of Crossmark Capital
March 28, 2022 14:00 - 56 minutes - 38.8 MBMordecai 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 [email protected] 917-312-0931 TIMESTAMPS: 2:05-12:20 Early Sales Experience 12:28-30:35 Transition into Real Estate 33:00-36:45 B...
Episode 26: Nathan Schuss, Founder and CEO of Harper Capital Partner
March 14, 2022 15:00 - 54 minutes - 37.3 MBHow 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 lenders, market, peopl...
Episode 25: Dan Sacks, Underwriter to Originator
March 01, 2022 18:00 - 59 minutes - 40.7 MBDan 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 as a Salespers...
Episode 25: Dan Sacks, From Underwriter to Billion Dollar Originator
March 01, 2022 18:00 - 59 minutes - 40.7 MBDan 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 as a Salespers...
Episode 24: JD Stettin, Founder of Carnegie Capital - Always Be Curious, How Important are Site Inspections in the Sales Process, Advantages and Disadvantages of Direct Lending VS. Brokerage, and More!
February 15, 2022 15:00 - 1 hour - 45.7 MBJD 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 Cleaning Industry 21:44 - 35:25 S...
Epiosde 23: Rob Rubano, Vice Chairman Cushman Wakefield Los Angeles Office: The Importance of What Happens "Off the Field," What Acting Teaches About Sales, The Importance of Data, How to Win Trust, 2022 Capital Markets Trends, and More ,
February 08, 2022 17:00 - 59 minutes - 40.9 MBRob 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 Greystone a...
Epiosde 23: Rob Rubano, Vice Chairman Cushman Wakefield Los Angeles Office: The Importance of What Happens "Off the Field," What Acting Teaches About Sales, The Importance of Data, How to Win Trust, 2022 Capital Markets Trends, and More ,
February 08, 2022 17:00 - 59 minutes - 40.9 MBRob 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 Greystone a...
Episode 22: Alan Litt and Tom Lally, Founders of MonticelloAM, on Getting Comfortable with Being Uncomfortable, What Selling Pink Shirts Can Teach about Origination, Skating to Where the Puck is Going, and Much More ...
February 01, 2022 16:00 - 54 minutes - 37.5 MBTune in to this special double-guest episode with the co-founders of Monticello Asset Management, Alan Litt and Tom Lally. Timestamps: 1:34 - 10:49 Early Sales Experience 10:50 - 16:03 Don’t Give Up, Overcome Setbacks 16:03 - 32:00 Building Relationships, Making Connections 33:52 - 40:30 Admitting When You’re Wrong, Evolving the Experience 40:30 - 47:41 Staying Positive During Uncertainty. 47:50 - 52:31 Collaboration, Building Relationships lenders, market,...
Episode 21: Adam Lipkin, the C-PACE Guy
December 27, 2021 15:00 - 58 minutes - 40.1 MBMeet the only individual I know in the industry who has his title trademarked--Adam Lipkin is known as the "C-PACE guy" after getting involved and becoming really the expert at this new type of financing. Just having his name trademarked will clue you into the fact that Adam doesn't approach the industry and opportunities like everyone else. His creative approach to the business is innovative and unique! TIMESTAMPS: 2:00-10:00 - What is Wim Hof Breathing? 10:00-15:00 - Early Sales Exper...
Episode 20: Jeffrey Morris, the Founder of MSF Real Estate Capital, Discusses Selling Yourself, Working Past Failures, Future Success, and Leaving a Legacy
December 15, 2021 16:00 - 53 minutes - 36.7 MBJeffrey Morris is the founder of MSF Real Estate Capital, which was acquired by Walker and Dunlop in 2020. Jeff has been in the industry for 30 years, and has been a salesperson for longer than that. In this episode, he covers how he learned sales from really a young age and learned to build rapport by establishing commonality with the person he's talking to. I hope you enjoy this episode as much I did. TIMESTAMPS 2:08- 14:42 : Early Sales Experience, How to Sell Yourself and How to Appro...
Episode 19: Ira Zlotowitz, Founder of Eastern Union and Introducing Gparency! Reinventing the Brokerage Industry, the Importance of Trust, Thinking 10 Years Down the Road , and Much More!T
December 02, 2021 15:00 - 58 minutes - 40.3 MBIra is the founder of Eastern Union, but also recently founded a new company called Gparency, which is really going to reinvent how the brokerage business is done. While much of the multifamily and finance industry is very reluctant to change and slow to adopt technologies, Ira has repeatedly tried to reinvent his business many times at Eastern and now with the latest round at Gparency. Timestamps: 1:42- 3:35 - Happiness in the Business World 4:03 - 5:53 - First Sales Experience 6:23 - 13:...
Episode 19: Ira Zlotowitz, Founder of Eastern Union and Introducing Gparency! Reinventing the Brokerage Industry, the Importance of Trust, Thinking 10 Years Down the Road , and Much More!
December 02, 2021 15:00 - 58 minutes - 40.3 MBIra is the founder of Eastern Union, but also recently founded a new company called Gparency, which is really going to reinvent how the brokerage business is done. While much of the multifamily and finance industry is very reluctant to change and slow to adopt technologies, Ira has repeatedly tried to reinvent his business many times at Eastern and now with the latest round at Gparency. Timestamps: 1:42- 3:35 - Happiness in the Business World 4:03 - 5:53 - First Sales Experience 6:23 - 13:...
Episode 18: Aaron Jungreis, the Founder and CEO of Rosewood Realty Group and All Around Hustler Shares His Experiences in the Extremely Competitive Brokerage World
November 18, 2021 15:00 - 48 minutes - 33.5 MBAaron Jungreis is the founder and CEO of Rosewood Realty Group. Aaron started the company in 2007 and has sold over 2,200 properties with an aggregate value in excess of $16 billion. Aaron started this firm from scratch in the most competitive market in the world, New York City. He went up against the largest brokerage firms in the world. Aaron has given a new definition to the word hustle, and if you want to know what hustle looks like, tune in now. Timestamps: 1:40-13:50 First Sales Exper...
Episode 18: Aaron Jungreis, Founder and CEO of Rosewood Realty Group, Taking "Hustle" to a Whole New Level, the Importance of Being Proud to Sell Your Service, Picking Yourself Up After a Deal Dies, NYC Market Update, and More
November 18, 2021 15:00 - 48 minutes - 33.5 MBAaron Jungreis is the founder and CEO of Rosewood Realty Group. Aaron started the company in 2007 and has sold over 2,200 properties with an aggregate value in excess of $16 billion. Aaron started this firm from scratch in the most competitive market in the world, New York City. He went up against the largest brokerage firms in the world. Aaron has given a new definition to the word hustle, and if you want to know what hustle looks like, tune in now. Timestamps: 1:40-13:50 First Sales Exper...
Episode 17: Billy Posey, Former Head of Greystone's Agency Business - on the Blessing of an Upset Client, Getting Comfortable with Rejection, the Advantages and Disadvantages of Transitioning from Sales to Executive Leadership, and More.
November 10, 2021 16:00 - 51 minutes - 35.6 MBMordecai and Billy Posey contemplate the positives and negatives when the opportunity of moving from a sales role to a leadership role in the same firm, or the possibility to start their own firm arises in one's career. Billy was most recently the head of Greystone's agency business, a role that he filled for about 15 years, and came out of retirement to grace us with his wisdom. Time Stamps: 4:42 - Early Sales Experience and Door-to-Door Auditing 14:34 - Building Relationships 18:08 - ...
Episode 17: Billy Posey, Formerly the Head of Greystone's Agency Business, Discusses the Path from Salesperson to Senior Leadership, Management, and Building Quality Relationships
November 10, 2021 16:00 - 51 minutes - 35.6 MBMordecai and Billy Posey contemplate the positives and negatives when the opportunity of moving from a sales role to a leadership role in the same firm, or the possibility to start their own firm arises in one's career. Billy was most recently the head of Greystone's agency business, a role that he filled for about 15 years, and came out of retirement to grace us with his wisdom. Time Stamps: 4:42 - Early Sales Experience and Door-to-Door Auditing 14:34 - Building Relationships 18:08 - ...
Episode 16: Erik Lindenauer, the Executive Chairman of Housing & Healthcare Finance - Are You Selling the Right Product for You, the "Golden Rule" in Sales, Why Signing the Deal Up is Just the First Step, and More
October 22, 2021 13:00 - 1 hour - 42.1 MBErik Lindenauer is the founder and Executive Chairman of Housing & Healthcare Finance. He is interestingly, the second person we've spoken to on the podcast, who got his start in sales by selling shoes. We'll examine a potential connection between selling shoes and origination, creating a positive customer experience, and how to stay motivated in the origination game. TIMESTAMPS: 2:30 - 7:00 - Early Sales Experiences and Mom's Pottery 7:30 - 34:00 - Creating a Positive Customer Experienc...
Episode 16: Erik Lindenauer, the Executive Chairman of Housing & Healthcare Finance Got His Start in Shoe Sales, Discusses Motivation, the Positive Customer Experience, and Developing a Great Team
October 22, 2021 13:00 - 1 hour - 42.1 MBErik Lindenauer is the founder and Executive Chairman of Housing & Healthcare Finance. He is interestingly, the second person we've spoken to on the podcast, who got his start in sales by selling shoes. We'll examine a potential connection between selling shoes and origination, creating a positive customer experience, and how to stay motivated in the origination game. TIMESTAMPS: 2:30 - 7:00 - Early Sales Experiences and Mom's Pottery 7:30 - 34:00 - Creating a Positive Customer Experienc...
Episode 15: Josh Sasouness, Co-Founder of Dwight Capital - What it Takes to Be a Billion Dollar Originator, How to Ask the Right Sales Questions, the Importance of Salespeople Valuing Themselves and their Product
September 30, 2021 15:00 - 59 minutes - 41.2 MBJosh Sasouness is one of the hungriest sales people you will meet. He is the co-founder and co-CEO of Dwight Capital, which is a leading FHA lender in the country, as well as the founder and partner in Dwight Mortgage Trust, Dwight Funding, and Dwight City Group. In this episode you'll hear the scope of Josh's journey from an apartment broker right out of school to the CEO and founder of the companies he runs now. TIMESTAMPS: 2:16-3:55 - Early Sales Experience 7:09-10:00 Bringing value...
Episode 15: Josh Sasouness, Co-Founder of Dwight Capital - What it Takes to Be a Billion Dollar Originator, How to Ask the Right Sales Questions, the Importance of Salespeople Valuing Themselves and their Product
September 30, 2021 15:00 - 59 minutes - 41.2 MBJosh Sasouness is one of the hungriest sales people you will meet. He is the co-founder and co-CEO of Dwight Capital, which is a leading FHA lender in the country, as well as the founder and partner in Dwight Mortgage Trust, Dwight Funding, and Dwight City Group. In this episode you'll hear the scope of Josh's journey from an apartment broker right out of school to the CEO and founder of the companies he runs now. TIMESTAMPS: 2:16-3:55 - Early Sales Experience 7:09-10:00 Bringing value...
Episode 14: Steve Rosenberg, Founder & CEO of Greystone -- From Selling Cokes at the Circus to CEO, How to Eliminate the Competition in a First Meeting, Leading by Caring, and Much More
September 13, 2021 15:00 - 54 minutes - 37.4 MBOn this episode, I'll be speaking with Steve Rosenberg, the founder and CEO of Greystone. I am also lucky enough to have him as my father. I think you'll enjoy this conversation as we discuss how he got his start in sales, what continues to motivate him after achieving success, and what a starring role in the third grade play has to do with origination. 2:00 First Sales Experiences, and Confidence. 6:30 How to Connect? Adding value. 21:40 Defining Success, Overcoming Difficulties, a...
Episode 13: Aaron Hargrove, Co-Head of Greystone Real Estate Advisors on Adding Value to Clients, Importance of Listening, and More
September 01, 2021 15:00 - 53 minutes - 36.7 MBAaron Hargrove is one of the co-heads of Greystone's affordable housing investment sales group. During our interview, Aaron demonstrates what it means to be successful by adding value, providing knowledge and information, and going the extra step to understand the client's business. 2:10 Early Sales Experience: The Tree Farm 10:07 Using Your Gifts 14:11 The First Sales Meeting is a Gratitude Meeting 22:34 What To Do After Achieving That Goal 27:45 Being Empathetic to Your Team Enabl...
Episode 13: Aaron Hargrove and How Adding Value Creates Success
September 01, 2021 15:00 - 53 minutes - 36.7 MBAaron Hargrove is one of the co-heads of Greystone's affordable housing investment sales group. During our interview, Aaron demonstrates what it means to be successful by adding value, providing knowledge and information, and going the extra step to understand the client's business. 2:10 Early Sales Experience: The Tree Farm 10:07 Using Your Gifts 14:11 The First Sales Meeting is a Gratitude Meeting 22:34 What To Do After Achieving That Goal 27:45 Being Empathetic to Your Team Enabl...
Episode 12: Elisa Brown, Mapps Travel Agency
August 24, 2021 13:00 - 54 minutes - 37.2 MBOn this episode, I'll be speaking with Elisa Brown, the CEO and founder of Mapps Travel Agency. Having just returned from a fantastic trip planned by Elisa, I thought there were lessons that all of us could learn from how Elisa operates her business and the above and beyond customer service she provides. 4:00 - Customer Service 19:00 - How to determine if Mapps Travel is the right fit for you 30:00 - Accommodating rapid change requests 38:00 - Travel amidst new Covid concerns 43:00 -...
Episode 12: Elisa Brown, Founder Mapps Travel Agency, This Episode is Packed With Ideas that the Multifamily Industry Should Adopt: Initial Client Consultations, Focusing on the Client Experience, Anticipating Client Needs, Sampling the Product Before the
August 24, 2021 13:00 - 54 minutes - 37.2 MBOn this episode, I'll be speaking with Elisa Brown, the CEO and founder of Mapps Travel Agency. Having just returned from a fantastic trip planned by Elisa, I thought there were lessons that all of us could learn from how Elisa operates her business and the above and beyond customer service she provides. 4:00 - Customer Service 19:00 - How to determine if Mapps Travel is the right fit for you 30:00 - Accommodating rapid change requests 38:00 - Travel amidst new Covid concerns 43:00 -...
Episode 11: Blake Janover, Founder and CEO Janover Inc., the Four Hour Originator, How He Generates 1,000 Inbound Inquiries Per Week, The Secret to Effective SEO Marketing, and More!
August 05, 2021 13:00 - 46 minutes - 32.3 MBBlake and I discuss books, empathic technology, and the origin story of his lead generating machine. Time Stamps: 2:17 The Tim Ferriss of Loan Origination 4:07 Blake's early inspirations 5:52 The best lead generating machines in the multifamily industry 8:22 Where technology meets real estate finance 10:11 A foray into hacking and speaking tech to non-techies 14:42 Empathetic technology and innovation 17:37 Multifamily.loans origin story 23:26 What do people want to know and how d...
Episode 11: Blake Janover
August 05, 2021 13:00 - 46 minutes - 32.3 MBBlake and I discuss books, empathic technology, and the origin story of his lead generating machine. Time Stamps: 2:17 The Tim Ferriss of Loan Origination 4:07 Blake's early inspirations 5:52 The best lead generating machines in the multifamily industry 8:22 Where technology meets real estate finance 10:11 A foray into hacking and speaking tech to non-techies 14:42 Empathetic technology and innovation 17:37 Multifamily.loans origin story 23:26 What do people want to know and how d...
Episode 11: Blake Janover, Founder and CEO Janover Inc., the Four Hour Originator, How He Generates 1,000 Inbound Inquiries Per Week, The Secret to Effective SEO Marketing, and More!
August 05, 2021 13:00 - 46 minutes - 32.3 MBBlake and I discuss books, empathic technology, and the origin story of his lead generating machine. Time Stamps: 2:17 The Tim Ferriss of Loan Origination 4:07 Blake's early inspirations 5:52 The best lead generating machines in the multifamily industry 8:22 Where technology meets real estate finance 10:11 A foray into hacking and speaking tech to non-techies 14:42 Empathetic technology and innovation 17:37 Multifamily.loans origin story 23:26 What do people want to know and how d...
Episode 10: JP Conklin of Loan Boss
July 27, 2021 14:00 - 48 minutes - 33.3 MBJoin me and JP as we discuss his companies, Loan Boss and Pensford Financial Group, and the innovative system he has created. See the timestamps for topics: 1:33-5:30 Entrepreneurs as Salespeople 5:30-7:19 First Sales Experience 8:42-13:09 Persuasion/Empathy 13:09-16:28 Compromise/Value Exchange 16:28-20:50 Loan Boss 20:50-24:13 Target Buyer 24:13-27:28 Business Development 27:28-30:47 Digital Marketing 30:47-33:57 Return Rate 34:52-39:11 Offering Value 39:11-47:20 Technology & ...
Episode 10: JP Conklin, Founder and President of Loan Boss and Pensford: Are All Entrepreneurs Salespeople? Intellectual Curiosity as the Sales Superpower, the Importance of Empathy, Overlooked Opportunities for Collaboration, and much more!
July 27, 2021 14:00 - 48 minutes - 33.3 MBJoin me and JP as we discuss his companies, Loan Boss and Pensford Financial Group, and the innovative system he has created. See the timestamps for topics: 1:33-5:30 Entrepreneurs as Salespeople 5:30-7:19 First Sales Experience 8:42-13:09 Persuasion/Empathy 13:09-16:28 Compromise/Value Exchange 16:28-20:50 Loan Boss 20:50-24:13 Target Buyer 24:13-27:28 Business Development 27:28-30:47 Digital Marketing 30:47-33:57 Return Rate 34:52-39:11 Offering Value 39:11-47:20 Technology & ...
Episode 9: Peter von der Ahe
July 14, 2021 13:00 - 43 minutes - 30.1 MBPeter runs Marcus and Millichap, New York City investment sales office, and has been a dominant figure on the scene for well over a decade. Peter is the host of several multifamily podcasts, including Behind the Break, where he covers the Manhattan market, as well as Multifamily Memo where he talks about other markets across the country. Mordecai and Peter have a conversation ranging from his first garage sale experience to becoming a thought leader in the industry. See the timestamps for ...
Episode 9: Peter von der Ahe, Head of NY Multifamily at Marcus and Millichap, Host of Behind the Bricks Podcast: The Secret to the Best First Meeting with a Client, How Technology is Impacting Salespeople, and the Little Post-Closing Touch That Can Make A
July 14, 2021 13:00 - 43 minutes - 30.1 MBPeter runs Marcus and Millichap, New York City investment sales office, and has been a dominant figure on the scene for well over a decade. Peter is the host of several multifamily podcasts, including Behind the Break, where he covers the Manhattan market, as well as Multifamily Memo where he talks about other markets across the country. Mordecai and Peter have a conversation ranging from his first garage sale experience to becoming a thought leader in the industry. See the timestamps for ...