Episode 6: Ana Ramos, Managing Director and Regional Product Head, Walker and Dunlop Small Balance Loans: Knowing Your Product, the Importance of Responsiveness, How Originators See the World Differently from Underwriters, Managing the Due Diligence Proce

On this episode, we'll be speaking with Ana Ramos. Ana has over 20 years of commercial real estate experience, and it's closed well over $2 billion of deals. She has one of the most thorough origination processes that I've ever seen in the industry. Please see the time stamps for specific topics:

3:26 – Importance of responsiveness and availability

4:53 – Underwriting background as a tool to provide more certainty of execution

7:58 – Mindset shifts required to transition from underwriting to origination

13:07 – When to fire a client

16:51 – Ana’s approach to a first meeting with a client

21:04 – Ana’s signature vetting process

23:23 – Importance of gaining trust of the underwriting team

25:36 – Why does the process still take so long

38:08 – Challenges that women can face in origination

41:51 – Market trends

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