Origination
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.
Episodes
42 episodes
Episode 42: Unleashing the Sales Warrior Within: An Interview with Eric Rosenstock
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...
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Season 1
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Episode 42
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1:00:28
Episode 41: Mike Kemether, Executive Vice Chair at Cushman & Wakefield
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...
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Season 1
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Episode 41
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46:33
Episode 40: Chase Johnson - Managing Director at Cushman and Wakefield
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 selli...
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Season 1
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Episode 40
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48:28
Episode 39: Gideon Gil
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...
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Season 1
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Episode 39
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54:22
Episode 38: Henry Stimler, Executive Managing Director at Newmark
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 ...
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Season 1
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Episode 38
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54:19
Episode 37: Craig Branton, Vice Chairman with Cushman & Wakefield
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 p...
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Season 1
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Episode 37
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59:43
Episode 36: Aaron Krawitz, Founder and CEO of Bravo Capital
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 perspectiv...
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Season 1
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Episode 36
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1:01:38
Episode 35: Andrew Dansker, Founder and CEO of Dansker Capital Group
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...
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Season 1
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Episode 35
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1:00:26
Episode 34: Shana Daby, From Underwriting to Originating
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...
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Season 1
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Episode 34
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58:52
Episode 33: Joe Averbook, The Professor of FHA Finance
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...
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Season 1
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Episode 33
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56:38
Episode 32: Jim Gillespie, EVP of Bellwether Enterprise
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...
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Season 1
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Episode 32
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56:23
Episode 31: Chris Sower, Billion Dollar Closer
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, a...
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Season 1
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Episode 31
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56:41
Episode 30: Jorge Rosa
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 lo...
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Season 1
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Episode 30
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1:00:24
Episode 29: Lisa Fischman, The Power of Language in Origination
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...
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Season 1
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Episode 29
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1:02:00
Episode 28: Yaakov Zar, Founder and CEO of Lev
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 ...
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54:51
Episode 27: Marvin Jeremias, Founder of Crossmark Capital
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 w...
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Season 1
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Episode 27
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56:28
Episode 26: Nathan Schuss, Founder and CEO of Harper Capital Partner
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 potentia...
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Season 1
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Episode 26
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54:14
Episode 25: Dan Sacks, From Underwriter to Billion Dollar Originator
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 trans...
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Season 1
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Episode 25
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59:14
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!
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...
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Season 1
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Episode 24
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1:06:26
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 ,
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 Angel...
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Season 1
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Episode 23
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59:29
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 ...
Tune 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 ...
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Season 1
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Episode 22
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54:32
Episode 21: Adam Lipkin, the C-PACE Guy
Meet 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 c...
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Season 1
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Episode 21
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58:17
Episode 20: Jeffrey Morris, the Founder of MSF Real Estate Capital, Discusses Selling Yourself, Working Past Failures, Future Success, and Leaving a Legacy
Jeffrey 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 sa...
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Season 1
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Episode 20
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53:22
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!
Ira 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...
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Season 1
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Episode 19
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58:31
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
Aaron 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 ...
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Season 1
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Episode 18
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48:38