Originate Report - March 2020 - WOMEN IN REAL ESTATE by Originate Report

MARCH 2020

THE OFFICIAL MAGAZINE OF GERACI

SPECIAL EDITION FEATURING

Women in Real Estate

INSIDE:

Karey Geddes VIANOVA CAPITAL

A Voice of Experience

BETH Oâ&#x20AC;&#x2122;BRIEN, COREVEST FINANCE

Advice from the Lady on the Leaderboard

To the Young Professionals Light Your Own Fire, Kid Linda Hyde AAPL www.originate.report 1

2 Originate Report March 2020

CONTENTS MARCH 2020

Features 15 To the Young Professionals…

By Kristina Sawyer, Arixa Capital

22 Advice from the Lady on the Leaderboard

By Kendra Rommel, Civic Financial Services

24 Culture Corner: PeerStreet

Originate Report Staff

29 Light Your Own Fire, Kid

A Note For Young Women

By Elizabeth Morales, The Mortgage Office

33 The Importance of Intentionality

In and Out of the Workplace

By Ruby Keys, Geraci Media

36 Five Strategies for Staying on Task

By Melissa C. Martorella, Esq., Geraci LLP

Who To Know 6

Karey Geddes - A Voice of Experience

Originate Report Staff

12 Wisdom From The Ceo

Beth O’Brien, President & CEO – CoreVest Finance

18 Industry Spotlight

Linda Hyde, Managing Director – AAPL

In Every Issue 36

Upcoming Events

42 Lender Directory

29 www.originate.report 3

Revenue diversification

Fix N’ Flip, Bridge, Refinance, Ground Up & Small Balance Commercial

TODAY’S MARKET OPPORTUNITY: •

•

100 billion dollar non owner-occupied investment space SFR ’s 1-4 Fix N’ Flip, Bridge, Refinance, Ground Up & Small Balance Commercial Diversify product offering and add new revenue opportunities you may be missing out on Legally compensate your most prized relationships (Realtors) for referrals

WHAT TO LOOK FOR IN A BROKER + CAPITAL PARTNER RELATIONSHIP: • • •

Concierge across product offering with underwriting, training, service and support Dedicated call center for loan origination support and fund control Marketing materials provided including product tear sheets, pitch decks and web banners

In today’s market, refinancings have limited availability and there’s not much new housing inventory to lend against. For mortgage Brokers, this means the obvious; there are a lack of transactions in the market to profit from. For shops that are only doing refinance or traditional mortgages, opportunities only come around every 5-7 years. You’ve got to have a big client base to have volume. With financial products across SFR ’s 1-4 Fix N’ Flip, Bridge, Refinance, Ground Up & Small Balance Commercial, the sales cycle is faster, there is significantly higher recurring business, and a few lenders have teams dedicated to helping you succeed.

BROKERS, PARTNER TODAY

4 Originate Report March 2020

Think of it as a new product offering which results in the diversification of your potential revenue. All of this is well within reach, and much easier than you may think. The NON-O/O investment space is a 100 billion dollar industry that has come full circle since the last market downturn. Over the last decade private lending has been growing, and the comeback of property investors is at an all-time high. Here’s what it takes to do these types of loans and a good private lender will handle these things for your Brokerage… • • • • • • •

Review and process loan applications Document collection Facilitate Appraisal Coordinate Title & Escrow Complete underwriting Facilitate Funding Pay you

Traditional Realtors and Mortgage Brokers have the misconception they need an NMLS license to be a lender in this product space. The main point in dealing with a private lender is while they primarily fund SFR’s, these loans are governed under commercial guidelines. Thus we are not governed under RESPA, TRID or TIlLA. These loans are funded only into business entities allowing 7-10 business day closings and can pay anyone under a Brokerage license a referral fee or commission on the HUD at closing. There are two avenues a Brokerage launching this type of product to Real Estate professionals can expect to see. You can be a Correspondent Partner (the lender would fund in your name)

http://triumph.capital/brokers

or an Origination Partner (the client would see the lender’s name on the HUD). Most deals are funded under a single set of product guidelines allowing training, underwriting and servicing to be easily understood. CORRESPONDENT PARTNER (CP): You look and feel like the lender, a complete white-label product. ORIGINATION PARTNER (OP): Traditional Broker + lender relationship, lender shows on HUD. A full concierge service for Broker partners handling everything from A-Z is an entirely new model for private lending and Mortgage Brokers / Real Estate professionals. Working with a direct lender enables Mortgage Brokers to keep the lion’s share of the profit and have the potential to earn from the yield spread as well, all while monetizing on much more frequent lending transactions, instead of the normal 5-7 year customer lifecycle. There many private lenders chasing this strategy and it’s safe to be wary of who to work with. While choosing a partner, look for someone who understands the business and has a strong reputation for closing transactions. You’ll also need support with marketing materials. Having the right documents and product tear sheets (one-pagers) for conversations, trade shows, etc. is helpful in positioning the opportunity with your existing book of referral business from Realtors.

For more information call

877-450-9741

ROB JENNINGS robert@triumph.capital

GEORGE O. FLINT goflint@triumph.capital

CEO Geraci LLP ANTHONY GERACI Anthony@Originate.Report Vice President Geraci Media RUBY KEYS Ruby@Originate.Report Editorial Director MAX BERGER Max@Originate.Report Art Director LYNDA HIGHT L.Hight@Geracillp.com CONTRIBUTORS Kristina Sawyer • Kendra Rommel Elizabeth Morales • Linda Hyde Melissa C. Martorella, Esq Ruby Keys • Beth O’Brien FOUNDING UNDERWRITERS

MARK HANF President, Pacific Private Money ORIGINATE WEBSITE www.originate.report GERACI LAW FIRM www.geracilawfirm.com MEDIA WEBSITE www.geracimediagroup.com CONFERENCE WEBSITE www.geracicon.com

Letter

from the

Editor

“I would like to be remembered as someone who used whatever talent she had, to do her work to the very best of her ability.” -Ruth Bader Ginsburg Welcome to the March Edition of Originate Report!

In tribute to Women’s History Month, Originate Report is focusing its spotlight on some of the most impactful women in real estate; those who are making a tangible difference in our industry. The entire purpose of Women’s History Month is to share the stories of women who changed the course of American history. By choosing to highlight these women, our goal is to inspire more talented women who will choose to join their ranks. As the private lending industry has grown, so have the number of women in the space. A testament to their increased involvement, we are seeing more women in leadership positions than ever before, and more representation at industry events. There is plenty of work yet to be done, but we want this edition to serve, not as a condemnation to the standards that have set precedence, but as a celebration. To focus less on where we have fallen behind and more on spotlighting the achievements and wisdom of the powerful women leading the charge. In the words of Karey Geddes with ViaNova Capital, this edition’s esteemed cover story: “Hard work, dedication and focus can take you anywhere. Never give up even when someone is standing in your way, find a way around.”

Max

Max Berger Originate Report Editorial Director www.originate.report 5

PROFILE

Karey Geddes, President and Founder of Vianova Capital

A Voice of Experience Karey Geddes, President and Founder of Vianova Capital By Originate Report Staff

iaNova

Capital

Group,

from Pace University, Geddes has a

ViaNova Capital Group, Karey helped

headquartered in New York

proven track record in residential

launch and build the WinWater Home

lending,

Mortgage conduit from the ground

veteran Karey Geddes. Holding a B.A.

building and managing mortgage

up; in less than a year it went from

in Finance and Minor in Economics

conduits.

a startup to over $1 billion in Jumbo

City, is led by industry-

6 Originate Report March 2020

specifically

Prior

focused

establishing

“Working on Wall Street was very

calls and realized that there were a

intense; it required long hours,

great deal of lenders who had $1-$5

especially at the start,” she said.

million in friend and family money,

“After leaving the street to build out

but once that capital was deployed

The Winter Group, I found myself

another loan couldn’t be made until

working just as many hours as we

something in their portfolio paid

laid the foundation for a broker/

off; that was when the conduit idea

dealer and mortgage conduit trading

started to really take form.”

in many products such as Jumbo A, Alt A, 2nd liens etc..”

After the business model for ViaNova came to fruition, Karey said she

After many years of burning the

searched

candle at both ends, Karey decided

partners and capital sources to get

to take some time off to travel and

the company out of its theoretical

regroup leaving the market in 2006

stages – first, she turned inward

and returning in 2010.

with some self-funded capital. But

Having a

couple of different opportunities, nothing seemed to fit until WinWater. Although the conduit (WinWater) was a great operational success, with interest rates where they remained, there was no money in the trade and she decided to look at some other opportunities. Frustrated with the 30-year duration trade at that time– Karey began to investigate the fix and flip space, a short term product which at the time, suffered from a A

origination

volume

competing

sever lack of institutional capital

against the largest banks in America.

available

Prior to WinWater, Karey was a

numbers and build a business plan

founding partner of The Winter

those

originators.

Karey said she began to crunch the for ViaNova Capital Group LLC.

Group, where she and the other self-funded

“ViaNova is a mortgage conduit

venture from $15 million to over

created for fix and flip lenders.

$150 million in just three years; as

When I began doing research I was

ViaNova Capital continues to expand,

attracted

Karey sat down with Originate Report

nature of the product, the borrower

to discuss her storied career in real

profile, the opportunity to rebuild

estate, the lessons she has learned

communities

over the course of two decades, and

help the small to medium-sized

building a new company as a single

originators grow their businesses

mother.

by recycling their capital through

partners

grew

the

and

short

the

duration

desire

my conduit. I started making phone

for

the

best

possible

then she found a home with Cohen & Company LLC, where she found valuable partners and the initial capital to get ViaNova off the ground.. “As of now we’re continuing to grow this product line [fix and flip] – we’re working towards somewhere north of $50M a month but have capacity for more,” Geddes said. “We’re more of a boutique shop, some of our competitors are backed by bigger institutional players. What we’ve traded on effectively in my past – which continues to this day – is really strong customer service.” This

customer

service,

Karey

explained, begins with a 24/7 online origination

toolset

that

allows

originators to quote ViaNova rates at the table with their borrower. Additionally,

Karey

added,

the

ViaNova staff prides itself on being able to answer credit questions in a timely manner – often, these questions are complex and a lack of Karey Geddes: Continues on pg. 8

www.originate.report 7

counterparts. At times it was very

Karey Geddes: Continued from pg. 7

answers could mean concern for a potential deal. “There are so many lenders out there right now and it is a very competitive landscape – if you cannot answer a borrower’s questions on the spot, they are likely to go to another lender,” she explained. “We have all been trained to be very responsive to our originators and their needs. We’ve received many compliments

find a way around”.

frustrating.” “The issue of gender always hangs According to research from Catalyst,

overhead. It’s really how you place

women only held 12.2 percent of CFO

yourself and what attitude you have

roles globally in 2018. Additionally,

towards it,” Karey said. “Decades

in the top 20 global financial service

ago, it wasn’t viewed as much of an

firms, women only accounted for 18

issue if someone made a comment or

percent of executive committees, up

joke but today it is a very different

slightly from 13 percent in 2014.

landscape. I had to take it on the chin a little bit and move forward, just

Although

men

disproportionately

stay focused.”

serve on executive committees in the financial sphere, women do make

Staying focused, however, became

up 62 percent of certified Realtors –

difficult while transferring from

additionally, according to data from

one position to another; in different

Biz Women, earning potential for

facets of the real estate world, she

into the system and it returns a rate

women in the real estate sphere is

added, the culture that existed did

at which we will purchase that loan.”

much greater.

not always favor equity for a woman

on the technology, as it is very userfriendly, and originators can enter just a few simple loan characteristics

determined to “get the job done.” Recalling Wall

her

Street,

experience Karey

said

Even

though

Karey

said

she

“The

sometimes had to work harder than

“When I moved into sales it became

journey to ViaNova wasn’t always

her male counterparts, the battles

challenging because men tended to

straightforward; as a woman in the

she has fought have only made her

be covered by other men in many

mortgage banking space, working

a stronger person. “Hard work,

different

harder, longer and more efficiently

dedication and focus can take you

she

seemed to be the only way to

anywhere. Never give up even when

environments

gain recognition over

someone is standing in your way,

had fun throughout the process –

the male

Karey Geddes, President and Founder of Vianova Capital

8 Originate Report March 2020

said.

aspects “I

business,”

adapted and

quite

those

frankly,

we worked hard and played hard. I gained the respect of my clients and peers.” Karey attributes her present-day success to that winning attitude and her willingness to as hard as she needed to get the job done. “My career was on a rocket pace back then,” Karey noted. “I saw the trajectory I was headed toward, and was excited about it and didn’t mind putting in the hours. Growing up 20 miles outside New York City, I always knew that NYC was where I wanted to be; I saw that horizon, and just wanted to be there.” Karey’s other passion outside of the real estate sector is being a mother. Although she said building this business as a single mom has been rife with complications, she spoke fondly of the triumphs that she has experienced along the way as well. “I prioritize my family above all else, while trying to stay healthy Karey Geddes, President and Founder of Vianova Capital

and find time to take care of myself,” Karey said. “It’s a balancing act,

for example, is hosting holiday

might be surprised to learn how

gatherings at her house and cooking

large of a role that sports and

for the whole family. “I come from

physical fitness plays in her day-

an Italian background, where food

to-day routine. “Back in the heyday

is a central part of family tradition,”

of Wall Street, before the crash,

important fact; I was a single mother

Karey explained. “So as you might

in my forties,” Karey recounted with

imagine,

a good-natured laugh. “So inevitably,

boxing matches with my coworkers.

I had to slow things down and allow

Thanksgiving dinner and prepare

the process to take longer. It was an

almost the entire meal. I like that

interesting lesson to learn.”

there are no gifts involved, no fuss…

that’s for sure. In my twenties and thirties I would regularly work 1520 hour days. When I started putting together ViaNova I attempted to do the same thing, but forgot one very

Thanksgiving.

favorite I

holiday

usually

host

just family time together,” Karey said These days, Karey pursues a variety

with a smile.

of other interests in her time outside of work. One of her favorites,

Those who don’t know Karey well

started

watching

heavyweight

I was fascinated by them and quickly became a fan – but I wasn’t content just watching. Before long I signed up for a boxing class and started training, and I’ve been doing it ever since. It keeps me from hitting Karey Geddes: Continues on pg. 10

www.originate.report 9

Karey Geddes: Continued from pg. 9

people out in the real world,” she joked wryly. “But all kidding aside, it is incredibly therapeutic for me.” Aside from boxing, Karey likes to shake things up with an impressive range of other activities. “I love skiing and practicing gymnastics with my daughter,” Karey said. “I also enjoy swimming and clay shooting.” Karey said that although her initial projections

for

ViaNova

were

“aggressive,” her ability to expand the

business

customer

through

relationships

personal and

intense attention to customer service has helped the company get to where it is today. Although this may be the case, Karey reiterated that ViaNova’s current success would be impossible without the mentors and partners she has gained throughout the process. “I’m very fortunate for the partners

Karey Geddes, President and Founder of Vianova Capital

I have at Cohen and Company,” she said. “they have shown a tremendous amount of trust and patience in the process. I’m in the city three times a week, and I work from home twice

alike is to “listen to those around you

my sales approach.”

who have seen and done it all.” One of the biggest lessons she me

learned in sales, she added, was to

everything I could possibly need

listen to the desires, concerns, and

loan

general input from the client. The

her activities and spending time with

purchasing agreements and settling

origination sphere is crowded, and

her. This provides for some balance –

whole loan pools. That training

given the number of competitors

it’s challenging but it’s worth it.”

prepared me for career in sales

in the space, she said learning this

because I knew what was important

lesson could not have been more

Harkening back to the mentors she

to the client and getting deals

important.

has worked with throughout her

closed,” she said. “That knowledge

career thus far, Karey said one of the

helped spur my mortgage banking

“My career trajectory, from trading

biggest pieces of advice she has for

career. Following that, I had other

assistant to transactional manager

aspiring and seasoned professionals

mentors who helped me to perfect

to sales and into management, has

a week, which allows me to be there for my daughter; picking her up from

10 Originate Report March 2020

“My

first know

mentor about

taught

mortgage

helped me build and run an entire

increase efficiencies which could not

forward to what the next chapters

platform,” she said. “I think it’s

be said for certain processes before

hold.”

important to understand all the

the age of cloud computing and APIs.

facets of a company from top to bottom.” “The conduits I have built in

“I think the role of technology is

the past were the result of someone

going to continue to expand, and I

else’s vision, this one is mine.”

believe as an industry are all working towards the paperless mortgage.

Drawing

from

her

Everybody wants to be able to take a

experience within the origination

mortgage application online, process

space, Karey said all of them have

it, and close it as well.”

“intertwined” into what ViaNova is today. Paired with these experiences,

Moving forward, Karey said ViaNova

however, is the proliferation of

is looking forward to improving its

technology in not only the real estate

technological prowess as its client

world but every line of business.

list grows and their product offering

As a woman in real estate what would you tell other aspiring young women? Karey remarked, “Be strong, have conviction and compassion, but stay focused every day and execute your plan one step at a time. Be willing to do any task, great or small, and one day you’ll wake up and see your plan was realized. Should you need advice or guidance along the way, do not hesitate to get in touch.”

expands. At the end of the day, she

For

The ability to collect data and

said, what ViaNova’s main goal

the services offered by ViaNova

disseminate

boils down to is providing the best

Capital, visit their website at www.

customer experience possible.

vianovacapitalgroup.com/

amongst

peers

and clients has made ViaNova’s

information

about

ability to expand intensify, she said. Additionally, she added, the

“We continue

technology

momentum in mind,” she said. “I look

has

allowed

her

forward with that

CONTACT: kgeddes@vianovacapitalgroup.com

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www.originate.report 11

WISDOM FROM THE CEO

Beth Oâ&#x20AC;&#x2122;Brien CEO - CoreVest Finance

12 Originate Report March 2020

know when you had the right idea? The

first

lending

business

started was AuctionFInance.com. I thought it was a good idea to finance people at the courthouse steps but there was a question of who the bidders really were and would the structure work. Rather than stay in my office where I was never going to get any more insight, I went down to the live auctions and sat at the registration table checking in the bidders. You’d be surprised how much market color you can get being the unassuming check-in person who counts the cashier’s checks as the people come in. I knew exactly how much cash was in the room and what leverage could help with what bidders after only a few days of observation. What was the best (and worst) piece of advice you ever received? Best advice: Don’t be afraid to fail Worst advice: Try not to fail

What

Beth O’Brien, CEO CoreVest Finance

years of experience in almost

was President of AuctionFinance.

every aspect of the mortgage

com, where she ran the financing

industry, as both a principal and

strategy for the platform. Beth

an advisor. She has overseen more

also held prior positions in RMBS

was named in Housing Wire’s 2014 Women of Influence, as well as Mortgage Professionals America’s 2016 Elite Women. Previously, Beth was Executive Vice President at Auction.com, where she

and

securitization

your

teach you?

ran residential capital markets, and

trading

one

greatestfailures, and what did it

eth O’Brien has nearly 30

than $15 billion in transactions and

was

We spent a month and a half setting up a servicer to manage loans we were buying in a non-US jurisdiction when I was working at an investment bank. When we opened for business to much fanfare,

Citigroup and Goldman Sachs.

we had completely neglected to

Beth O’Brien holds degrees from

to shut down and reopen the next

the University of Pennsylvania and

allow for cash payments. We had day with Brinks trucks and armed

Georgetown University Law Center.

guards – it was so unsafe! You can

Looking back to when you started your first business – how did you

another when you start something new, and it’s a great tool, but you

extrapolate from one business to

www.originate.report 13

never know how it will play out in a

In the beginning, I had some well

Making decisions and watching

new market or with a new product.

capitalized

them play out. I love being decisive

Failing is fine but you need to pivot

thought were over spending. I have

and seeing how it works. There is

quickly when it does not work out

as planned!

to building revenue first and then

so much pleasure in setting destiny!

pretty

competitors conservative

who

approach

scaling to the revenue. It was hard How did you go about building

to stick to my convictions when I

a customer base for your early

saw others potentially swinging

ventures?

harder for the fences. I would be

Go where the customers are and

lying if I didn’t say that it caused

talk to them. There is no substitute

me to second guess a little bit, but

for meeting your client base and

I’m glad I blocked it out and stuck

listening to what their pain and

to my convictions because we were

needs are. Really engage with them

able to grow methodically and

and address their problems.

profitably. This same competitors wound up growing too fast, shutting

What period

was

the

time

most

difficult

during

What advice would you offer someone who is starting their first business? Make sure you are addressing a real need and listening to your clients along the way. Can you describe / outline your typical day? There is none! That’s the best part.

doors and laying people off.

your

startup journey and why? What

What has been your favorite

helped you to work through it?

aspect of being an entrepreneur?

Beth O’Brien, CEO CoreVest Finance www.corevestfinance.com

Emily Frances, Think Realty

14 Originate Report March 2020

FEATURED

To the Young Professionals…

M By

“It’s not how much money you make, it’s how much money you keep and for how many generations you keep it” – Dr. Mary Sawyer

Kristina Sawyer, Arixa Capital y

younger

found

creativity in the art of

in real estate. Being the brilliant woman, she is, she offered me

through

$3 more an hour than my first

I learned the

job at TCBY Yogurt. You guessed

self-expression

poetry and dance. strength

self

tenacity

through

right, I began working for my

the

mother’s brokerage and property

importance of a team and how one

management company when I was

position is not more important

seventeen. Yes, it was boring and

than the other. I knew I needed a

yes, I was lost at first; however,

career that would create a sense

I became curious how systems

of fun and freedom, never did I

flowed,

think I would find this through a

positions worked together as a

structured career like real estate

team, and I was fascinated with the

and private lending.

real estate concepts I was learning.

competitive

sports

and

how

departments

and

It was then, I discovered business I remember being a sophomore in

to be an art form, the concept of

high school and confidently telling

cash flow and building wealth

my mother I would never work

through real estate investing.

Young professionals: I encourage you to be curious minded and find a mentor, someone you look up to their qualities and belief system, who can challenge you and help bring you out of your shell. In my case, my mentor happened to be my mother. With serious intention, I set a goal to have the option to retire on cash flow by the age of 35. At the age of 21, I purchased my first investment property: two adjacent 5-plexes. 18 years later, I did not make that goal but what I did make is a good investment and the loan pays off Young Professionals: Cont. on pg. 16

www.originate.report 15

Young Professionals: Continued from pg. 15

this year. I will now own this asset free and clear. I established myself as a real estate investor at a young age and knew I enjoyed the business; however, I also knew I had zero interest in selling real estate as a full-time position. I didn’t see myself as a “salesman” and I had attended too many open houses as a child. Young professionals: be mindful of the internal dialogue you tell yourself as you can change your story and your internal belief system.

Feel the fear and do it

anyways. Real Estate is a vast industry and I was hungry for knowledge and exposure to different areas.

accepted a position, for less pay than I was used to, for a startup company,

which

became

the

private lender you know today as Arixa Capital. As their Operations Manager, I had an opportunity to assist in expanding their offering and building the lending operations division

use

today,

subsequently

fed

side.

which

creativity

I was able to see the big

picture through business mapping and develop the playbook for crossfunctioning departments.

This is

where I took my experience and tenacity from competitive team sports and with the management team,

built

culture

entrepreneurs and a work hard, play hard mentality. As

every

company

and

newly

16 Originate Report March 2020

Kristina Sawyer, Director of Loan Operations Arixa Capital

formed team has its growing pains,

– especially in the private lending

moments that I understood the goal

technology was ours.

I enjoy a

space. This is when I pushed myself

is not for the “boys club” to like or

good challenge, so I raised my

out of my comfort zone and began

accept you, it’s to have them respect

hand and spearheaded company

a new path in originations. Instead

you. While women’s presence in this

initiatives on the technology side.

of seeing myself as a “salesman”,

industry continues to grow, we still

This opened a new path of interest

I began to change my internal

have a long way to equality.

I never knew I had. I was promoted

dialogue and view my new role as

three different times and became

a solution provider.

their Director of Loan Operations

negotiations and structuring loans

women do better when they have

and for a while, I was the only

to be an art form, which allows me

solid

woman on the management team.

to once again, think outside the

are surrounded by women who

box and feed my creativity side,

support each other. It still amazes

Young professionals: challenge

while helping others achieve their

me the amount of competition

yourself

financial goal.

amongst women in the workplace

assignments,

with and

projects, even

I discovered

roles

Young

women female

professionals:

friendships

and everywhere.

and

Let’s support

outside your comfort zone so you

“In business you don’t get what

each other and work with men

can become well rounded. Raise

you deserve, you get what you

who support us too.

your hand and step-up to the plate

negotiate.” – Chester Karrass

by taking initiative. Persistence

Shout

out

the

women

who

through discomfort is confidence

Young professionals: do not stay

pioneered this industry. They raised

building.

in one lane or with one company,

me, mentored me, and made me the

unless the company offers you a

successful professional who stands

Being the true Capricorn I am,

path to grow, stretch your legs,

before you today.

once I climbed to the top of this

and wings. “It takes a long time to become an

mountain I looked around and saw

overnight success.” - unknown

another mountain to climb. I knew

Earlier in my career, being neither

real estate is a male dominated

green nor seasoned at the time,

industry, but I came to realize how

I’ve experienced many situations

Visit https://www.arixacapital.com/

small women represented mortgage

where real estate has been noted as

or email ksawyer@arixacapital.com

brokers, even less in originations

a “boys only club”. It was in those

for more information. www.originate.report 17

SPOTLIGHT SPOTLIGHT

INDUSTRY SPOTLIGHT Linda Hyde

American Association of Private Lenders

18 Originate Report March 2020

private lending industry’s prestige as the backbone of the real estate investment market.

ow did you first get involved in real estate? Funnily enough, I didn’t know a thing about real estate or private lending when I started at AAPL almost 7 years ago. My crash course was reading the content on Private Money Lending Guide and getting to know clients. I still don’t know all the ins and outs of the industry – ask me how much I know about running an association instead. Q: How have you seen AAPL grow and expand in the last few years? It’s rewarding to see how AAPL in many ways reflects the growth of the private lending industry. In 2013 we had 60 members; today we have nearly 500. But more than that, we’re really hitting our stride in terms of the benefit we bring. Each year we host the nation’s largest private lending event. We’re heavy into legislative advocacy for lenderfriendly regulation. We’ve launched the industry’s first research-firmbacked private lender benchmark survey. We’re bringing private lender education courses online. And we’re always looking for ways to improve our support of the private lending industry as a viable alternative to

Linda Hyde American Association of Private Lenders

traditional financing. Q: What is something that most people would be surprised to learn about you? I asked my right-hand employee to answer this one since she’s people. Kat Hungerford: Most people who meet Linda in a business setting know that she’s direct, honest, and something of a force of nature. Fewer know that in the right circumstances she can curse like a sailor. But it may be that only those of us who work closely with Linda know what a closet girly-girl she is. Polka dots and just the right amount of sparkle make her day. Q: How has your company vision evolved from Day 1 to Today? When I first started at AAPL, it was all about how we could put the association on the right footing. We only had 60 members, and AAPL was being run by salespeople so operations were … interesting. Over the years, we’ve solidified our foundation so beyond being a wellrun, well-organized association, we know who we are and what we want for the industry. Today, my vision is focused less internally and more on what we can do to grow the

Q: What do you work toward in your free time? Balance. AAPL can take on a life of its own – especially since it’s just Kat and me working on the day-today—but I’ve got a husband and little girl at home. When I’m not in the office, my focus is on all the big and little things that make for a happy and mostly-functional family. My daughter is the light of my life, and I don’t want to miss out as she grows to be a woman to be reckoned with. Q: What does your typical day look like and how do you make it productive? AAPL is never a routine and never typical. And with a small team, you’re either productive or you call it quits because the only way to keep afloat is if everyone is full speed ahead. We’re always working toward some big initiative (or several), keeping projects moving forward with our three committees (Education, Ethics and Government Relations). Plus, there’s the usual flood of emails, phone calls from people looking to check up on lenders, and managing all the irons in the fire. Q: What are some of your goals for 2020? My top priorities are data and advocacy. On data, the industry lacks statistically relevant information about private lenders’ origination volume, loan terms, foreclosure rates, etc. Sure, we have the stuff that comes out of the larger mortgage industry, but that’s not specific enough. The AAPL/Zelman Private Lender Survey is our chance to finally answer all these questions and benchmark our industry. Linda Hyde: Continues on pg. 20

www.originate.report 19

Linda Hyde: Continued from pg. 19

Editor’s Note: Private lenders can sign up to respond to the survey at aaplonline.com/industry-survey. Respondents receive aggregate reports from the survey and Zelman’s most popular report, the Housing Market Overview. Advocacy is our second big-ticket item. We’re seeing some worrying trends on Capitol Hill and in state legislatures. AAPL is the only organization equipped and already in the trenches championing private lender interests. Others have said they’re working on it, but we have yet to see anyone else meeting with legislators, organizing grassroots campaigns, sending opinion letters, or publicizing tangible lobbying efforts.

this: It was hard – my gosh, was it hard – but we did it. We not only kept operations running smoothly, we launched a Government Relations Committee and brand-new member directory, published our best-yet issues of Private Lender magazine, restyled the website, hosted our largest-ever conference, and worked on partnerships whose impact will be positively felt for years to come. We started 2020 under new ownership (majority stake to our previous CEO, Eddie Wilson), and things are looking brighter than ever. Q: What is something that most people don’t know about AAPL? Ok, so I probably spoiled this previously by mentioning Kat. But I don’t think that many know AAPL is operated by a small but mighty team of two ladies. Who puts on an annual conference for 550+ people with just two people? We do – while also running a quarterly magazine, operating three action committees, managing a growing membership, and leading a multitude of efforts to expand member benefits.

Q: What has been the biggest challenge of your career? Can I just give a year to answer this question? 2019. Our parent company at the time went through a massive restructuring early last year. Most of the employees were let go – I had to say goodbye to two employees myself – and amid the crisis, we still had an association to run. With it being our 10th anniversary, there were a lot of eyes on us, with some outside the organization suggesting that the outlook for AAPL’s future was grim. I preface all that just so I can say

20 Originate Report March 2020

Q: What does success look like for you? Hey, finally an easy one! A full glass of wine with friends after a fullthrottle workweek. Q: Tell us about a person or organization that you admire. Why do you think they have made an important impact? There are a few but specifically Carrie Cook of Ignite Funding & Preferred Trust as well as Susan Naftulin of Rehab Financial Group. They are both very strong, independent, successful women in a predominantly male industry. I always appreciate the honest feedback they provide. I am lucky to call them both friends.

Q: What mistakes have you seen others make in this industry? How does AAPL avoid making those same mistakes? Not focusing on the thing you do well in favor of always chasing the next shiny penny. It’s easy to get distracted by what your competitors are doing, what products they’re putting out there, etc. Before we move forward with any initiative, we ask, “Does this fit who we are? Does this fit our vision for where we want to be?” Q: What is your favorite quote? “The question isn’t who is going to let me; it’s who is going to stop me.” - Ayn Rand “When you feel copied, remember that people can only go where you have already been, they have no idea where you are going next.” - Liz Lange Q: What advice would you offer to women beginning their careers in the private lending industry? • Know who you are. If you know yourself, you won’t get caught up in trying to be who other people think you should be. • Be resilient. Take criticism seriously but don’t take it personally. Try to learn from it, but always consider the source and what that source’s motivations might be. • Surround yourself with the best and brightest talent, never afraid to recruit someone brighter than you. You are only as good as your team. • Practice confidence. Chin up, shoulders back, project your voice, and don’t be afraid to speak first (in fact, try to). Eventually it won’t be practice anymore. • If someone tells you that you should smile more, tell them they should speak less (a few four-letter words thrown in wouldn’t hurt either).

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Applied Business Software, Inc. 2847 Gundry Avenue, Long Beach, CA 90755 sales@absnetwork.com

www.originate.report 21

While

FEATURED

$100

million

huge

milestone for Rommel, her ultimate goal is to inspire others and leave a positive mark on the world. A proud mother of two and a committed athlete, Rommel strives to be the best version of herself so she can continue to encourage others to do the same. With a positive, humble, and tireless attitude, she has proven this recipe for success to be true as she continues to wow her clients, and dominate the leaderboard. We wanted to learn more about Rommel

and

the

powerhouse

producer that she has become, so we got down to business to get the Kendra Rommel, Manager, Sales Civic Financial Services

inside scoop: Q: How long have you been in the

Advice from the Lady on the Leaderboard By Kendra Rommel, Civic Financial Services

ow do you become the number one producer at a top-ranking lender, surpass $100 million in production during your short tenure, grow your team, and raise a family?

lender in 2016. She has subsequently been inducted into CIVIC’s “Million Dollar Club,” recognizing the select few individuals who have achieved this coveted and well-deserved accolade.

Meet Kendra Rommel.

In a traditionally male-dominated industry, Rommel attributes much of her success to hard work and investing in partnerships – working off of referrals for 23 years. Her book of business, including investors and brokers alike, has expanded so much so that she has created The Rommel Team, consisting of two additional Account Executives and a designated operations team to support continued growth.

Kendra Rommel, Sales Manager at Civic Financial Services, has spent her career providing simplified lending solutions for her clients. In addition to being the number one residential producer at CIVIC for 2019, Rommel also recently reached a lending milestone at the company, funding over $100 million in volume since joining the private money

22 Originate Report March 2020

mortgage industry? Since 1996 (right out of high school!) Q: What do you love most about this business? I love the fast pace & opportunity that this industry brings. Q: What do you consider to be your greatest achievement? My greatest achievement has been raising my children. Q: What inspires you the most? I am inspired by creative, kindhearted,

humble,

risk-taking

ENTREPRENEURS, and my children! My children inspire me the MOST! Q: What geographical areas do you specialize in? CA, NV, AZ, UT, TX Q: What does success mean to you? Success to me is many things! Raising healthy-minded, grounded, spirit-filled, humble children who

see the value in contributing to their

obstacles and self-journey. Although

especially

communities and society. Remaining

no one likes being ill, I would not

financing, but private money lending

healthy by keeping my mind and

have changed anything. Having a

provides a unique alternative for

body a priority. Consistently growing

life-changing illness has given me a perspective and appreciation for life that I don’t feel I could have gained from any other experience. Health is a gift and no one is guaranteed a clean bill or another day. It also reminds me PEOPLE ARE IMPORTANT. The ones we love and appreciate should be shown and told regularly!

acquiring

Q: What advice do you have for

providing a gamut of W2s or income

other leading ladies in the real

tax documents).

while inspiring others so that there is a positive impact and/or legacy long after I leave the planet. Q: What do you think is the key to success? I don’t have a magic formula for success as I don’t feel I have “arrived”; however, the success I have gained to date I attribute to hard work and lots of sacrifices. Being prepared, having knowledge about my message and my product, remaining humble, and grinding every day.

when

comes

investment

comparison

lending,

private

properties. conventional

money

lending

offers advantages and solutions that some people don’t even realize exist. This includes faster closing times (sometimes as quickly as 7 days) and

requiring

bank

statements/

stated income only (as compared to

estate industry? 1. Remain healthy so you can be the

“At the end of the day, it’s all about

best version of yourself, every

being a great partner,” says Rommel.

Q: What sets you apart from other loan originators? My operations background. I have rolled up my sleeves at various points of the process, so knowing how to package and structure a file is a huge advantage. AND HUSTLE! I work hard. I answer my phone. I wake up every day and act broke … and no one wants to be broke. Q: What quote do you live by/is your life philosophy?

The Rommel Team

“Everything is a season.” Q: What would we find surprising to learn about you? What you see is what you get! I love sports and value the necessity of fitness. I have been doing CrossFit for over 8 years as a part of my daily routine. My family and I ride dirt bikes, camp, fish, hike. We spend most of the year in the desert, river, and/or the mountains in our

day. It gets challenging, especially

“It’s what I love so much about

as a mother, but prioritizing your

working at CIVIC. The trust and

mind and your body for your health’s

support available to me every day

sake is a must! 2. Don’t tip-toe or

enables my team to grow and serves

be apologetic. Be straightforward

as the reasons why our partners trust

and get what you need. 3. Find trust

us to be a reliable source for them.”

in delegating. At first, it might be difficult to let go, but embrace it,

To learn more about Civic Financial

lead, grow, and inspire!

Services and how The Rommel Team

can

old I was diagnosed with an auto-

Rommel attests that real estate

estate

investment

immune disease, which led to many

investing can often be complex,

TheRommelTeam.civicfs.com.

motorhome. At the age of 14 years

support

your

real

needs,

visit

www.originate.report 23

CULTURE CORNER

Inspiring Excellence Through Shared Purpose PEERSTREET By Originate Report Staff

hile many executives consider

develop on its own.

business and technology initiative, and Brew and Brett believed there

culture PeerStreet was founded to help

was only one (good) way to secure

been

solve many of the problems in the

such talent: create a culture people

PeerStreet’s approach to building

mortgage finance industry that led

wanted to be a part of.

and maintaining a strong company

to the global economic collapse in

culture. Indeed, PeerStreet’s co-

2008, as well as provide unique

Their approach centers on fostering

founders

access

for

a sense of community, camaraderie,

paid

investors. Such a game-changing

and shared ownership—the CEO

close attention to establishing a

approach was going to require top

regularly

purposeful culture from the onset,

internal talent to develop, execute,

of each employee adopting an

rather than simply letting one

manage,

“ownership

priority,

and

that

Brett

Brew

“soft” has

business

never

Johnson

Crosby

(COO)

(CEO)

24 Originate Report March 2020

this

and

asset

iterate

class

every

cites

the

importance

mentality”

that

PeerStreet designed t-shirts and organized a bake sale as part of their outreach for Breast Cancer Awareness month, culminating in a charity walk.

Transparency

financial health, immediate and

speak up and share ideas as well

Transparency is a core tenet of

long-term

as responsible for their role in the

PeerStreet’s

strategy.

company’s success.

by weekly “All-Hands” meetings,

everyone

feels

empowered

culture,

highlighted

where department representatives To manage and maintain the culture

of all levels can speak to their

as the company has exploded in

teams’ efforts and solicit feedback.

growth, PeerStreet stuck to several

This also allows for the CEO and

key

other executives to speak to the

principles

including:

and

practices,

company’s

growth

trajectory,

goals,

and

business

Diversity Task Force PeerStreet’s employee-run Diversity, Inclusion, Force

and

helps

Belonging promote

Task

various

cultural celebrations, milestones, and charities (including events

“The most enjoyable part of PeerStreet is working with an amazing group of diverse individuals. We have backgrounds and experiences from many industries which makes disrupting the space that much more exciting.” - Nikita Dave, Product Manager

Nikita Dave, Product Manager

PeerStreet: Continues on pg. 26

www.originate.report 25

different

PeerStreet: Continued from pg. 25

for LGBT Pride and Breast Cancer Awareness months), as well as strengthening internal efforts to recruit more diverse applicants and ensure everyone at PeerStreet feels a strong sense of belonging and acceptance. The PeerStreet Olympics An annual off-site designed to get every employee to interact with each other in new and fun ways that promote team-building, communication,

and—most

importantly—blowing

off

some

steam with a lot of fun, ironically un-athletic challenges and contests. Beaches and beers included. Peer Pairings PeerStreet uses a Slack integration that randomly and automatically pairs PeerStreet employees

(including

C-suite

executives) with a coworker whom they don’t interact with often on Slack, ensuring people meet and get to know each other across

departments

the

greater understanding of how all

company continues to grow.

teams work together.

Tech Talks & Workshops

Employee & Team Off-Sites

Employees are regularly treated

Employees enjoy annual trips to

to experts in management and

Dodger games and other off-site

training to ensure the management

outings, while individual teams

team is on the same page and

are empowered to find unique and

approaching

relevant locations for field trips to

positive way, as well as giving

give everyone a change of scene to

individual contributors the tools to

think and find inspiration.

their

teams

become successful managers in the future. The company also brings

PeerStreet now stands as the first

in guest speakers across a variety

and largest two-sided marketplace

of industries for more general

of its kind for investing in real

inspiration and a well-rounded

estate debt. The company has

approach to working and living to

taken a model that tech giants like

one’s potential, topics range from

Amazon, Airbnb, and Uber have

the obstacles women face in the

proven can be hugely successful

tech field to self-started charities.

and brought it to the mortgage finance space.

Employee Training & Development PeerStreet emphasizes consistent

PeerStreet sources short-term real

training and learning opportunities,

estate loans from a nationwide

beginning

thorough

network of lenders to provide fixed-

onboarding training program that

income investment opportunities

includes dedicated sections to the

for

company’s mission and history,

and individual investors. In the

product

legal

PeerStreet marketplace, hundreds

and compliance education, and

of loan originators and thousands

our demand generation engine.

of investors can transact easily

There are also regular “lunch and

and cost-effectively, while helping

learn” sessions where individuals

from different departments walk

local communities—one property

through how that team contributes

at a time.

with

and

technology,

to the company’s overall goals and outlines recent efforts to foster a

both

financial

borrowers

institutions

improve

their

www.peerstreet.com

“PeerStreet is invested in its employees and I feel like I’m able to do my best work. We’re focused on a growth mindset and finding better ways to do everyday responsibilities.” Jason Ling, Recruiting Coordinator

26 Originate Report March 2020

- Jason Ling, Recruiting Coordinator

“I enjoy working at PeerStreet because the combination of talent, work ethic, and camaraderie we have brings the best out of me every day and has allowed me to learn and grow tremendously in the last year. I am a part of a tight-knit team that works together so that everyone can succeed and reach their goals.” - Eric Mochalski, Real Estate Analyst

Eric Mochalski, Real Estate Analyst

Annual Dodgers game field trip puts a smile on everyone’s face.

Two PeerStreeters get to know each other and their unique roles with the automated peer pairings.

CEO Brew Johnson delivers “Words of Wisdom” during the weekly All-Hands meeting to start the week.

Company photo at the 2019 PeerStreet Olympics.

www.originate.report 27

Noble Capital Group Launches Exclusive Program for Private Lenders Private Lender Network to Provide Platform for Private Lending Offices Nationwide to Scale AUSTIN, Texas, Feb. 12, 2020 – Noble Capital Group, an alternative investment financial firm focused on private lending and private equity, announced today the rollout of its nationwide lending initiative, the Private Lender Network (PLN), to finance real estate investment projects and provide growth-oriented support to private lenders in select markets across the United States. The Private Lender Network will support the growth of private lenders by offering proven tools for business operations and marketing strategies, as well as providing loan underwriting and loan servicing. In addition to deploying capital, the initiative provides numerous loan structures aimed at funding many types of residential real estate investments, from renovations to multi-family and larger community development construction projects. Over the past few years, the private lending industry has grown rapidly as institutional investors have infused the sector with capital in search of a stable, predictable investment alternative. As interest in real estate investment and private lending continues to grow, and larger amounts of capital enter the market, there is an expanding need for proven processes, systems and business support like the PLN provides. “What we’re doing with the Private Lender Network is very different than what the Wall Street banks are doing,” said Romney Navarro, Partner at Noble Capital and Co-founder of the PLN. “They have done a great job investing in our space, but their focus is only on providing investment capital. The PLN is focused on deploying capital through Noble Capital’s Funds and its newly launched REIT. But, more importantly, we’re focused on the growth of our lending partners.” The PLN helped its first lending partner and wholly-owned subsidiary, Streamline Funding, scale its annual loan originations to builders and developers in Texas from $82M in 2017 to more than $122M in 2019. “During the 18 years we’ve been in the private lending sector, we’ve developed a blueprint for operating a highly profitable private lending firm on Main Street which Streamline Funding has used successfully,” Noble Capital Founder and CEO, Jadon Newman, said. “Now the Private Lender Network is going to take this proven formula nationwide, to private lenders looking to scale their operations.” About Noble Capital - Noble Capital is a Texas-based alternative investment firm specializing in private lending and private equity. The company was named Private Lender of the Year for 2019 by Think Realty Magazine. Noble Capital has built an extensive network of private lenders and real estate professionals and is rapidly growing its investment portfolio and its private investment funds. For more information, visit: www.noblecapital.com. Sean Harris | 512-492-3814 | sharris@noblecapital.com 28 Originate Report March 2020

FEATURED Success

looks

different

for

everyone. You will have to define it,

and

remember

changes

throughout your life. Don’t keep up with the Joneses. It will be stressful and unfulfilling. On that note, success without fulfillment is a recipe for destruction. Think of Kate Spade, Anthony Bourdain, Robin Williams, etc. They were all successful by our society’s definition:

money,

recognition,

fame. They all took their own lives. To some, shocking. To others, totally understandable. How could they have felt so forsaken? The higher you are, the lonelier it can be. When you climb a mountain, not everyone gets to the top. Hence the saying ‘It’s lonely at the top’. Friends matter. Truly, you are Elizabeth Morales, Chief Marketing Officer Applied Business Software

Light Your Own Fire, Kid

A NOTE FOR YOUNG WOMEN

By Elizabeth Morales, The Mortgage Office

the average of the five people you hang out with the most. Choose your friends carefully. Follow your instincts. You’ll know who’s right for you as well as who isn’t. Goals and plans go together. Envision who you want to be and go for it. Goals are great, but most important is writing down every step on how you plan to

he first trimester of 2020

what is to come. Here are a few

get there. Celebrate your baby

is almost over. One could

things I wish someone would have

steps – those are the ones that

argue

said to me in my early twenties and

lead you to the big ones. If the

the

alignment

the planets is a bit off. Life’s

others I have known all along.

vicissitudes will always find a way to show on our path. It is

You are the only person you can

important to remember that things

control. Trying to control others

don’t happen to you, they actually

will be exhausting, not to mention

happen for you; preparing you for

disrespectful.

plan is to lose 30 pounds, don’t start the diet on January 1 and be discouraged by February 1 when you still see the 30 pounds. If you see 29, congratulate yourself and Light Your Own Fire: Cont. on pg. 30

www.originate.report 29

Light Your Own Fire: Continued from pg. 29

keep going. Silence the inner voice that says: “But that’s such a little accomplishment!”. See it as the beginning of the road ahead. If you have money, you could pay yourself for every milestone earned. 5 lbs.? $100! It makes losing the 30 lbs. a bit more enticing. There is no carbon copy of you. Even if you have a twin. Celebrate your uniqueness and know only you can do it, whatever ‘it’ is, in your unique way. Own

your

actions.

Take

responsibility for them and don’t blame others for what you are going through – your parents, your boss, the government, your significant other, the weather. It’s how you see things and what you do with the curveballs life throws at you that matter. Don’t

judge.

matter

the

situation. Not because life has a funny way of turning things around and putting you on the opposite side, but because your goal of being your best self should always prevail.

Always do more! At the end of the

The kind where you walk through

day you will feel fulfilled meeting

and don’t feel you are on eggshells.

life’s purpose.

The Four Agreements is a very key book. However, there are tons

Be great at something. It is nice

more. Get in the habit of reading.

to be good at everything, but it is

This is one of the best things you

important to be great at something.

do for yourself at ANY age.

No one wants to hire you to Google things. You should be the expert

Always do more. If you only do

Don’t take things at face value. There’s alway more to a story. Always. Read

are more likely to experience peace.

The

Four

Agreements.

voice on whatever your role is.

what is required of you, you will always stay where you are. Why do

Be passionate. Let your passion

some companies seem not to grow

touch everything you do. Do it right

while

and have fun while you’re at it.

others

companies

excel? more

Successful for

their

Be impeccable with your word,

customers. Always do a great job

Look at things in perspective.

always do your best, don’t take

and deliver more as an employee,

When a problem seems so big

anything personal, and don’t make

as a family member, as a member

and unmanageable, open Google

assumptions. If you can live by

of a community, a city, a country.

Earth and zoom out. You’ll see how

those four Toltec agreements, you

Yes, you got it. The snowball effect.

immense the universe is and how

30 Originate Report March 2020

little the problem actually is. All

that if she would have graduated

Listen intently. Have meaningful

of a sudden you become a speck in

with

from

conversations. Laugh. Learn to be

a large universe. The problem is

Harvard, she would have gotten her

okay with silence. Eat healthy, and

only important because you gave

first book published faster and by a

every now and then eat a donut.

it that meaning. Change it. Also,

better publisher. I couldn’t believe

remember you are not General

someone who had graduated from

Lastly, don’t wait for anyone to

Sherman. If you don’t like where

Stanford had the same insecurities

come into your life to make you

you are, move.

I did! I soon realized it wasn’t the

English

degree

school or the degree, but what come

you do with them that matters.

knocking on your door. I used

Insecurities hit us all. That is why it

to think if my MBA was from

is important to nurture yourself and

Harvard, Stanford, Yale, Brown,

others, stick together, and support

Princeton, or Cornell, I would have

and celebrate the accomplishments

been more accomplished, would

of those women around us.

Insecurities

will

always

have had better connections and would have been exposed to better

Have intellectual curiosity. Don’t

opportunities. It once served as

take things at face value. Don’t

comfort to hear a certain Stanford

lose faith in humanity. Travel.

grad writer say she’d always felt

Learn a new language. Dance.

happy. Happiness lies inside of you. Light your own fire, Kid, and have fun while you’re at it. To learn more on how Applied Business Software can best meet your needs, visit themortgageoffice.

com or email Elizabeth at elizabeth@ absnetwork.com.

www.originate.report 31

CAPTIVATE 2 0 2 0

C O N F E R E N C E

AUGUST 19-21, 2020 | THE COSMOPOLITAN | LAS VEGAS, NV Interested in attending or sponsoring? Contact Alicia Carter at A.Carter@GeraciLLP.com The Cosmopolitan 3708 S Las Vegas Blvd, Las Vegas, NV 89109 949.379.2600 | www.geracicon.com 32 Originate Report March 2020

FEATURED few tips I’ve learned to live a more intentional, focused, and fulfilled life for both in and out of the workplace. 1. Intentionality in Work Plan your day, and if you can, plan your week. To-do lists are essential for this. When you walk into work, you should know what top three tasks you need to complete to make your day successful. That’s the thing with intentionality- you must show up every time, not just physically but mentally. For me personally, I’ve realized my focus is much more effective in the morning, specifically before 1:00 pm. I try to be intentional Ruby Keys, Vice President Geraci Media

The Importance of Intentionality In and Out of the Workplace

By Ruby Keys, Geraci Media

hether

essential it is to be intentional with

CEO, Principal, Loan

everything that truly matters to

Originator, Borrower,

you in life.

Business

Professional,

you

are

We only get one shot at the life we

crucial for career success and life

live, which means one chance with

fulfillment. As I’ve practiced being

those

more intentional with my day-

and love, the careers we work so

to-day life, I’ve reduced stress,

hard to build, and the vacations we

developed more self-respect, and

deserve to enjoy. “Being intentional

established healthy relationships.

is the fact of being deliberate or

This is something I am working

purposive with all that you do”.

on daily, but I’ve realized how

In this article, I will share a

relationships

more thought and focus completed before 1:00 pm hits. 2. Intentionality in Personal Health Live a balanced life, and no, I don’t

mean

“work-life

balance”.

Work hard, be kind, and do what you love. To understand this, it’s important to reflect on each life phase and transition point. Ask yourself “what is great about my life today?”, “what concerns me about my life right now?”, and

Development

intentionality

and get all the tasks that require

nurture

“what is lacking in my current dayto-day?”. I try to live a balanced life by waking up early to accomplish personal

fulfillments,

such

working out, spending time with my dog, or even getting ahead on personal goal planning/reflecting. As I mentioned earlier, my prime Intentionality: Cont. on pg.34

www.originate.report 33

Intentionality: Continued from pg. 33

focus time is in the morning and for some, your focus may be better spent in the evening. 3. Intentionality in Relationships Listen and ask questions. When at work with colleagues, at home

learning new things and striving for

personal

excellence

and

fulfillment, and for each person, that will look different. For me personally, learning new hobbies that can tie into my personal health make me happy. Additionally, I’m a people person and love making new friends. When I’m intentional

with family, or out with friends,

and focus on these two aspects of

be sure to listen and ask questions.

life, I naturally find myself more

Relationships make our worlds

energized, happy, and fulfilled.

go round. Be intentional with the

What makes you happy? Challenge

relationships you value. Speaking

yourself to find value in the life you

from the perspective of a typical

live and learn new things at the

millennial, we have the world at

same time. Keep in mind that this

our fingertips - which is amazing.

will probably change throughout

However, if we don’t unplug and

life as you grow and develop.

lives, teach them important values,

focus on what genuinely matters the physical people in front of us that technology won’t take us very far. Genuinely listen to those you are with, ask questions about their day, and see if there is anything you can do to help. Most likely they will say no, however the thought and acknowledgement of you taking time out of your day to provide comfort and care can go a long way. Be intentional about asking your

and still have a wonderful, passion-

5. Intentionality in Life Celebrate

life

and

your

accomplishments. Maybe this is the millennial in me, but I believe a life without purpose and celebration is a life not worth living. Treat yourself to something you enjoy,

you enjoy, travel to new places, try new foods, and make new friends. Be in a career where you are always learning and are constantly challenged. Now, to be intentional,

nearly closed the gender gap in the workplace with millennial men. Young women today say they feel

them than expected, and they place

concert, getting a massage, going

greater importance on marriage,

out with friends, or having a

children, and making the world a

your

individual

pleasures

and celebrate your purpose and accomplishments. For some, that may even be extra sleep! 6. Intentionality in being a Woman Don’t let the world define your future.

your

heart

and

dreams, your career and family will follow. As a woman, we all think about the sacrifice we have made or will have to consider when

don’t do all of this in the next

having children. “How do I be

six months. Be intentional with

physically present in my children’s

34 Originate Report March 2020

value and purpose in life. They’ve

love, reading a book, going to a

with

value, take up new hobbies that

women are showing their need for

things have worked out better for

is going on in their lives.

to newsletters of companies you

young

to-back episodes of a show you

hard, make sure to reward yourself

learn and hungry for life. Subscribe

Today’s

a sense of purpose in life, they say

romantic date night; you work

Always stay “hungry”. Hungry to

career?”.

whether that is watching back-

loved ones about their day and what

4. Intentionality in Learning

filled

better a place through their careers and jobs. But what does this mean? Find your passion, whether that‘s as a businesswoman, successful mother, or loving mentor. Follow your passion and don’t give up until you accomplish just that, and don’t forget that it’s okay for your passion to change. To learn more on how Geraci Media can best meet your needs, visit https://geracimediagroup.com/

email Ruby at r.keys@geracillp.com.

www.originate.report 35

at work to be as productive as

FEATURED

possible – staying focused and on task would immensely help me to develop as an attorney. As a firm we read a lot of selfhelp and professional development books. Some are more relevant than others, and a lot bring up concepts we have all heard before but perhaps in a new way that makes them seem easier to implement in your day. Quadrants of Productivity One book we read early on was The Seven Habits of Highly Effective People

Stephen

Covey,

which brought up the concept of Quadrants of Productivity for different activities you complete during the day. I was exposed to the Quadrants concept previously, but this book shed new light on the activities I was completing at Melissa C. Martorella, Esq., Attorney Geraci LLP

Five Strategies for Staying on Task

By Melissa C. Martorella, Esq., Geraci LLP

work. In sum, the four quadrants are: Quadrant 1: Urgent and Important These are the “Do Now” tasks – for me, the emails related to a loan closing, a new file to forward to my team for review, or perhaps managing

client

complaint.

fter I graduated law

asked a million questions of my

These are the tasks that come along

school

and

started

senior colleagues, bought books

that are extremely important for

thought

about private lending, and tried to

you to deal with and take care of

my biggest hurdle to

absorb as much information as I

immediately.

overcome to be successful would

could. It quickly became apparent

be becoming an expert at the area

that to be successful I needed

Quadrant 2:

of law I would practice. So when

to do more than just learn and

Important but Not Urgent

I started working at Geraci LLP

understand the ins and outs of real

These are the “Decide When to Do

I was ready and eager to learn –

estate finance. I needed to learn

It” tasks – big picture planning,

I reviewed real estate treatises,

how to maximize the time I spent

training, or other “working on the

working,

36 Originate Report March 2020

“Becoming the best at what you do requires conscious thought towards how you will accomplish your workload, and pushing off learning time management and task planning will eventually become an urgent and important task for anyone trying to take their career to the next level.”

business” tasks. These tasks may

you to manage, and when you least

to, and they are likely that person’s

not be urgent right now, but they

expected it.

Quadrant 1 tasks based on their job

are extremely important – and

description.

often will become Quadrant 1 tasks

Quadrant 3:

when you least expect it. We all put

Urgent but Not Important

Quadrant 4:

off training a new hire because we

These are the “Delegate” tasks –

have a go-to person on our team

setting up the billing code for a

Not Important and Not Urgent

that already understands what we

new file, reviewing intake files

need – and it’s easier and faster to

for completeness, or first drafts

send the work to them compared

of new documents. These are the

with the time and effort to get the

incredibly urgent tasks that must be

new person up to speed. But when

managed, but they are not of such

your go-to person gets sick, takes a

importance that it is imperative

vacation, or leaves, all of a sudden

for me to handle them. Another

that training that was not urgent

person on my team is likely the

has become the number 1 issue for

correct person to send these tasks

These are the “Delete” tasks – reviewing

junk

mail,

scanning

social media, or sticking to old processes and procedures that are now defunct based on your current practices. Every once in awhile we all get stuck in our ways and hold on to old ways of operating that Staying on Task: Cont. on pg. 38

www.originate.report 37

and

was

tasks are and when I am most

The Productivity Project by Chris

effective at working has been

Bailey. The main concept I pulled

extremely helpful to manage my

from this book was that of knowing

day so that I am productive and

important to recognize when these

what your “Biological Prime Time”

focused throughout. In addition

tasks appear in your day so you can

or “BPT” is, and then scheduling

remove them from your schedule.

your tasks accordingly. Your BPT is

recognition of task types, I use

the time of day that you are most

several other resources every day

focused and productive – it may

to help me stay on target.

Staying on Task: Continued from pg. 37

waste time and have been replaced by newer, faster procedures. It’s

The Quadrants are an easy way to look at the various tasks on your

manage

schedule

thoughtful

scheduling

and

be first thing in the morning, late afternoon, or in the middle of the

Time Sheet Task List

night. This time is relevant to YOU

One

and only you, and it’s important

administrative tasks attorneys do

to know when this is so you can

is time entry – keeping track of

schedule

important

the hours you spend working on

tasks which require the most focus

different projects so that clients

to occur during this time. For me,

are

my BPT is in the mornings – usually

attorneys I know dread the end

day, but that intentionally making

between 8-11am. I try to avoid

of each month when their time

time for Quadrant 2 tasks (and

scheduling meetings or other tasks

entries are due and spend hours

deleting ones in Quadrant 4) will

which do not require my best focus

reconstructing the last four weeks

ultimately free up your time and

during these hours, and instead

of their life to account for all the

allow you to be more productive

plan my Quadrant 2 activities to

projects they worked on. This is

and focused while at work.

occur during this time.

extremely inefficient and stressful,

plate and quickly decide (i) whether you are the right person to deal with the task; (ii) how quickly it will need to be completed; and (iii) if this task needs to be scheduled or deserves some follow up time. It’s

important

realize

that

Quadrants 1 and 3 will rule your

your

most

billed

the

accordingly.

tedious

Most

and leads to lost time – who can Biological Prime Time

Using the Quadrants and BPT to

remember what they ate for dinner

Another book we read which was

Become More Productive

last night, let alone how long you

essential

Knowing what my most important

spent on that email you sent three

helping

focus

38 Originate Report March 2020

weeks ago? I keep an Excel sheet

calendar for these moments – a

but it is a viable option especially

with my time entries on it for each

30 minute or one-hour block once

when you need to set boundaries to

day and update it as I complete

or twice a day that is reserved for

tasks. Every night before I leave

people to come by to ask their “Got

complete a project uninterrupted.

the office, I review my calendar and

A Minute” question. Sometimes

the projects I am working on the

these blocks work wonderfully and

next day and add them to my time

lead to fewer interruptions during

sheet task list – that way I know

your day because people aren’t

2 projects and complete them in

exactly what I am walking into

swinging by at any moment. Other

peace and free from distraction.

in the morning. I then rank each

times these blocks are impossible

item on my list based on (i) when

during the day it needs to occur

happen on both sides – an urgent

and (ii) how urgent or important

and important task pops up that

the task is. My Quadrant 2 tasks

you must handle, or a coworker has

have already been scheduled on

a time-sensitive question related to

my calendar along with other daily

a file they are working on that can’t

meetings, and then I flesh out the

wait. That being said, forcing the

productivity master and to get the

rest of my day with the other tasks

use of the office hours whenever

most out of every day. Becoming

that must get done. As the day

possible will make it so people are

the best at what you do requires

progresses, I can reassess to make

trained to show up during those

sure I’m on track, or if something

set times – and reserve the drop-

conscious thought towards how

is going to take longer to complete,

ins for only those truly urgent

I can reschedule and move things

matters that cannot wait. This way

around.

you are interrupted less frequently

whether I am pushing off Quadrant

and are able to stay focused and on

2 tasks for Quadrant 1 or 3, and I

schedule as you work through your

eventually become an urgent and

always try to preserve my BPT for

day.

important task for anyone trying to

I’m

always

aware

because

emergencies

the tasks which are either the most

The ability to plan a day to work from home once or twice a month allows me to take several Quadrant

At the end of the day, everyone struggles

with

staying

focused

and being productive all the time. Learning key techniques that work for you are essential to becoming a

you will accomplish your workload, and pushing off learning time management and task planning (a

Quadrant

activity!)

will

take their career to the next level.

important to deal with or the ones

Working from Home

which require the most focus.

The last method of productivity I use on occasion is working from

About the Author Geraci LLP is the nation’s largest

Office Hours

home. Sometimes I may have a

We have all been on both ends of

large project that requires extreme

the “Got A Minute?” conversation

focus, which is often difficult to

– either as the person swinging

find when working at a busy office.

lenders. Melissa Martorella, Esq.,

by with a quick question, or the

The ability to remove yourself from

is a senior Banking and Finance

person on the receiving end getting

daily distractions – conversations

attorney with the firm and focuses

interrupted

unplanned

in the kitchen or bathroom, drop-

discussion. Sometimes scheduling

ins, and the general bustle of the

a meeting with someone can be

office – can sometimes be essential

helpful, so both parties are able

to prepare and be present for the

home is not for everyone – some

conversation without putting aside

people are too distracted by pets,

another task. I have also tried

children, tv, or household chores to

matters. She can be reached at

scheduling “office hours” on my

get the focus they need at home –

M.Martorella@GeraciLLP.com.

with

productivity.

Working

from

law firm which focuses on the representation of non-conventional

representing

private

lenders

nationwide transact

throughout the country by advising nationwide mortgage lenders on compliance

and

transactional

www.originate.report 39

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www.originate.report 43

IT’S NOT JUST ABOUT IDEAS. IT’S ABOUT THE EXECUTION. WE PROVIDE PEACE OF MIND

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Originate Report - March 2020 - WOMEN IN REAL ESTATE

Articles inside

Special Feature: Five Strategies for Staying on Task | Melissa C. Martorella, Esq. | Geraci LLP

Special Feature: The Importance of Intentionality In and Out of the Workplace | Ruby Keys | Geraci Media

Special Feature: To the Young Professionals… | Kristina Sawyer | Arixa Capital

Industry Spotlight: Linda Hyde | American Association of Private Lenders (AAPL)

Special Feature: Light Your Own Fire, Kid | Elizabeth Morales | Applied Business Software

Cover Story: Karey Geddes | ViaNova Capital

Special Feature: Advice From the Lady on the Leaderboard | Kendra Rommel | Civic Financial Services

Wisdom From the CEO: Beth O’Brien | CoreVest Finance