Originate Report - July 2018

JULY 2018

THE OFFICIAL MAGAZINE OF GERACI

ORIGINATE REPORT TURNS

One Inside July:

Clear Capital, LLC Chuck Hershson Marketing Tips Washington, DC www.originate.report 1

2 Originate Report | July 2018

Geraci Media 90 Discovery Irvine, CA 92718

LEASE: y FOR IMMEDIATE RE es 1-Year Anniversar at br le Ce e in az ag M ate Report Geraci Media’s Origin

nate industry magazine, Origi its of on iti ed al ur ug ina ition, , Geraci released the orates its thirteenth ed 18- One year ago today em 20 , mm 01 co ly rt Ju po ., Re lif te Ca , na IRVINE This month Origi rs and advertisers rtgage loan originators. mo at ly ari im pr gratitude to their reade eir ted th ge ess pr ex Report, tar to es sh Media Team wi ar of publication. The and thereby one full ye port a huge success. for making Originate Re tors, lenders, ousands of loan origina th to ls ne an ch l ita dig its aurough print and an essential resource for gazine is distributed th me ma co rt be po s Re ha te It na . igi try Or us e ind Th nds and conventional lending on current industry tre ofessionals in the nonate pr -d er -to oth up d y an sta s, rs or de est inv month to help rea services and timely content each space to promote their g ble din lua va len e ng th idi in ov als pr on e, dienc tform for professi Report also provides a pla te na igi Or . ess sin bu eir grow th me Listings. and our Lender Loan Ho ts en sem rti ve ad th bo through at Noble Capital from the executive team rro va Na ey mn Ro e, or to the magazin ur message out perience as a contribut find it difficult to get yo u yo g, din len l na Commenting on his ex tio en business resiness of non-conv our relatively niche bu lp somebody grow their he n ca ge ssa me ific stated, “Oftentimes in ec in spotting ating when your sp raci are the authorities This is especially frustr Ge at le op pe e th e us ca to the right audience. ed in the e magazine; first, be like others who have tri to provide content to th un led e ril us th ca s be wa d, I on ly. sec sib d on sp story with them, an felt honored to share my I d an e ac sp r ou in t share that story.� talen ll-circulated platform to we d an d cte pe res a d past, they have create rt. If you are inons of Originate Repo iti ed s iou ev pr all access to ort or contact iginate.report/ to gain bmissions@originate.rep su to t ou ch Please visit https://or rea rtising, please ing content or adve terested in contribut rial kits. of our media and edito py co a for m .co illp rac m.berger@ge Media Contact: Max Berger ng Specialist Content Editor/Marketi m.berger@geracillp.com (949) 379-2600

www.originate.report 3

contents JULY 2018

Features

7 Letter from the Editor

14

Welcome to Originate Report’s 1st Anniversary Issue!

8 Anthony’s Rules for Success Perception as Reality

Create the perception. Own the reality.

By Anthony Geraci, Geraci LLP

10 Profile

Uncle Chuck Has Three Words for You

Words of advice from Charles Hershson, President of Fidelity Mortgage Lenders.

By Cathleen Yates, Originate Report

14 Get $#!& Done with JT Terrell

Speak Up, NOW.

8

26

Don’t become a statistic. Please seek help.

By JT Terrell, Petra Coach

16 Industry Spotlight

Clear Capital, LLC

Company Profile by Cathleen Yates, Originate Report

20 Best Tips for Marketing

What are the most effective strategies for today’s customer?

By Rosie Meyer, JCAP Private Lending

24 Strengthen Your Brand by Emphasizing Customer Data Protection Inspire confidence among borrowers with these tips.

16

20

By Clay Malcolm, New Direction IRA

26 Cities to Watch

Washington, DC

By Patrick Batu, Walnut Street Finance

28 Upcoming Events 30 Loan Home

4 Originate Report | July 2018

24

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6 Originate Report | July 2018

ANTHONY GERACI CEO/Editor

RUBY KEYS Marketing/Editorial Director

JOHN PELACHE Account Executive

ALICIA CARTER Marketing Coordinator

MAX BERGER Content Editor/Content Marketing Specialist

DAVID BASEN Digital Marketing Specialist

PAM HUBER Art Director

CONTRIBUTORS Patrick Batu • Anthony Geraci Clay Malcom • Rosie Meyer • JT Terrell Cathleen Yates

Letter from the Editor Welcome to Geraci’s Originate Report Magazine- July 2018 Edition!

This month’s edition marks an important milestone for Originate Report –

today we commemorate one full year of publication! We would like to extend

our sincere gratitude and appreciation to you, our readers, for making all this

FOUNDING UNDERWRITERS

possible. In return, we pledge to work as hard as ever to provide you with engaging and relevant content each month.

In this edition, I am thrilled to share the story of Charles “Uncle Chuck” Hershson

MARK HANF President, Pacific Private Money

of Fidelity Mortgage Lending, a veteran of the industry with a great deal of wisdom to impart. I hope you find his unique perspective both entertaining and

enlightening. You will also learn about our Company Spotlight for this month, Clear Capital, LLC – a California-based real estate investment firm that prides

itself on its investor-first approach and brilliant track

ORIGINATE ONLINE www.originate.report

GERACI ONLINE www.geracilawfirm.com Interested in advertising in Originate Report? Please reach out to John Pelache at John@Originate.Report or (949) 379-2600

record.

Thank you for your continued support. Here’s to another year!

Max Berger

Originate Report Content Editor

For Advertising Submissions, Article Submissions, and Inquiries contact Submissions@Originate.Report

ORIGINATE MAILING ADDRESS Geraci LLP 90 Discovery, Irvine, CA 92618 PHONE (949) 379-2600

GERACI CONFERENCES www.geracicon.com

www.originate.report 7

they lit their torches of freedom. Sales of cigarettes to women increased from 5% in 1923 to 12% in 1929 to 18.1% in 1935.

Was it a women’s movement? Absolutely. Women obtained the right to vote in 1916 and continued to fight discrimination at home while men went off to fight in World Wars I and II. But Bernays carefully orchestrated the torches of freedom campaign for the purpose of increasing the market share of women who smoked.

And it worked. The perception was cigarettes equaled protesting.

ANTHONY’S RULES FOR SUCCESS

What is the Perception You Want to Create?

Perception as Reality

By Anthony Geraci, Geraci LLP

P

erception is Reality

I watch movies from time to time, and recently watched Catch Me If You Can. Watch it if you haven’t seen it; it’s a great movie. Leonardo DiCaprio stars as con artist Frank Abagnale who learned some tricks from his father.

In one scene, his father, played by Christopher Walken, asks Frank, “You know why the Yankees always win, Frank?”

Frank replies: “’Cause they have Mickey Mantle?”

“No, it’s ‘cause the other teams can’t stop staring at those damn pinstripes.”

I gave that some thought. What I took it to mean is that it wasn’t because Mickey Mantle or anyone great was on the Yankees. Rather, it was because they were the Yankees in uniform. The perception that the Yankees always won depresses the other teams so much that the Yankees win just by being the Yanks.

How To Create Your Desired Perception

This may come as a surprise to you, but I am a slightly aggressive personality. As a lender, my theory is that I would rather litigate everything into the ground, not because I really hate the other side, but because I want to build a reputation as someone who fights every time.

That reputation is a perception I intentionally cultivate.

The same intention we try to cultivate here at Geraci when we dominate the conversation.

Because perception is reality. What you perceive and believe is what is. Regardless of truth, that is your truth.

Let me give you a detailed example.

Reality Behind Torches of Freedom

In 1929, the tobacco industry hired one of the most renowned public relations persons of the time, Edward Bernays, to create a campaign centered around women.

8 Originate Report | July 2018

At the time, cigarettes for women were taboo. It was also a closed market to women, because in some states, smoking for women was criminalized. With the rise of women’s rights in the 1910s and 20s, the tobacco industry felt this was the time to harness the power of the movement and equate it with smoking cigarettes.

Bernays hired a psychologist to say, “Today the emancipation of women has suppressed many of their feminine desires. More women now do the same work as men do. Many women bear no children; those who do bear have fewer children. Feminine traits are masked. Cigarettes, which are equated with men, become torches of freedom.”

Bernays then decided to make a move. He hired women to smoke in the Easter Sunday Parade in New York. He carefully selected the women to be good looking but not too good looking. This was risqué because, before this time, women were only able to smoke in designated places. Bernays then had his photographer record and photograph the event. Women were encouraged to light their “torches of freedom” in support of fighting discrimination against women.

Perception Behind Torches of Freedom

Bernays took the photos and published them around the world. The campaign was talked about everywhere.

The women’s walk in the parade was seen as a national protest, and women around the world embraced it. And

Take a look at the above example. For the same reason that Bernays created the torches of freedom, we at Geraci want to create the perception of being a world-class organization with aggressive attorneys and top-of-theline conferences and magazines. We want the private lending community to understand that we are all things private lending. We are doing that through a variety of ways summed up in “dominating the conversation.”

We’re publishing a book, creating a platform, and all of our goals are showing the community that we will add value to them every way we can.

The Flip Side: See Through Perception to Find Reality

There are three truths. There’s my truth, your truth and then THE truth. – Chinese proverb

Are you sure you’re seeing THE truth? In the above example, women’s truth was the torches of freedom as a women’s movement. The cigarette company’s truth was a sophisticated public relations campaign aimed at getting women to buy more cigarettes. THE truth? To me, the truth is that it was both. It was a sophisticated marketing campaign that took a symbol of protest, the cigarette, and turned it into something that had more meaning than either side probably intended.

The same thing can be said about Apple. Apple’s truth is they want to make a large profit. Did you know it only costs $200 to make an iPhone? And yet they are able to charge a 75% premium for your enjoyment of it. Knowing that, we still pay it. Why? For some people, Apple is a way of life, a cult, if you will. The perception of Apple is that they are rebels, and that owning a part of their “culture” means you adopt their rebel status. Some people even get tattoos of Apple’s logo. What does that say about Apple’s perception? What is Apple’s reality?

Apple is a company that drives products to the masses and profits to its shareholders. What is THE truth about Apple? A bit of both, like the torches of freedom.

What are your torches of freedom? What perception do you want to create that makes you appear better, faster, stronger? What makes Geraci perceived to be the authority on private lending? Don the pinstripes. Be the Yankees. Create the perception. Own the reality.

ABOUT THE AUTHOR: Named a Super Lawyers® Rising Stars in the legal field, Anthony Geraci is the managing shareholder of Geraci in charge of firm strategy and development of Geraci’s team and culture. He is skilled in mortgage lending and securities law and has authored numerous articles on real estate finance and security subjects. Mr. Geraci is a leader in creating national mortgage pools and mortgage funds as well as sophisticated net branching arrangements among several mortgage companies. Mr. Geraci is also an active member and a member of the board of directors of EO (Entrepreneurs Organization).

CONTACT: (949) 379-2600 | a.geraci@geracillp.com | www.geracillp.com

www.originate.report 9

PROFILE

Uncle Chuck Has Three Words for You: Equity. Equity. Equity.

(And more words of advice from Charles Hershson, President, Fidelity Mortgage Lenders)

By Cathleen Yates, Originate Report

T

here is a comfort, or maybe a luxury, in maintaining a successful mortgage lending business for nearly 50 years. It’s a given that no matter how the customers’ needs change, they still need you to fund their loans. No matter which direction the laws are bending, you can adapt. When you drive to work in the morning, your long-time employees, some of whom have worked there almost as long as you, will still greet you upon arrival. And most of all, there is comfort in the assurance that your reputation for transparency, fairness and trustworthiness is, and always has been, intact.

Chuck Hershson and Fidelity Mortgage Lenders of Los Angeles have been through it all: four recessions, including the 1980s with 22% interest rates, the 2008 humdinger of a real estate meltdown and the resultant Dodd-Frank law, and a couple of smaller ones in between. They challenged his principles and cash reserves, but Hershson never wavered from his conser-

10 Originate Report | July 2018

vative business model and his lending mantra: equity, equity, equity. Today, Fidelity Mortgage Lenders is one of the few with that type of longevity, and Hershson — or Uncle Chucky, as he calls himself — is regarded as a stalwart of the private lending industry.

The Advent of Hard-Money Lending

After several years in the mortgage industry, Hershson founded Fidelity Mortgage Lenders in 1971, funding strictly residential loans, and soon morphed into the commercial loan arena. “In those days, banks couldn’t write junior liens (second trust deed loans), only first mortgages, That’s how this industry started,” says Hershson. “We did seconds behind their firsts.”

The average second trust deed loans in the 1970s was between $2,500 and $4,500, when homeowners didn’t want to touch their low interest rates on the firsts, which were 30-year loans. For those who needed quick cash, Fidelity Mortgage Lenders was a dream: The company could fund the loan in two weeks and didn’t require

financial statements. Poor credit didn’t matter, because Uncle Chuck had a different rule of thumb. “There are only three things my company is interested in,” he says.

“Equity, equity, equity. Not location, location, location.”

Equity and a clean title, not financial health, are the main criteria needed to fund a loan, and only a few pages of paperwork: proof of fire insurance, escrow authorization, statement of information and some disclosure statements. Fidelity lends only 55% loan -to-value (LTV), and maybe 60% on an unusual case (industry standard for hard money lenders is 65%; for banks it’s 75% on a commercial property). This keeps Fidelity’s risk low, and in the event of a foreclosure, allows for a quick exit.

Fidelity’s 55% LTV has mitigated exposure in some of the worst financial crises. In 1981-83, the prime rate rose to 22%, and CDs were providing a 15% return.

These were rough times, Hershson says. “By some divine magic, we had a nice cash reserve, and I used to advance payments to investors so they wouldn’t lose any money. Somehow, I survived. And believe me, I was hanging on by my fingernails and fumes. But I did not want my investors to lose money. Because if you lose the investors, you have no way to fund loans.”

Many companies didn’t survive that period. But that recession prepared Fidelity for the next one: the 2007-08 real estate debacle. Even though the major banks were to blame, companies like Fidelity took the hit. “And that was very trying,” he says. “You’ve got to stick to your model, and that can be difficult. Let’s say business is slow, and we get a call from a guy who needs a 65% loan. It’s very tempting, because I’ve got to cover my costs. But we have to stick by our model of 55%. It’s what we do.”

Profile: Chuck Hershson continues on pg. 12

www.originate.report 11

Profile: Chuck Hershson continued from pg. 10

The resulting Dodd-Frank Act was particularly painful because it eliminated the Company’s ability to fund consumer loans. That tightened his business and the market, and hurt single-family residential owners because they didn’t have access to money. So Hershson’s focus now is private lending commercial loans or residential loans strictly for investment or business purposes.

Along with a strict LTV, Hershson says the Company consistently delivers what it promises: delivery of funds in the specified time frame (7 to 10 working days) with clean title and loan servicing for the life of the loan (Fidelity never sells off loans ). And in the rare event of a foreclosure, Fidelity stays with the property until the end and pays off the investors at the foreclosure sale.

That consistency has brought a wealth of trust from returning customers and investors. Rewrites are common, he says, and Fidelity’s been around long enough that the company is now servicing loans made by the children of original customers. “Our reputation is stellar,” he says.

“We do not take advantage of our borrowers. We deliver what we promise. We’re very transparent.”

Building Trust

Five decades has brought Hershson plenty of wisdom and refined methods in building trust in Fidelity Mortgage Lending’s brand, marketing strategies and predicting the future.

“Fidelity is one of the few that will lend on a fixed rate up to 20 years, fully amortized, or 30 years amortized and due in 15 years at a fixed rate – and no prepayment penalty. This, he says, is what makes Fidelity unique in the hard money industry, and particularly attractive in the face of rising interest rates and competitor offerings.

On building trust, Hershson says there are four areas he concentrates on: fairness to borrowers, transparency with investors, generosity with employees and collegial broker relationships.

“We’ve always been very fair to borrowers, even if they’re desperate,” he says. “We could charge more and they’d be thrilled with it, but we don’t do that. And they are very appreciative.

“We’re very transparent with our investors since we fund our loans with private investors. They know the stability of Fidelity; they always know what’s going on.”

Employees are equally important to Hershson as investors and borrowers and he cites the Company’s generosity to them. “The average employee has been here 17 years, and some have been here 30 years. They basically

12 Originate Report | July 2018

leave in one of two ways: They either retire or they go out in a casket. And I pay ALL of their health insurance and 100% of their pension. The most important thing you can have in business is loyal employees, especially in a service business like myself.

“Lastly, we have very strong collegial relationships with brokers. We depend on them because they’re out on the front lines. When they make a sale or have a client who needs to refinance, and they don’t have time to qualify with an institutional lender or they have other problems, they call us because they know we’ll perform. If I tell a broker we’ll close in 10 days, barring unforeseen events with the title, they know Fidelity will deliver the goods. And we’ve established this relationship over many years.”

Fidelity’s marketing efforts elicit trust as well. Hershson gains brokers and prospective clients through various networking groups and by serving on industry panels at seminars and conferences. He also courts large real estate companies such as Lee and Associates and Voit Commercial Real Estate to tell them why they might need Fidelity for a future client who doesn’t qualify but needs additional capital.

In addition to your traditional borrowers, Fidelity targets those businesses that large banks steer away from: churches, motels, retail stores, restaurants, industrial buildings and houses, and particularly cash businesses such as liquor stores. Most don’t show much income, he says, because they pocket much of the cash, and this makes it difficult to qualify for a traditional loan. Banks, he says, don’t want the exposure if a church or temple goes into foreclosure. But Fidelity doesn’t have a problem with that risk as long as the equity exists.

Fidelity is one of the few that will lend on a fixed rate up to 20 years, fully amortized, or 30 years amortized and due in 15 years at a fixed rate – and no prepayment penalty. This, he says, is what makes Fidelity unique in the hard money industry, and particularly attractive in the face of rising interest rates and competitor offerings.

Market Corrections

“We are going into a higher period of interest rates and we are cautious about making new loans,” he says. “And as you know, in California, prices have gone through the roof. Property is super expensive. A lot of investors have gone to Arizona, Texas, New Mexico, Oregon and Washington because they can’t get a return here. So if I get a call today, I’m looking ahead three to four years. I think the market is going to drop a good 20% between 2019-21.

“By the way, Uncle Chuck predicted in 2004 that there would be blood on the streets. When I saw negative amortization rates from the banks, where payments would go up a third, I said that can’t go on. And banks were lending up to 120% of the value. It was insanity.

It didn’t take a brain surgeon to understand. So I feel

Chuck Hershson, Fidelity Founder & President (below) The Fidelity Team

the same way now, but it may not be as severe this time, that the market will drop 15%-20%. A lot of companies will go kaput because they were too aggressive in their lending. And the consumer will pay the price because they were leveraged too darn high.”

So given the current outlook on the industry, and his experience gained in the last five decades, what advice would he give to others starting out in the loan origination business? “It’s much more difficult than you think. First go to work for a mortgage company, learn the ropes and you’ve got to have a lot of investors with money looking to invest.”

Chuck has been successful, but he realizes that other people may be less fortunate. So, Chuck and his wife, Hella, are heavily involved in philanthropy. He was a long term board member of the Cancer Support Community, supports the Harmony Project which provides musical education and instruments to inner-city school children and The Jewish Home for the Aging, where he helps raise money to ensure the elderly are housed and cared for appropriately. In addition he’s a member of the Board of Governors at Cedars Sinai and on the Board of American Friends of Hebrew University (AFHU).

A weekend spent de-stressing will likely include a drive around Los Angeles. Once a month he drives to Malibu to hang with friends, but mainly for the meditation.

Taking a Sunday drive allows for a bit of basking in the comfort of 50 years in business, beating the worst of recessions and maintaining that stellar reputation. “I get in the car and say, ‘Chuck, you are one lucky son of a gun.’”

CONTACT: Chuck Hershson: chershshon@fideltyca.com Contact Fidelity Mortgage Lenders at fidelityca.com or 800-752-9533.

Do you know an extraordinary AAPL member who makes a positive impact on the private real estate lending industry? Nominate them! 

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NOMINATE NOW Nominations are being accepted electronically www.aaplonline.com/awards

Deadline: August 1, 2018

www.originate.report 13

GET $#!& DONE with JT TERRELL

Speak Up, NOW

By JT Terrell, Petra Coach

Disclaimer: IF YOU BELIEVE YOU HAVE A MEDICAL EMERGENCY, YOU SHOULD IMMEDIATELY CALL 911 OR YOUR PHYSICIAN. If you believe you have any other health problem, or if you have any questions regarding your health or a medical condition, you should promptly consult your physician or other healthcare provider.

need to be honest with yourself and the people in your life about how you are feeling, right now. Learn from the mistakes made by so many who have come before you and drill down on the stuff that keeps you awake at night.

“The epidemic of suicide is reaching bizarre proportions across the board, but within the entrepreneurship community, it’s particularly alarming.”

I

t happened again. It seems every time I turn on CNN, I see an in-memoriam segment on someone who seemingly had everything and took their own life. This time it was fashion designer Kate Spade; who knows who will be next? Many say news outlets and television networks are sensationalizing these relatively small, one-off events, but I’m starting to believe they are doing the world a gigantic favor by highlighting this epidemic. It’s affecting the entire population but hitting CEOs and business owners hard. Remember the stories of Wall Street traders jumping off of buildings during the Great Depression? That actually happened; it’s not just a cautionary tale. I’ll start with my story to get the discussion moving.

As I look back over the first 10 years of my company in Tennessee (2001-2011), my memories are riddled with anxiety over debt, career roadblocks, rejection, 18-hour workdays, heavy drinking, fatigue and sleepless nights. That kind of emotional beat-down took a toll, especially when there was no real way to prepare myself for it. They teach business management in every university in the country, but as far as I know there’s no

14 Originate Report | July 2018

course in “Accounting 101: How to Smile When Taking Payroll Out of Your Personal Account” or “What to do When the State Tax Assessor is Drilling Out Your Office Locks.” Maybe there should be.

My business partner and I used to joke to others that we had more balls than sense, and we casually laughed off the idea of being afraid or the possibility that we would/ could fail. We damn sure never talked about it, to each other or anyone else, including our families. Not only was that not a smart or prudent way to move forward, it was a complete denial of an emotional hell-ride that I can’t look back on now without getting a lump in my throat and tightness in my chest. I will NOT belittle the term PTSD (post-traumatic stress disorder) by comparing what we went through in that decade of small business experience to veterans of combat, but the physical and mental symptoms are very similar, and the causes are far less obvious.

It was a mistake not to talk with my loved ones or a professional about those high-stress days, and the most important thing I can say to you fine readers is that you

The epidemic of suicide is reaching bizarre proportions across the board, but within the entrepreneurship community, it’s particularly alarming. Of entrepreneurs, 30% experience depression, according to a study by Dr. Michael Freeman, a clinical professor at the University of California, San Francisco, and when you sprinkle in the anxiety of deadlines, payrolls and lost opportunities, it’s not a giant leap to see where getting off the hamster wheel could be a pretty sensible choice.

I’d like to outline a few ways that you could begin to communicate some of those concerns and give them less power in your daily life. (Keep in mind, I’m no emotional health expert, I just work with a lot of you guys every day, and I see the same things in all of you.

So back to the disclaimer above, if you need help please seek it immediately.)

Find a Peer Group, Today

It is lonely at the top, and it’s almost impossible to talk about your real worries with people who are looking up to you for answers and support. There are groups like Entrepreneurs’ Organization, Young Presidents’ Organization and Vistage where CEOs and business owners can come together and be vulnerable with each other in a real-time feedback setting. Each has its own criteria for membership, but they all have a mission to help their members grow and learn from each other, and they do this through small-group forums where members can be as open as they want to be, in a safe environment. I can only speak personally about Entrepreneurs’ Organi-

zation, as I was a member of the Nashville chapter for eight years.

“Don’t be a martyr, or a hero, and whether you tell anyone or not, get help.”

Entrepreneurs’ Organization started as a result of a suicide inside of a group of close business buddies, and the rest of the group was left wondering why he did it. He had never shared that anything was wrong or let on that he was even dealing with small issues. Research tells us that the idea of needing help gives the appearance of being weak or vulnerable which is forbidden in the world of hard-charging start-ups. Unfortunately, this leads to harmful health effects at a minimum, and (in some cases) complete breakdowns if left unchecked.

Verne Harnish, author of “Scaling Up” and a member of that peer group, took the opportunity to rally around the idea of sharing and supporting each other BEFORE things get too bad, and Entrepreneurs’ Organization was born. There is likely a chapter in your city, check it out.

Talk to a Professional Counselor

I go to a counselor regularly, and you should too. There, I said it. I mentioned before that I’d struggled with anxiety during my start-up days, and that never went away. It

might lay dormant for a while when everything was going perfectly in my life and coaching practice, but it was always there in the background waiting for something to trigger it into a full-blown attack. Chest-tightening, physical-pain, panic-stricken attack. I finally admitted to my wife that I was having a problem with anxiety and fear, and she was the one to get me to a counselor to uncover and talk through my issues.

My first appointment was awkward, but just saying out loud the fears I’d been living with for so long lifted a weight and I looked forward to the next session. The therapist armed me with techniques for dealing with the onslaught and waves of emotion that would inevitably come, and they worked. They took practice and trust in the process, but it continues to be very helpful during times of high stress.

Don’t be a martyr, or a hero, and whether you tell anyone or not, get help.

Share the Worry

One practical thing you can do to alleviate your stress — about money in particular — is to share the info and

concern with your trusted team at work. We teach companies to have a weekly financial meeting, to go through the budget vs. actual numbers, and each of the team members “owns” a few of the lines on the P&L statement. When your teammates are watching the numbers as closely as you are, two things happen. You WILL spend less money as a company, just by deliberately inspecting the outgoing cash, and your team will share the burden along with you. It is a bonding experience and helps develop your leaders to be more educated on the overall costs of doing business.

If this column has bummed you out, I apologize. If it has resonated with you to take action and get some help, I’m thrilled. If you don’t struggle with these kinds of issues, be on the lookout for friends that do and encourage them to act.

The one thing I’m sure of is that I can’t be silent about it anymore, and neither should you.

JT Terrell is a big believer in earned trust and the power of planning, and he’s put both into action in his own life and career. After 10 years as a professional musician, JT founded event rental company Music City Tents and Events LLC and grew it into an industry innovation leader. JT attributes his company’s success to his work with Petra Coach and the adoption of the Rockefeller Habits. JT is now thrilled to be on the other side, coaching and engaging businesses to help them uncover opportunities, create strategies, and get focused. Reach him at 888-330-1020 x705 or jt@petracoach.com.

JT Terrell, Monthly Columnist

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SPOTLIGHT

Industry Spotlight:

Clear Capital, LLC Company Profile by Cathleen Yates

16 Originate Report | July 2018

M

uch has been said and anticipated about Millennials, the largest population group to emerge since Baby Boomers. They prefer a “hands-free” lifestyle, and place significant value on social interaction, experiences, and technology. They value personal time more than their jobs, but they want the flexibility to pick up and pursue their next career opportunity. And they’re foregoing home ownership to maintain that flexibility.

Boomers, however, are reaching an age where homeownership is more of a chore than a comfort, and some are sacrificing homeownership for apartment living in large urban areas for ease of living, more modest housing costs, greater access to culture and amenities, and sometimes, jobs. And here is where the two groups merge: apartment living, which offers many benefits to both worlds, in particular, convenience. As a result, apartment living has rapidly supplanted homeownership. Not surprisingly, apartments are hot and offer compelling investment opportunities.

Clear Capital, LLC is a real estate investment firm with offices in Los Angeles and Irvine that has, for the last 20 years, followed this trend and successfully pursued investments in multi-family real estate. “Clear Capital holds a long-term and persistent belief that apartments have supplanted homeownership and substantially fulfill today’s American dream, for both Millennials and Baby Boomers” according to Eric Sussman, one of Clear Capital’s Managing Partners. “Among other things, this belief is based on the fact that rising home prices, higher interest rates, and tighter underwriting standards have created affordability challenges, and it’s therefore more difficult to qualify for a mortgage.”

Meanwhile, the supply of multifamily projects targeting both groups has generally not kept up with demand, he says, due to increased construction costs and challenges associated with new development. So the company’s goal is to create value in by acquiring existing properties meeting strict criteria, redeveloping and/or repositioning them, and holding them for three to ten years before selling. This strategy has provided stable and predictable cash flow for investors, says Sussman as investors have received consistent quarterly distributions and impressive, double-digit internal rates of return (IRR). On several of the company’s projects, investors have received a complete return of investor capital within just a few years, while retaining ownership and ongoing cash distributions.

The company is focused on specific areas of the Sun Belt, including Southern California (Los Angeles and the Inland Empire) and, more recently, the Dallas/Ft. Worth market. Other members of the team, including partners Greg Worchell, Daniel Hardy and Paul Pellizzon, use their collective and extensive experience in real estate acquisitions, asset management and structured financing to acquire underperforming and undervalued multi-family assets. Properties must have strong value-add potential. Through remodeling and repositioning, the properties are improved with high-quality amenities — Wi-Fi, upgraded community recreation areas, dog parks, workout studios, pools, playgrounds and furnished outdoor gathering areas — that command higher rents and attract renters seeking an up-

scale, amenity-rich and all-inclusive community. Clear Capital has successfully invested, remodeled and managed more than 50 multi-family properties using this strategy.

“Our success has come through creating value at every step of the investment cycle: identifying, acquiring, improving and monetizing multi-family assets,” says Sussman. “By investing with Clear Capital, investors can earn a six percent (6%) annual preferred return (paid quarterly), with significant upside resulting in IRRs of 12 to 15%, or more. Since inception, Clear Capital’s annualized return on investment on properties sold, net of cash distributions, has been 18.13%.”

Following specific investment criteria, a disciplined approach, and substantial market analysis and asset-level due diligence has allowed the company to present compelling opportunities for their network of investors. Real estate agents and brokers often present these opportunities to the company, specifically because of their track record, experience, and the trust they have earned over significant periods of time and different market cycles. “We typically don’t move away from our secret sauce, but it doesn’t mean we won’t take a look at a good opportunity outside of our criteria,” Sussman says.

Clear Capital acquisition criteria: • Property size: 100 units and above • Vintage: 1970 and newer • Markets: Sunbelt regions • Location grade: A+ to B• Property grade: A- to C• Hold period: 3 to 10 years • Price: $15 million to $50 million • Purchase terms: All cash or cash plus debt from lenders and financial sponsors • Due diligence: Ability to purchase with an aggressive due-diligence window and fast close

Clear Capital prides itself on taking an investor-first approach. “We are straightforward, ethical and transparent in all aspects of operations,” says Sussman. “Our Clear Capital investors, many of whom have been with us for over 20 years, look for diversification from traditional asset classes and want to invest in real estate with none of the headaches associated with direct asset ownership.”

Clear Capital invests substantial sums alongside its investors, in order to appropriately align objectives and interests. “While past performance is no guarantee of future results,” says Sussman, “we are confident that our approach to investing is one of the best ways to participate in the growing demand for multi-family housing.”

The process of investing is easy. After receiving the investment offering, which includes a detailed investment summary of the property, an accredited investor can complete the entire process electronically (hard copies are always available for those who prefer it). The company offers online investing through its user-friendly investor portal which allows the investor to review, monitor and manage their investments, including the Industry Spotlight: Clear Capital, LLC continues on pg. 18

(Top to bottom:) Clear Capital partners Eric Sussman, Paul Pellizzon, Daniel Hardy, and Greg Worchell

www.originate.report 17

Industry Spotlight: Clear Capital, LLC continued from pg. 17

ability to receive quarterly distributions directly into their bank accounts via automated ACH.

Although capital markets for multi-family debt are strong and flush with lenders, the demand for multi-family assets has increased rapidly over the past few years and it has become more challenging to find deals that meet the company’s investment objectives. “Our approach to investing hasn’t changed and will not change, however,” says Sussman. “We are patient, underwrite to our strengths, complete rigorous due diligence to identify opportunities and then remain attentive and committed to the operating performance of each acquired asset. In other words, we acquire at our price, remain disciplined, and are not swayed by shifting and shorter-term market swings.”

In markets such as Dallas/Ft. Worth, the threat of oversupply looms, but Sussman doesn’t believe it will hamper Clear Capital’s goals. According to a recent Forbes article, the Dallas-Plano-Irving area is the third-fastest growing metropolitan district in the U.S. in jobs, population and wages. Just as quickly, Dallas has experienced a large increase in multi-family building permits and has delivered units so rapidly that Sussman believes it is due for a small pullback. “Nevertheless, we believe in our

18 Originate Report | July 2018

strategy and, as a result, we acquired an asset in the Dallas Uptown submarket,” he says. “We saw an opportunity where our management experience could come into play to quickly change the tenant profile, significantly reduce concessions, and increase value to our investors.”

Clear Capital Properties Acacia (above), Monterey Station, and The Lucas.

The company is poised for additional growth along the Sun Belt region and the Pacific Northwest, including Denver, Phoenix, Portland and Salt Lake City. A potential challenge in California, however, is the possible repeal of the state’s Costa Hawkins Rental Housing Act in November (when the issue will be voted upon by California voters), which removed certain rent control caps and the ability of cities to modify rent control policies. While he expects the ballot measure to fail, Sussman says it would, if passed, only make matters worse for both tenants and property owners.

Regardless, Clear Capital plans to forge ahead using its time-tested model that has generated superior returns for investors. The firm is especially pleased that it has never lost any investment capital during its history, including several significant economic downturns. Currently, the company controls more than $500 million of multi-family real estate assets, and is clearly set on a robust path in the future.

CONTACT CLEAR CAPITAL: www.clearcapllc.com LA Office: (310) 470-8500 | Irvine Office: (949) 273-5405

You have knowledge. You have ideas.

Let us showcase your voice.

Currently we’re looking for articles showcasing: Business Development • Fintech/Newest Loan Programs • Automation in Today’s Evolving Society • Upcoming Trends & Changes • Marketing & Outreach Essential Tools & Technologies • New Legal Issues and Regulations.

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Write for us. Email submissions@Originate.Report for more information.

www.originate.report 19

FEATURE

Best Tips for

Marketing I

n this industry, customers do business with you because they know and trust you. Marketing is a tool that can help build rapport with prospective customers. It allows you to show them the brand, voice and integrity that you bring to the table.

Many customers thoroughly research companies online, which means a web site is no longer sufficient for validating your organization to the customer. Today, customers appreciate social media presence and customer reviews.

To address this, be sure you are leveraging social media to your advantage. Stay active on your accounts so you capture the attention of new and potential clients. It’s a great way to make a connection. It allows them to be exposed to your brand, answer their questions and so much more. Consider using automated tools to make the most of your time. Another thing to consider is advertising on these platforms, as you can segment demographics down to your target customer.

Increase Your Lead Performance

Are you tracking your leads? If not, it’s time to start this practice. Lead tracking software can show where your leads are coming from, what they are clicking on, and once they give you their contact information you can reach out.

Engage with your clients and leads early, whether through a live chat tool or an email marketing campaign. Regular communication reminds them that your company is there for them. Creating content for automated emails can be an easy tool that supplements your other efforts.

Lastly, research has shown the customers appreciate a brand that is human. Remember, your brand needs to act

20 Originate Report | July 2018

By Rosie Meyer, JCAP as a living, breathing organism. On average in the mortgage industry, it takes a minimum of six to seven brand touches for someone to remember your company. Make every interaction count and adjust to your audience.

“Be sure you are leveraging social media to your advantage. Stay active on your accounts so you capture the attention of new and potential clients.”

Outreach and Engagement with Your Clients

Do you often ask yourself what the secret is to keeping your customers engaged? This is a common question.

There are now more ways to connect than ever before.

However, what method of outreach and engagement is best?

Between email, social media, texting and phone calls, it is easy for the customer to feel overwhelmed with interactions. The best thing you can do is have your customer tell you what method works best for them and establish this at the beginning of the relationship. Personalization to their needs is a great way to build rapport in the private lending industry. If you show your customer early on

in the relationship that you put their needs first, they are more likely to do business with you.

Another tool that is extremely helpful is newsletters.

Sending out a monthly newsletter with your happenings helps keep your company on the forefront of their minds — just be sure to keep things brief. Providing content that is easy to scan is key. You can link the newsletters to your blog for full-length articles, which places them on your web site. Once there, readers will likely browse your distinct loan offerings.

Going the Extra Mile Goes a Long Way

Be intentional with them. Send a thoughtful note or postcard in the mail to let customers know you are thinking of them. Handwritten snail mail can go a long way, also.

It shows that you invested time and this often translates into customers feeling valued.

Remember customers have a multitude of options available to them when choosing who to use as a lender. When the services you offer are similar to others, distinguish yourself by building rapport and personalization. When customers choose a lender, they lean toward those companies that resonate with their personal values.

ABOUT THE AUTHOR: Rosie Meyer is a Executive Assistant/ Marketing Director at JCAP

Private Lending. As a graduate from Vanguard University with a degree in Sociology & Psychology, Rosie joined JCAP Private Lending to promote all aspects of the companies services, focusing primarily on the Marketing Department. She prioritizes the Relationship and Communication details to ensure that our Clients are happy and rest assured with our services.

CONTACT: rosie@jcap.net | jcap.net

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FEATURE

Strengthen Your Brand by Emphasizing Customer Data Protection

By Clay Malcolm, New Direction IRA

24 Originate Report | July 2018

address (or more) and click the little box that says, “I

firms that manage sensitive information and large sums

your information will be distributed in a manner you

your homework before opening a self-directed IRA (for

agree to these Terms and Conditions,” there’s a chance may not like but have nonetheless agreed to.

These revelations have prompted calls for transparency in the use and dissemination of customer data from consumers and governments alike. From a business

standpoint, you may consider providing this in-demand transparency if you’re supplementing your face-to-face efforts with an online presence. Qualifying your po-

tential borrowers likely involves the collection of their sensitive information, which individuals or businesses

in need of capital may not be as eager to provide in today’s climate.

One way to mitigate this apprehension could be to

compose and distribute clearly written terms and conditions. This may seem like overkill, but a clear and

concise document that outlines your exact data sharing

If you originate loans from a self-directed retirement

account like an IRA, 401(k) or health savings account

(HSA), you may encounter other unique challenges in transparency. Similar to the false impression that issu-

ing notes with tax-advantaged retirement funds can be

a tedious enterprise, borrowers may be skeptical about conducting business with a non-human account even

though you, the IRA holder, are the engine behind

lighted the somewhat dubious ways that some of to-

day’s tech giants earn their profits. The monetization of our personal information has emerged as an unpleasant

truth about online services that don’t charge their users

but in turn sell their names, e-mail addresses, and phone numbers to data companies and advertisers.

While Facebook has taken the brunt of recent criticism

for its dealings with Cambridge Analytica, many of the internet’s key players have capitalized on personal in-

formation in the same way. If you provide your e-mail

A proper custodian should have clearly stated security objectives and reasonable yet secure barriers for your online accounts (two-factor authorization, password

requirements, etc.). Their online security personnel should also be able to identify future threats and incorporate safeguards proactively rather than reactively.

and borrowing IRA funds. The process of originating

behind the times.

environment. However, headlines have high-

“A clear and concise document that outlines your exact data sharing policies can go a long way toward re-enforcing confidence in your business model.”

statement along the lines of, “We will never share, sell

the difference between earning new business and falling

U

of your clients).

• Help the borrower understand the minimal dif-

or distribute your information to third parties,” may be

relationships is a necessity in today’s business

the good of your retirement and for the piece of mind

policies can go a long way toward re-enforcing con-

fidence in your business model. An easily understood

tilizing the internet to establish and cultivate

of money are popular fraud targets, so be sure to do

every business activity inherent to the loan. By edu-

cating yourself about self-directed IRAs and putting these negative interpretations to rest, you can put

your tried and true private lending strategy to work for your retirement while establishing trust-based business relationships.

In addition to our previously mentioned idea about terms and conditions, here are two other ways that IRA investors can inspire confidence among borrowers:

• Partner with an IRA custodian with a proven

track record of data protection. As financial institu-

tions, IRA providers must collect key personal information like your social security number and date of birth.

These companies must verify the identities of all in-

coming clients to ensure they’re not contributing to the financial well-being of criminals. Banks and other such

ferences between borrowing your non-IRA funds loans with a self-directed IRA is comparable to that of originating loans with personal funds. You may have figured this out by now, but your prospective borrowers

may not share this understanding and may have misgiv-

ings about borrowing money from an account instead of a person. Reminding people that you’re still the deci-

sion-maker and that doing business with an IRA carries zero ramifications for them can help alleviate any con-

cerns. At the very least, a conversation along these lines can help bolster your image as a transparent lender.

When it comes to the people or businesses who provide your income, making their priorities your priorities can pay dividends. As internet consumers take a closer look at how their information is shared, you can set yourself

apart by laying your cards on the table and proving that you’re a responsible lender with nothing to hide.

ABOUT THE AUTHOR:

Clay Malcolm is Chief Business Development Officer at New Direction IRA, Inc., a provider of self-directed retirement plans that hold alternative investments. He provides preliminary and continuing education to anyone interested in promissory notes, real estate financing, and other loan structures as assets in IRAs, 401(k)s, and

HSAs. CONTACT: c malcolm@ndira.com | 877-742-1270 (Ext.113) | www.newdirectionira.com

www.originate.report 25

CITIES TO WATCH

Cities to Watch:

Washington, DC

By Patrick Batu, Walnut Street Finance

26 Originate Report | July 2018

O

ur nation’s capital is one of the most appreci-

ated historical places in the country. From the cherry blossoms to the museums, Washing-

ton, D.C. is a location anyone can enjoy. Nested between

Maryland and Virginia on the Potomac River, the District of Columbia is known for neoclassical monuments

and buildings (including the Capitol, White House and Supreme Court), world-class museums (many of which are free) and renowned performing-arts venues such as the Kennedy Center.

Washington has served as home for the country’s presidents and some of the most influential political figures

of our nation’s history. Named in honor of President George Washington, the city was founded in 1871 as the nation’s capital and has become a melting pot of cultures and treasured historical memories.

The city continues to grow and was recently named

one of the top 10 most prosperous cities in the United

U. S. Capitol

States. Not only does the district offer top-rated school districts, nearby wine country and trendy shops, it also

has the vibe of a big city without the overwhelming hustle and bustle.

Memorials and Historical Landmarks

The list of must-see landmarks is truly endless. You’ll

want to start at the National Mall — it’s an open park

in downtown Washington and is the prime location for concerts, festivals and presidential inaugurations. Two

more popular tourist attractions to check out are the

Lincoln Memorial and the U.S. Capitol building.

South of the White House are the Washington Mon-

ument and Jefferson Pier. Don’t forget about the National World War II Memorial, the Korean War Veterans Memorial and Vietnam Veterans Memorial.

Views from the Potomac

Museums

The city has no shortage of museums. The most visited

museum is the National Museum of Natural History on the National Mall. The Smithsonian Institution is

chartered by Congress, which maintains the majority of

Washington’s official museums and galleries. Since the

U.S. government partially funds these establishments, its

sure you try the lobster deviled eggs as an appetizer and

is a historical venue that serves soul food with a Belgian

seat at Founding Farmers, a farmer-owned restaurant

Hall is a great hideaway music venue for underground

key lime pie for dessert. For rustic American fare, grab a that focuses on quality ingredients sourced from family farms whenever possible.

collections are open to the public and free of charge.

Entertainment

tional Air and Space Museum, the National Museum

Nationals, the Wizards, the Redskins, and the 2018

Some of the popular Smithsonian entities are the Na-

of African American History and Culture, and the Hirshhorn Museum and Sculpture Garden.

Dining

The nation’s capital is one of the country’s hottest restaurant scenes. An array of cultures and a variety of options are available at every price point. Ambar Capi-

tol Hill has an all-you-can-eat brunch and is vegetarian friendly. Joe’s Seafood Prime Steak & Stone Crab is

a stellar dinner option that will not disappoint — make

Washington is home to some great sports teams: the Stanley Cup Champions, the Capitals. Be sure to check schedules and attend a game. The district’s four NCAA

twist and has an upstairs dance floor. U Street Music artists and even some big-name acts. The recently redeveloped southwest waterfront, District Wharf, is a

great place to take a stroll, grab dinner and a drink on a patio and then catch a show at The Anthem, a new music venue and auditorium that can accommodate up to 6,000 concertgoers.

Division teams have a great presence and large follow-

ing. If you’re not a big sports fan, jump on board a trolley or walking tour and learn more about the sightseeing hot spots.

Nightlife

From underground dance clubs to industrial-chic spac-

es, nightlife hotspots are abundant. Restaurant Marvin

Patrick Batu is the Director of Marketing at Walnut Street Finance, a hard money lender providing financing solutions such as fix and flip loans, rental property loans, and commercial loans for real estate investors.

CONTACT: 703-273-3500 patrick@walnutstreetfinance.com walnutstreetfinance.com

www.originate.report 27

UPCOMING EVENTS

Upcoming Events Don’t be left out! Showcase your upcoming event here!

Contact Ruby@originate.report for more information.

California Mortgage Association Summer Seminar July 12-13 • San Diego, CA californiamortgageassociation.org/events/

2018 Los Angeles EB-5 & Global Programs Convention July 24 • Los Angeles, CA www.eb5investors.com/conferences

Captivate West 2018 August 26-28 • Las Vegas, NV www.geracicon.com

California Mortgage Association Fall Seminar October 11-12 • Las Vegas, NV californiamortgageassociation.org/events/

Captivate East 2018 October 16-18 • Miami, FL www.geracicon.com

AAPL Annual Conference & Exhibition November 4-6 • Las Vegas, NV www.aaplconference.com All event dates subject to change. Please visit conference websites for agendas and details.

28 Originate Report | July 2018

American Association of Private Lenders’ First

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LOAN HOME

Help Make Dreams Come True

Let Lenders know you found them in Originate Report!

Are you a lender? Advertise with Originate Report’s LoanHome and be seen by 35,000 industry professionals each month.

Contact our Loan Home director at j.pelache@geracillp.com or (949) 629-3961.

30 Originate Originate Report Report || July July 2018 2018

TYPES OF LOANS

u Br mer idg e Co rpo r Ac at io qu ns/ is i T No tion rusts tes s a / L nd ega Pu De l E rch ve ntit a lop ies s Re ed me ha nts b/ Bla Re nk mo e d Se t Lo eled a co nd ns / Re no Jo va int Mort ted Ve ga Fo ntu ge s rei r es g Ot n Na he t i on r als MA XL oa nCh urc to-Va lue he La s (% nd / Te ) /M m ( A Au Bare ples tom / C / S X Te rm y o Re otive mm nag (yr erc og s) tai u l (S ial e /L s En h ot) ter ops ta / Ga inm Strip s S en Ma t lls Le tatio ) isu ns re H o (G sp olf it C Mi ality our s xe ( H d o es/ Re -use tels) Mar ina sid Pr I o nd e ) Ra ntia per t ustri ies al nc l In v h Se es a estm lf-s nd en t t Re orag Farm Prop s ta e ert s ies u Of rant fic s e

TYPES OF PROPERTIES WE LEND TO

MI NI MU M LO MA AN XI MU $ Co M mm LO e A C o rc i N ns al $

Let lenders know you found them in Originate Report!

LENDER

www.weapproveloans.com robert@accmortgage.com (877) 349-0501

100K 3M

√

√

√

√

√ 80/30

√

Direct Lender

ATG Capital

www.atgcapitalfunds.com bobby@atgcapitalfunds.com Tarzana, CA

* AZ, CA, CO, CT, DE, FL, GA, IL, MD, NV, NJ, NC, PA, SC, TX, VA, WA

400K 3.5M √

√

√

√

√

√

√

√

65-70/ 12-18

√

√

√

√

√

√

√

√

√

Direct Lender

CU Business Group www.cubg.org dkroshkin@cubg.org (971) 244-6352

1M

N/A

50K 15M

√

√

√

√

√

√ 80/30 √

√

√

√

√

√

√

Direct Lender

Helvetica Group

100K 10M √

√

√

√

√

√

√

√ 55/30 √

√

√

√

√

√

√

√

CB Real CALBRE 00388229

www.jcap.net info@jcap.net (949) 236-6600

50K

5M

√

√

√

√

√

√

√

√ 75/30 √

www.olympiafin.com Jaronson@olympiafin.com

Pacific Private Money

www.pacificprivatemoney.com loans@pacificprivatemoney.com (415) 883-2150

√

√

√

√

√

√

√

√

√

√

√

√

75/2

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

70/3

√

√

√

√

√

√

√

√

√

√

√

√

Direct Lender

150K 5M

www.patchofland.com originations@patchofland.com (888) 250-2216 Sherman Oaks, CA 91403

Redwood Mortgage Corp. www.redwoodmortgage.com RMC@redwoodmortgage.com (800) 659-6593 San Mateo, CA 94402

50K

3M

√

√

√

√

√

* CA

√

√

√

√

√

√

70/30

√

√

√

√

√

√

Direct Lender

Patch of Land

√

AL, AK, AR, CA, CO, CT, DE, FL, GA, HI, IL, IN, IA, KS, KY, LA, ME, MD, MA, MI, MO, MS, MT, NE, NH, NJ, NM, NC, OH, OK, PA, RI, SC, TN, TX, VA, WA, WV, WI, WY

SFR

50K 25M

√

*All 50 States

Direct Lender

Olympia Financial Mortgage Inc.

√

* AZ, CA, NV

Direct Lender

JCAP Private Lending

√

*All 50 States

√

www.fidelityca.com psteigleder@fidelityca.com Peter Steigleder (818) 422-8879

www.helveticagroup.com loans@helveticagroup.com (310) 575-3301

√

CA, TX, WA

Credit Union Lender

Fidelity Mortgage Lenders, Inc.

√

* = states lending in

ACC Mortgage

√

* CA

√

√

√

√

√

√

√

√

√

√

√

85/2

√

√

√

√

√

√

√

√

AL, AK, AR, CA, CO, CT, DE, FL, GA, HI, IL, IN, AI, KS, KY, LA, ME, MD, MA, MI, MS, MO, MT, NE, NH, NJ, NM, NY, NC, ND, OH, OK, OR, PA, RI, SC, TN, TX, VT, VA, WA, WV, WI, WY

Direct Lender

100K 10M

√

Direct Lender

*65% For commercial and mixed-use and 70% for multi-family and residential investment. 5 years (custom terms are available)

√

√

√

√

√

√

√

√

65/5*

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70/5*

√

√

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√

* CA Rev. 6/19/18

Sunset Equity Funding

50K 50M

√

√

Direct Lender

√

√

√

√

√

√

√

√

√

90/2

√

√

2018

www.sunsetequityfunding.com lending@sunsetequitygroup.com Los Angeles, CA 90010

NATIONWIDE EXCEPT ALASKA, SOUTH DAKOTA, NORTH DAKOTA

Look for this Lender’s Ad in this issue of Originate Report www.originate.report www.originate.report31 31

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32 Originate Report | July 2018

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