Originate Report - June 2018

June 2018

Marketing to

MILLENNIALS

THE OFFICIAL MAGAZINE OF GERACI

Industry Spotlight: Adam Child

Cities to Watch: Phoenix

MORE THAN

a Numbers

Inside June:

Appraisal Nation’s

RISING Bond YIELDS

GAME

Michael Tedesco

Fintech Don’t Be Shy Be SPECIFIC www.originate.report 1

2 Originate Report | June 2018

ANTHONY GERACI CEO/Editor

RUBY KEYS Marketing/Editorial Director

JOHN PELACHE Account Executive

ALICIA CARTER Marketing Coordinator

MAX BERGER Content Marketing Specialist

DAVID BASEN Digital Marketing Specialist

PAM HUBER Art Director

CONTRIBUTORS Max Berger • Anthony Geraci • Ruby Keys Clay Malcom • JT Terrell Sabrina Zuckerman

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

I’m excited to share the story of our partners and friends, Appraisal Nation, founded in 2007. Michael Tedesco, CEO of Appraisal Nation, shares his journey on starting a company during the market crash. Tedesco offers advice on focusing

FOUNDING UNDERWRITERS

the right people on building the right relationships. “We want to grow with you” is a statement that represents the Appraisal Nation brand and is something they live by.

MARK HANF President, Pacific Private Money

In this edition of Originate Report, you will also learn how to tackle the obstacles

life throws at you with Anthony Geraci’s article, “Does Life Happen to You or

Do You Happen to Life?” Understand the importance of focusing your marketing on all generations in the workplace. Did you know Millennials are the largest

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

generation in the U.S. labor force? What are you doing to make your marketing efforts resonate with them? We hope these articles inspire you and push you to stay ahead of the curve.

Thanks!

Ruby

Ruby Keys Editoral Director

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

GERACI CONFERENCES www.geracicon.com

www.originate.report 3

contents MAY 2018

Features

6 Anthony’s Rules for Success Does Life Happen to You or Do You

Happen to Life?

Interpretation is everything

By Anthony Geraci, Geraci LLP

22

8 Cover Story

Not Just a Numbers Game

Appraisal Nation’s Michael Tedesco

By Originate Report Staff

12 Fintech

Accelerates Speed, Efficiency of Fix-and-Flip Funding

Financial Technology is changing the game

By Sabrina Zuckerman, Anchor Loans

24

14 Get $#!& Done with JT Terrell

Don’t Be Shy, Be Specific

JT is going to fix your relationships

By JT Terrell, Petra Coach

16 Industry Spotlight

Adam Child

President & CEO, Real Estate Finance Corporation

22 Generational Marketing

Making sense of the Millennial

By Ruby Keys, Geraci LLP

24 Rising Bond Yields Can Create Private Lending Opportunities Current market conditions are making it possible

26

6

By Clay Malcolm, New Direction IRA

26 Cities to Watch

Phoenix, Arizona

By Max Berger, Geraci LLP

28 Upcoming Events 30 Loan Home

4 Originate Report | June 2018

14

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www.originate.report 5

of our relationship. Why? It’s human. If you think I’m a jerk, you will apply that filter to this article and think, “Anthony is such a jerk, look at how he said this...I can’t believe it.”

ANTHONY’S RULES FOR SUCCESS

“It’s not how hard you can hit, it’s how hard you can get hit and keep moving forward. How much you can take and keep moving forward.

That’s how winning is done!”

Rocky Balboa “Life is 1% what happens to you and 99% how you react to it.”

Charles Swindell

Does Life Happen to You or Do You Happen to Life?

By Anthony Geraci, Geraci LLP

C

ancelled. I was in the car going to the airport and I got the dreaded text: My flight was cancelled due to poor weather in Toronto.

That started a snowball effect. All flights are cancelled in Toronto, or so I was told. After awhile, it seemed impossible to get there. How often does that happen in your life? What would you do? Would you allow this to change your attitude, get angry and throw things?

We all see the world through our own lens. We could see the exact same event but have two different opinions on what happened. When you get stressed, your pre-frontal cortex (the part responsible for higher-level thinking, memory retention and more) shuts down. That means your “croc” brain — the part of the brain responsible for your flight-or-flight response, emotions, etc. — is at play and takes control. Ever had that happen to you?

Your heart races, your field of vision narrows, your body dumps adrenaline and cortisol into your body. But a 1,000-pound bear isn’t attacking you. A lion isn’t about to make you their meal. No. Your co-worker just gave you a nasty look. You just got an email that said that you have an attitude problem. Your client just called and was angry about the documents you sent them. Ever heard of “Don’t kill the messenger?” But I digress.

Your Truth. My Truth. The Truth.

– Chinese Proverb

In any communication, 55% comes from body language, 38% from vocal tone and 7% from the actual words we

6 Originate Report | June 2018

use. Think about that: 7%. This article you are reading is only 7% of the communication I am capable of conveying to you. Could you take something in a way I did not intend? I bet you can.

So when you read an article, or receive an email, how is the other 93% of communication filled in? GREAT question. I knew you’d ask. Here’s how it’s filled in: Content (that’s the 7% we talked about) Context (i.e., through the lens you view things, what is the context of the content? Can I be offended by it?)

Relationship (what’s my relationship to this person?

Do I trust, hate, love, or respect this person?)

Wow. That is a lot to unpack. Let’s start with content — the words in the message. Easy enough. Next, context.

Context is what you fill the gaps of this message with — i.e., do I have a positive tone, am I attacking you with the words in this article? Why am I even writing this?

What’s my motive?

Last, but MOST important, is relationship. EVERYTHING I say will be filtered through your perception

Bring It All Together — Be Curious about THE Truth, But Don’t React to it Back to my story: My flight was cancelled. I could’ve reacted a number of ways. “American Airlines did this to spite me (filling in on relationship + content),” “These bozos have no idea how to fly an airplane (content + context),” or even “American Airlines is intentionally doing this to me! (context + relationship + content).”

Do you believe they intentionally did this to me? I don’t either. I also don’t believe they did this to spite me, or that they were bozos. I don’t believe it because I thought about my reactions and questioned the lens I viewed them through. None of these really fit. The simple fact was weather made some airlines cancel, and some airlines just continue on with business. Christina rebooked us on Air Canada, and after a slight delay, we arrived in Toronto.

That nasty email you got from a co-worker? 7%. Was it really nasty? Did you question your context or your relationship with this person? Are you seeking only your truth, or the truth? That nasty look you got: Are you sure it was nasty? Did you know she was in pain that day and that look wasn’t even toward you, but rather a grimace in pain and she just happened to look at you while doing it?

If you change the lens through which you see the world, I promise you will change your world. Be curious about your relationships and your contexts through which you see the world, and once you do that, don’t react to it.

Your attitude is everything, and it will determine how the rest of your day goes. I hope it goes well.

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

You’re going places.

Don’t stop until that place is the top.

If you’re a loan originator looking to build your business and gain insight from the nation’s top mortgage brokers, bankers, lenders, and lawyers, Originate Report is for you. Distributed to 35,000 professionals in the private lending industry every month, this is where you come to see and be seen.

To discuss submitting original articles, or for general Originate Report questions, email us at submissions@originate.report.

behind you all the way. find us online at www.originate.report www.originate.report 7

COVER FEATURE

Not Just a Numbers Game

By Originate Report Staff

W

hen Michael Tedesco founded Appraisal Nation, customer service paved the way for rapid success and long-term client relationships.

Appraisal Nation is one of the fastest growing appraisal management companies in the nation, with a list of numbers to back it up: 40%-65% growth annually, 6,000 broker clients, 28,000 appraisers, 100,000-plus valuations this year alone, and the company is licensed in all 50 states and over 3,000 counties. But Michael Tedesco, Founder and CEO of Appraisal Nation, wants the company’s clients, employees and partners to know it’s not just the numbers that are important – success is all about relationships.

Originate Report asked Michael about what drives Appraisal Nation and how the company values success.

8 Originate Report | June 2018

Originate Report (OR): How did the company begin?

Michael Tedesco (MT): I used to work with a large AMC (appraisal management company), and my partner and I noticed their focus was on the top five lenders in the country, which at that time were Washington Mutual, Chase, Citibank, Bank of America and Wells Fargo. If you weren’t one of those five lenders, they really put you in the bottom of the barrel. They gave you their lowest-skilled employees fresh out of high school and put no effort into customer service. But if you were one of those five, they gave you their best employees, best training, best resources, best price breaks, everything they could give you. I said to my partner, “If we treated the little guy the way they treat the big guy, we’d have an amazing company.” That was the first idea for Appraisal Nation. Fast forward a few years, and I came to North Carolina and recruited my two partners, Brian McSheehy and Anthony Mattia. We went to work in my attic with two clients and self-funded the startup of Appraisal Nation. That was over 11 years ago. Now we have well over 850 clients and complete 10,000 orders a month, every month.

OR: How do you keep up with 10,000 orders?

MT: Our people are the most important thing. We have a great staff, provide excellent training, and everyone is dedicated to the philosophy of doing whatever it takes to help our clients. As we’ve grown and developed, we’ve found processes that really help to expedite orders. We then utilize those processes with a higher than average ratio of employees to orders. Having a larger staff gives us the ability to dedicate specific team members to specific Clients and gives them the ability to know each other and build out those relationships on a processor level. That’s one of the ways we’ve been able to maintain some of the fastest turn times in the country while continuing our focus on being the #1 AMC in customer service.

OR: How do you maintain relationships with all clients, big and small, when growing from 60,000 to 100,000 valuations in just 3 years?

MT: That’s a big challenge for us: managing growth.

Having a great staff helps, being in a robust area such as Raleigh, NC allows us to pull truly qualified candidates from a large pool of great colleges. With proper training, and employee recognition programs we are able to have an excellent retention rate of our staff. By building and keeping quality employees, we are able to replicate our service levels to all of our customers. Couple that with today cutting edge AMC software and we can forecast trends or look to fix issues before they ever become problems. Our VP Of Client Relations, Bethany Thompson, has a team that runs monthly reports for our clients making sure our service levels are where they need to be, and the Account Executives are always involved to ensure their accounts are getting serviced to the highest standard.

OR: Tell us about specific challenges Appraisal Nation has faced over the years and how you overcame them.

MT: Anyone who’s had any business will tell you imme-

diately out the gate there are challenges. We probably had more than most, because within one year of when we started (2007), the market crashed. The bottom just fell out. That was our biggest challenge: to persevere, develop and grow a company in a market that was collapsing, but we had a game plan to focus on the individual, build a relationship, and grow with that person. We did just that and it worked extremely well. A systemic relationship is more than just doing business together.

It’s understanding each other and finding multiple ways to maximize your value together.

I’ll give you my favorite example: We have a client, RCN Capital, a big lender now but 7 years ago they were a very small private lender working primarily in the Northeast. We invited them to one of our events, and we instantly got along famously. We asked for the chance to work together but they said, “We’re too small

larger institutional lenders struggling. Because the Internet as a whole has really developed and provided more information, the average borrower is getting savvier. As they get more info in their hands, they’re not going with your typical Wells Fargo or Bank of America. They’re looking at that alternative lender. That’s what Appraisal Nation’s original focus was on. So where everyone else is seeing a slowdown, we’ve been growing leaps and bounds. During the last three years, we’ve been growing an average of 40% to 60% per year. So for us, we don’t see any slowdown at all. The borrowers look for more alternative lending solutions, smaller retail lenders or brokers in wholesale environments, or even investors looking in the private lending market. We’ve diversified our industry and our business model so that we touch all of those facets and acquired business in each of those channels. So it’s helped us tremendously.

John and Michael Tedesco

to work with your size company, we don’t have a nationwide footprint so there’s no reason for us to utilize you.” My brother John, and our SVP of Development said, “You are exactly our customer. We can provide you a quality consistent valuation product that can be replicated throughout the country and be ready anywhere you grow. We want to grow with you.” Over the last seven years, that company has become one of the top private lenders in the country, and we have gotten to work with them on a daily basis on every order all over the country, making that part of their business effortless. More important than just the success, we have shared together is the personal growth. Their director Jeff Tesch, and I are close personal friends and our teams host events together all over the country. Their like family to us now. Those are the types of relationships we strive to have.

OR: Tell us about the role of compliance at Appraisal Nation. Specifically, explain this quote in the company’s brochure: “In our industry’s ever-changing world of regulation, Appraisal Nation views it as our responsibility to answer the call of compliance. They trust their valuations with us and they should.”

MT: That was Dave Roberts, our director of compliance. His purpose is to make sure all of our clients stay within 100% compliance with regulations and industry requirements, whether it be retail, wholesale, private lending, brokers, etc., and he’s absolutely right. One of the reasons you should trust Appraisal Nation is that if you give this part of your process to us, you have one less headache to worry about. And there’s so much compliance. Since 2009, the inception of the HVCC, the Dodd-Frank Act and then the CFPB– so much compliance has been put onto the appraisal aspect. It’s been tedious to so many lenders, loan officers, brokers, and processors, to make sure every little regulation is done correctly. And that’s what Appraisal Nation does. We take that headache away because we handle it for that lender. Having a partner you can trust with compliance is a big peace of mind for our Clients.

OR: Talk about the current climate in your industry.

MT: It’s interesting now, looking at the horizon of 2018-19, there is a slowdown in clients now as rates continue to tick up. The refinance side has not kicked in yet, but I expect the refinance market will come back in the next few years. With the larger purchase market and the rates going up and the volume of most lenders, it has come down a little. I believe your starting to see the More Than a Numbers Game: Michael Tedesco continues on page 10

www.originate.report 9

More Than a Numbers Game: Michael Tedesco continued

OR: You’ve expanded a few divisions in recent years. What prompted this?

MT: We launched our BPO division to provide broker price opinion. That’s a report focused on realtors do-

ing smaller evaluations from an appraisal. That’s done extremely well for us. Then we expanded into title and settlement services the following year, in Pittsburgh, PA.

Add in our partnership with Credit Plus, that allows us to do tax returns and flood search, and we are now able

to be a complete solution for our lenders. We provide every solution under one umbrella: title, closing, flood,

tax, credit — you name it. It’s really a one-stop-shop now.

OR: Appraisal Nation has received several awards lately. What does this mean for you?

MT: In 2013, I was honored with MBA of the Carolinas President’s award. It’s only given to a mortgage professional who has really contributed to their work and shows success in their field. It was the first time it was ever given to a non-lender, so it was a big honor for me.

I was thrilled with it. The following year, Rising Star listed their Top 40 Under 40, which is the top 40 professionals in the country under 40 years old who were making a difference in the industry. I was blindsided to receive this one but it was clear then that Appraisal Nation was making a real impact in the industry.

Since that time, we’ve been exploding with growth.

We’ve been in the Inc. 5,000 for three years in a row.

That’s been a big honor for us. The first year, we were 842 in the U.S. and the 16th fastest growing company in North Carolina. The next year, we were 1260. The number is based on the percentage of growth so it’s hard to maintain that percentage of growth in the tens of millions of dollars. To do that twice was a big honor.

To do it three times was a tremendous accomplishment.

One of our best accolades is probably the Morningstar ranking. Morningstar ranks vendors for their clients. So if someone is going to sell a portfolio or look up outsourcing, they want to be sure the vendors are properly vetted. Morningstar will do a thorough vet for AMCs. Appraisal Nation was given the highest designation two years in a row by Morningstar. Only two other AMCs have ever been given that award, and they are global enterprise stock traded AMCs.

OR: What about your new technology, such as Appraisal 360 and Dollhouse Imaging? How are these changes affecting the company?

MT: We’ve put a substantial amount of investment in

both technologies. What we’ve found surprisingly was

the average lender wanted to focus on the meat and potatoes of the report. It seemed their focus was on the

appraisal itself. So we still have those products available,

but our biggest technology now is a hybrid product in the private lending space that gives valuation from an

10 Originate Report | June 2018

(above) Appraisal Nation staff supports the Red Nose Day campaign to end childhood poverty.

appraiser but without having to do a full interior ap-

praisers. And that’s one thing we do better than other

a little faster and discounted. For people in the private

them better. Pay them better. We realize the relationship

praisal. The hybrid allows the lender to receive a report lending space, that’s a very value-added concept.

Now the Appraisal 360 product using drone technol-

ogy for overhead imagery is still a popular product. If

someone needs a large commercial summary, it’s a nice add we can throw into the report that can check any-

thing on the roof in addition to mapping out the entire

AMCs: We focus on taking care of our appraisers. Treat

is more than just the client and the AMC. It’s anyone

you interact with; you have to have a good rapport, and treat them the absolute best you can. Anytime we talk to anybody in the process we reflect our client, and we want the client to know that they’re reflected in the best possible way in every communication.

boundary line.

OR: How hard is it to find appraisers?

OR: What do you advise clients not to do?

MT: So many times when you get into the smaller clients, private lenders or individuals doing their own investing, they confidently feel they can do that valuation on their own. There is such a huge gain for them to use a company like Appraisal Nation, in terms of understanding the market and what value we can add that they’re not familiar with.

ers. According to Fannie Mae, there are 77,000 licensed

OR: Tell us about your internal team.

MT: It really is a team effort here. I’m grateful to have two wonderful partners, Anthony Mattia, our COO, and Brian McSheehy, our CFO. I like to think of us as a tripod and if anyone of us were not here then Appraisal Nation wouldn’t be here. Another tremendous asset that makes Appraisal Nation what it is today is our EVP, Al Ballard, he along with Anthony oversee the entire operational piece which allows me to focus on our development. Our entire team does such a great job understanding the needs of each of our clients but it’s more than having a good relationship with the client; it’s also about having a good relationship with the ap-

MT: We have a great network of 28,000-plus appraisappraisers in the United States. Of those, Fannie Mae received work from 39,000 active appraisers in 2016.

Which means we have 28,000 of the 39,000 active field appraisers in our network. So it’s substantially built out.

OR: What do you want the readers of Originate Re-

port to know about you and your business that may not be immediately apparent to a new client?

MT: There are appraisal management companies that understand their needs, who get it. I think when they look at an AMC, the first thing that crosses their mind is, A) they don’t understand what we do and, B) we

don’t need them. There is significant value in using an appraisal management company for so many reasons,

whether its peace of mind, protection, quality control, or having a nationwide network that is not only moni-

tored but also regulated. Appraisal Nation, more so than any other AMC in the country, understands the private lending industry.

MICHAEL TEDESCO is a highly recognized industry executive with over 20 years of experience. From 1995-2000 Michael worked in loan origination and retail bank management before joining Lenders Service Inc. (LSI) in 2000. After serving as a leader for the appraisal department of one of the nation’s largest mortgage service companies, in 2005 he launched Appraisal Nation as a regional appraisal firm. In 2007 Michael expanded Appraisal Nation to a Nationwide AMC. CONTACT: m ike@appraisal-nation.com | (866) 735-0901 | www.appraisalnation.com

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FEATURE

Fintech Accelerates Speed, Efficiency of Fix-and-Flip Funding Sabrina Zuckerman, COO, Anchor Loans

P

rivate direct lenders specializing in fix-andflip and rental property financing are using fintech to streamline the loan approval process and speed up funding. Fintech, enhanced with artificial intelligence (AI), quickly analyzes the data that informs borrower approval, project evaluation, loan processing and funding, construction support, payment automation, default prevention and intervention, and many other processes central to real estate investment financing.

What is fintech exactly? The term fintech, or financial technology, describes any advanced technology used in the operations of financial institutions and includes a variety of commercial and personal finance technologies (such as desktop software and cell phone apps) used by businesses and consumers.

By quickly aggregating and evaluating a wide range of data sets, both public and private, fintech allows for fast and efficient underwriting of fix-and-flip and rental properties that would not qualify for traditional bank financing or would take traditional lenders 30-45 days to fund. Using intuitive, AI-enhanced fintech, private hard-money lenders can minimize loan default risk while providing qualified real estate entrepreneurs with fast access to capital for executing purchase contracts, competing at foreclosure auctions, closing cash-only deals and funding construction. With the advantages fintech provides, some fix-and-flip lenders are able to deliver cash to qualified borrowers in as few as two to three business days.

“Being able to capitalize on a deal quickly is important to those in the fix-and-flip business,” said Stephen Pollack, CEO at Anchor Loans, the nation’s leading provider of fix-and-flip financing. “Fintech enables real estate investors to enjoy the benefits by closing more deals quicker.”

In an industry where cash is king and deals happen quickly, real estate investors may lose out if document

12 Originate Report | June 2018

processing doesn’t meet the speed of this lucrative market, which equates to $56 billion in the U.S. alone. According to ATTOM Data Solutions, the fix-and-flip industry grew in 2017 to an 11-year high with more than 200,000 homes flipped. To succeed in this expanding and highly competitive business, real estate investors should be challenging their financial partners to move paperwork processing more efficiently by implementing intuitive fintech technologies.

The implementation of these technologies will vary by financial institution, but the goals are the same: to digitize and streamline typically paper-intensive and time-consuming processes. The Mortgage Bankers Association recently forecasted that home purchases and refinance originations will total more than $1 trillion in 2018, with hundreds of thousands of documents that will need to be processed. As fintech implementation increases across the industry, loan processing turnaround times will continue to decrease due to the ability of machines to instantly read and automate these documents.

As fintech evolves, consumers and businesses will find more interactive robotic technologies in their communications with financial institutions. For example, almost every major financial institution has some version of a chatbot, a computer application that simulates human conversation. These chatbots are an expression of “conversational commerce,” a term coined by Uber’s former lead developer, Chris Messina. “Conversational commerce is about delivering convenience, personalization, and decision support,” says Messina. “I expect more

service providers will shift in this direction, becoming more subtle in how they integrate into our lives.”

Beyond chatbots, the financial industry is increasingly integrating AI into their processes with behind-thescene technologies that enhance fluid transfer of data to make the overall customer experience seamless.

These processes and technologies include the Internet of things or IoT, a network of interconnected devices; optical character recognition or OCR, the conversion of images into text; natural language programming or NLP, the automation of interactions between humans and computers; and blockchain, a digital ledger that records transactions across many computers so that the record cannot be altered retroactively.

The sky is the proverbial limit when it comes to the future of fintech, and companies committed to staying on the cutting edge will adopt these technologies to enhance benefits to customers and revolutionize the way money flows. Companies that automate more processes will continue to thrive as fintech grows. In addition, delivering value-added benefits to customers will enhance loyalty to your company.

For real estate investors, fintech will continue to have a huge impact on ROI where funding turnaround time is a critical factor in a real estate deal. Investors seeking fast, dependable financing should ask their lender how fintech is being used in the loan approval, funding and servicing processes.

ABOUT THE AUTHOR: Sabrina Zuckerman has worked in the mortgage industry for the past 10 years, with experience in transaction management, asset management, loan originations, proj-

ect management, and technology. She comes to Anchor with her passion for process improvement and project management.

Ms. Zuckerman is a native of Los Angeles and graduate of the University of California, Berkeley. In her free time, she enjoys traveling, backpacking, and spending time with her family and friends.

CONTACT: sabrinaz@anchorloans.com

www.originate.report 13

GET $#!& DONE with JT TERRELL

Don’t Be Shy, Be Specific

By JT Terrell, Petra Coach

D

ear Readers, I CAN FIX YOUR RELATIONSHIPS IN 5 MINUTES!

Ok that’s a bit much, but I do have a few best practices for bringing clarity into your world. If you like the sound of that, read on.

We have a saying here in Middle Tennessee: “I’m not bashful, I’m from Nashville!” A little corny, I know, but you have to love the sentiment behind it. What we mean is, “I’m proud of who I am and where I’m from, so you should listen to what I have to say.” Maybe it’s just the Southerner in me (we are not known for our succinct, straight talk), but I really admire directness from people with whom I interact. Whether it’s the mechanic diagnosing my car’s issue, or a client who wants to know whether or not I can really produce all of the good results I am laying out in my proposal, or Mrs. Terrell (my awesome wife) giving me real feedback (Ok, maybe not always her), I really prefer knowing where I stand with people. Here’s a hint: Not everyone operates that way, but they should. It really does help to take a lot of the guesswork out of our relationships and makes the “give and take” of personal interactions a bit easier.

So, I say it’s time for all of us to come out of the “shyness” closet and be bold in our wants and needs from the folks inside of our organizations, families, churches and everywhere else. It’s time to tell the people in our lives what success looks like to us and see whether or not they want to be a part of our own personal new world order. By the way, sometimes the answer to our requests will be “no.” At least you’ll find out quickly that someone doesn’t want to join you on your journey of discovery, and you won’t waste precious time attempting to drag them along.

Ultimately, every relationship we have is personal and a living thing, whether they exist at home or in a business setting. Let’s start with the business setting.

All too often in my work with Petra Coach, I work with leaders who wonder why they are getting substandard or inconsistent results from their direct reports, when they have never actually told them what specific results they want from their role. That is a failure on the leader’s part, not the employee’s. How about we change that, starting today? Let’s have individual clarifying conversations with our teammates and get everyone on the same page. If that sounds good to you, here’s a primer on how to make those conversations happen.

First, when you are doing something different or new with one person or an entire company, tell them why.

This establishes importance and enlists their buy-in.

Here’s how to say it: “Hey guys, over the next week, I want to talk to each of you individually to set expec-

14 Originate Report | June 2018

tations of your roles so that I can properly coach you moving forward. Be thinking about your keys to success and let’s have a great conversation about them!”

Once you get into the “chats,” you’ll need to set the key performance indicators (KPI’s) for your direct report.

Start your conversation with the words, “Here’s what I need to see from you….” Then lay out the specific and measurable outcomes that constitute success or failure in your view. At this point, your counterpart will be nodding in agreement with a blank expression on their

face, so make sure they fully understand what you’re talking about, and once you have that confidence, ask them “Do you feel like you can produce those results?”

If the answer is “yes,” then thank them for the chat and set up a rhythm for meetings where you can check in with them, review their results and maintain coaching opportunities. If the answer is “no,” it may be accompanied by their opinions on the desired outcomes and potential roadblocks, and there will be a good discussion about what is feasible in that role. Maybe the expectations will change, or maybe they won’t, but clarity will be achieved for both of you, and that is always a good thing. By the way, that clarity might also include a decision to take them out of that role, but at least you’ll know today and not six unproductive months from now.

During those check-ins, be sure to celebrate good work and achievements as vehemently as you would point

out shortcomings and room for improvement. This is critically important, and much easier to do if you’ve laid out the measures of success clearly.

JT Terrell, Monthly Columnist

Not nearly as easily done, however, are these same chats performed with our wives, husbands and kids. But, I will always argue they are even more necessary, because the stakes are much higher. If a lack of clarity is causing stress and acrimony at home, these kinds of conversa-

tions can go a long way to straightening things out. Just make sure that you remember no one in this setting is getting paid to listen to your ideas of success, and they damn sure might not agree. You’ll need to be prepared for some real pushback and also be prepared to receive feedback yourself, which can be very hard to accept.

The good news is that when the feedback comes from the people we love, and we trust that they love us, it can be transformative.

If you make the time to focus on your family, instead of your growing company, your family will recognize it and reward you for it.

So, there it is: everything you need to fix your relationships in a five-minute read. What else would you like me to talk about? Music? Don’t get me started.

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.

www.originate.report 15

SPOTLIGHT

Industry Spotlight: Adam Child

President & CEO, Real Estate Finance Corporation

16 Originate Report | June 2018

A

dam Child is President and CEO of Real Estate Finance Corporation (REFCORP) which provides short term Private Money Loans for residential construction and rehab projects in Arizona. In addition, REFCORP invests in opportunist real estate throughout Arizona. Mr. Child is a partner in Mobile Home Financing, LLC (MHF) which is engaged in developing new Manufactured Home Communities in rural parts of Arizona. Mr. Child is also a managing partner in the WIN Opportunity Fund and a managing partner in REFCO Fund I, both of which are Reg D offerings for investors to participate in.

Mr. Child began originating loans in 1989 and has held roles as a Mortgage Broker, Mortgage Banker and Private Money Lender during that time. He has been recognized as a top individual Construction Loan Broker and as a top Mortgage Broker by several National Banks and has been a preferred lender for several top home builders in Arizona.

Mr. Child is a 1984 Graduate from Arizona State University with a Bachelor of Science Degree in Finance. He has been a full-time resident of Scottsdale, Arizona since 1985 and has raised his 5 daughters there.

Originate Report: How did you get into this industry?

Adam Child: In 1988, I was referred to a mortgage broker for my first home loan. I knew very little about the mortgage industry or mortgage brokering, but I was fascinated by the process and so I asked the owner of the firm who was handling my mortgage application, “How do you get into the business and what kind of additional training is required?” After a little more discussion, he sensed my genuine interest in the business and offered me a job as a loan officer. He spent several months training me and coaching me. In a short period of time, I became one of his firm’s top producers and a designated lender for several New Home builders in Arizona.

Adam Child (above), with his team (below)

I grew up in a real estate family in Minnesota where my mother was in real estate sales and my father was a commercial real estate appraiser, so I had some familiarity with the industry. I later obtained my college degree in finance, so the combination of real estate and finance proved to be a natural fit for me, and I have never considered another profession since becoming a mortgage broker, real estate lender, and investor.

OR: What is your favorite part about what you do for a living?

AC: I love putting the deals together and seeing it work out for all parties, borrowers and lenders. In the mid’90s, our market had a tremendous demand for construction loans by smaller home builders and the banks were difficult to get these loans from. I discovered that I could arrange a private money construction loan for the builders and get paid and then also arrange the conventional take-out loan for the homebuyers and get paid again. So, one home was providing me with two loans and two commissions and two new clients and referral sources.

Industry Spotlight: Adam Child continues on page 18

www.originate.report 17

Industry Spotlight: Adam Child cont. from page 17

Since I have become a full-time private money lender, my favorite part of what I do is getting paid off. Because we deal in short-term construction and rehab projects, the satisfaction no longer comes form originating the loans but from seeing the results from the loans — the finished product and the ultimate sale.

OR: How does REFCORP harness technology?

AC: We have used Calyx Point since I can remember for our loan origination and pipeline management. On the financial side, our accountant maintains our records in QuickBooks. That said, we just engaged the mortgage office and are in the process of implementing the mortgage office software. We are excited to put this incredible technology to work for us and our investors.

We are also in the process of developing a more complete web site, primarily so our investor partners can easily learn about us and our business and the opportunities with Refcorp. Very soon we will be able to take live-progress inspection photos in the field and they will automatically post to our web site and Facebook pages, and there will be a link to view all past and active projects.

OR: What is one way that you have learned to be innovative in your career?

AC: Know your business, know your products and understand the need. Don’t try to pound a square peg in a

round hole. For example, it is very difficult to have an investor fund your construction loans if the investor is not familiar or comfortable with construction loans. In what we do, we need to match the sources of capital with the need. If you are focused on a specific need,

“Know your business, know your products and understand the need.

Don’t try to pound a square peg in a round hole.” then your sources of capital need to be interested in funding that particular need. Being innovative in what we do simply requires knowledge and patience and the willingness and ability to think outside the box.

OR: What has been your biggest professional accomplishment?

AC: Watching the people who work for me have tremendous success and seeing them succeed well beyond their own expectations. I learned early on as a business owner that the more successful I could help my team be, the more successful I was and the more successful the company was. I could mention my largest commission check or my largest funded loan or my largest funded development project, but my greatest accomplishment has been playing a role in the success of those around me.

OR: What are some of your professional goals for 2018?

AC: We want to integrate our business(es) better. We are working actively at this time to make it easier for the borrowers to know our product line and apply for a loan with us. We are also creating a way to better display our work in progress and our finished products so that our investor partners can easily follow our lending and investing activity. By the end of this year, we are hoping to have very seamless systems in place that allows us to monitor and display our business at every level. We have learned that you can talk about your business all day long, but when you can actively show your business and make it easy for your investor partners to see and follow, then the results are rewarding for all parties.

OR: What is one piece of advice you have learned and carried with you throughout your life?

AC: Don’t focus on the money — focus on the results and creating a win-win outcome for everyone involved — and the money will always follow.

OR: Tell us a fun fact about you that most people don’t know.

AC: In 2007, I ran in and completed the Boston Marathon. I have also hiked the Grand Canyon rim to rim on three separate occasions and am a coastal certified sailor.

CONTACT ADAM CHILD: adam@refcorpaz.com (480) 477-7730 | www.refcorpaz.com

We turn optically challenged loans into

COMMISSION. Nationwide commercial real estate lending.

(760) 607-5400 www.helveticagroup.com

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18 Originate Report | June 2018

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FEATURE

Generational Marketing:

Making Sense of the Millennial

By Ruby Keys, Geraci LLP

22 Originate Report | June 2018

M

ortgage professionals are typically savvy marketing people. They have to be. However, today there is somewhat of a disconnect in the way mortgage services are marketed across multiple generations. It is well known that millennials are a buying force in real estate, but targeting this generation while ignoring others could be a profit killer. So, how are you structuring your multi-generational marketing approach?

Generational Marketing

Generational marketing is merely an approach to customer relations management, product presentation, and communication that recognizes different generations as requiring separate marketing models. Naturally, multiple generations make up the current real estate customer base, and they are uniquely different and require a marketing approach that matches their desires, beliefs, and mindset. Let’s explore some characteristics that define each generation.

Baby Boomers (1946-1964) This generation came of age in the 1960s. They are typically free-spirited and experimental individuals with a focus on self-improvement through non-traditional techniques and values.

Generation X (1965-1979) This group is made up of independent, skeptical, entrepreneurial, career-focused individuals who came of age during the early days of the Internet revolution. During their youth, they grappled with the emergence of AIDS, rising divorce rates, and the fall of communist Russia.

Generation Y (1980-1994) Here we have the Millennials, a group that has emerged as tech-savvy, environmentally conscious and socially liberal. They grew up with the emergence and expanded use of the Internet, and are responsible for the explosion of social media.

Generation Z (1995-2018) This group is known as the “Next Generation,” having never known life without computers or the Internet. They are typically hyper tech-savvy, social media and brand aware, family-focused and highly educated. They matured during the War on Terror.

How Generations Communicate

Recent surveys have shown that although most businesses choose to communicate via telephone, there is a significant segment of individuals that prefer communicating online. A Forrester Research Survey showed that for individuals preferring online communication, Generation Y was the largest group at 44 percent, followed

by Generation Z at 41 percent, Generation X at 39 percent, and with only 27 percent of Baby Boomers preferring online communicating over interacting by phone.

The survey demonstrates that many consumers prefer to be contacted and communicated with using email or text. If your business does not utilize this communication strategy, you could be missing out on a large segment of the real estate market. The solution is to implement a multi-channel communication mindset and policy.

Communication plays a key role in any sales operation, and the more you refine your communication techniques, the more business you will create. Learn to reach

prospective clients via email, texting, Facebook, Instagram, Twitter, and other social media platforms. This approach will allow you to contact more prospects and give customers a variety of options for communicating with you.

It sounds strange, but the question is how you reach them. Millennials grew up in the age of technology.

They entered their teens during the tech boom of the ’90s. They most likely don’t remember life without the Internet and may well be the most technically diverse population in America. Marketing to this group is a wholly different endeavor.

Growing Up in the Age of the Internet

Both Millennials and Gen Z grew up surrounded by technology and embraced it in their day-to-day life. By the time they reached high school, they watched their education evolve from written books to online studies.

They were immersed in the technology realm by necessity but quickly learned that understanding and mastering technology was not only recommended but also essential to succeed in today’s schools and workplaces.

They communicate faster and more efficiently than their previous counterparts, and rest assured, they are ready to take on the next big technological advance.

By utilizing more online communication channels, you will be able to relay information more quickly and be readily available to answer questions or address concerns. While the older generations may prefer to converse by phone or in person, the largest segment of homebuyers and borrowers now relies heavily on the Internet for their shopping, evaluation, and navigation of lending and real estate offerings.

Mobile technology has made tremendous strides in the past 10 years. With a handheld device, users can now shop, work, communicate, sign documents, and interact quickly from almost anywhere on the planet. By taking advantage of this communication revolution, you can expand your reach and provide your clients with the most up-to-date information in the quickest possible format.

Branding to Millennials

Millennials have shown that they have dedicated loyalty to a brand. Social media can help develop and deliver a brand with which Millennials will want to participate.

Whether it is educational, socially aware, or merely a feature article about their age group, a marketing campaign that resonates with this group will grab their attention and elicit participation.

Most Millennials look for the following:

Trustworthiness — Millennials look to build trust with whom they do business. So, pursuing trust with millennial clients from the beginning is paramount to a continuing relationship. Upfront honesty and sincerity, truthfulness in the process, and finishing what you begin will help lock in a customer for life.

Online Presence — Millennials do everything online.

They work, shop and live online. A mortgage company with a strong online presence and brand, coupled with online processing and customer service, will earn the respect and the business of this generation.

Peer Support — Based on the popularity of Yelp and online reviewers, Millennials value the input of their peers on all types of services and products, and mortgages are no different. When the time comes to purchase a property with a mortgage, this demographic will research, review recommendations, and ask a friend. A mortgage company with strong performance reviews will rise in rank.

Social Consciousness — Growing up during the War on Terror and beginning their careers during the recession, Millennials have a keen awareness of how small actions affect world events. They seek out and do business with companies that have a social conscience.

Exceptional Communication — Raised on technology that allows people to communicate with anyone instantaneously, Millennials want to converse with their mortgage lender in much the same way. More than communication, for the most part, they want to be involved in the process. Providing up to date and accurate information will go far in earning their trust.

How to Make Generational Marketing Work Millennials are the most prominent generational group since World War II. They will become the largest homebuying demographic by 2025. They are loyal but will also move on if they feel their needs are not met. Real estate professionals have to understand that the younger generations are no different from those that came before them in that they expect customer service and to be respected as a valued customer.

While the approach to marketing may be slightly different for each generation, the message about what you provide should remain the same: effective communication, clarity, transparency, responsiveness, and finding the right solution. These traits transcend generations and will help you resonate with more prospective clients and earn business from all generations of borrowers.

ABOUT THE AUTHOR: Ruby Keys is the Marketing Director at Geraci LLP. As a graduate from Vanguard University with a degree in Communications and an emphasis in Marketing and Public Relations, Ms. Keys joined Geraci to promote all aspects of the firm services in the media and coordinate educational resources for clients and trade associations. Ms. Keys focuses on the marketing, public relations, and communication details at Geraci Law Firm, plans all Geraci Media’s corporate conferences, and facilitates the dissemination of Originate Report.

CONTACT: (949) 379-2600 | ruby.keys@geracilawfirm.com | www.geracilawfirm.com

www.originate.report 23

qualified plan, you (not your new IRA provider) may

FEATURE

initiate a rollover distribution of those funds and over-

see their deposit into your new account (403(b) plan to a Traditional IRA, Roth 401(k) to a Roth IRA, etc.). To

consolidate accounts via transfer or rollover, each plan must bear the same tax benefits. For example, you could not transfer a Roth IRA directly into a Traditional IRA.

Step 2: Qualify Your Borrower

You may begin the process of reviewing potential borrowers now that your tax-advantaged retirement dollars

are in the custody of your new IRA provider. The power

of self-direction lies in your ability to follow familiar qualification procedures even though your retirement plan “owns” the debt investment. Once you find a suit-

able borrower, you can also determine the interest rate

Rising Bond Yields Can Create Private Lending Opportunities

By Clay Malcolm, New Direction IRA

Can you make money on bonds without buying them while earning tax-advantaged income for the long run? You can, and current market conditions are making it more possible than ever.

E

arlier this year, the interest yield on the 10-

new opportunities to offer more competitive interest

time since 2014 (per www.tradingview.com).

private notes with a tax-advantaged savings vehicle like

year Treasury bond surpassed 3% for the first

The fluctuation between 2.5% and 3% continues to fuel the recent volatility we’ve seen in the stock market.

Historically, higher interest on long-term government bonds has prompted two key reactions:

Bond prices typically fall in tandem with rising yields, making them a more attractive option for certain investors and sometimes prompting Wall Street sell-offs.

High sell volume can drive stock prices down and affect

the greater indexes (NASDAQ, Dow Jones, S&P 500) accordingly.

The 10-year yield is regarded as a benchmark for lend-

ing in the United States. As the percentage rises, so may interest rates across the board. This could make transac-

tions for mortgages, student loans, and business capital less attractive for those in need of large sums of money.

The former point could drastically impact retirement

portfolios with heavy positions in stocks or index funds.

The latter point suggests a potential new demand in the private lending sector as independent originators find

24 Originate Report | June 2018

rates. Both circumstances highlight the value of issuing an IRA, 401(k), or health savings account (HSA). By

protecting your retirement from the ups and downs of

publicly traded equities and satisfying a growing need

and loan duration on behalf of your account.

Step 3: Complete the Paperwork

The loan documentation (and collateral documen-

tation if you elect to secure the note) will essentially mirror any such documentation you’ve completed for

an investment with personal funds. However, to reflect ownership by your account and not by you personally,

the “name” will be that of your account. An example IRA name could be, “New Direction IRA, Inc. FBO [for benefit of] John Doe IRA [account number] #1234567.”

Furthermore, you may not provide your personal signatures in the designated acknowledgement locations. You must instead sign as “read and approved” in the margins

of any applicable pages to affirm that you agree to the transaction as the account holder. A designated repre-

sentative from your IRA provider, as the administrator of the account, will sign on the dotted lines upon receipt of your “read and approved” signatures.

for less-expensive debt, you can put rising bond yields

From there, your IRA can begin collecting interest pay-

themselves.

that your account owns the interest, so you’ll need to

to work for you without having to invest in bonds

Originating loans with your retirement plan is easier than you may think. Let’s review the three primary steps

for incorporating your existing business talents into your broader investment strategy:

Step 1: Transfer or Roll Funds from Your Existing Retirement Plan The retirement administrator that currently holds your nest egg may not allow you to invest in alternative op-

tions like private notes. As such, you’ll need to move

your retirement funds to a self-directed IRA provider that handles such investments. If you have an IRA, you

may contact your new IRA provider to initiate a direct transfer of your funds into a similar account (Traditional IRA to a Traditional IRA, Roth IRA to a Roth IRA,

etc.). If you have funds in a 401(k) or another such

ments in the same manner as you do. Always remember forward any payments you collect to your IRA provider for deposit. You may not get to use those profits right away, but the tax benefits inherent in that money could be the difference between a somewhat comfortable retirement and an outright enjoyable one.

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

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.

Another idea? We’d love to hear that, too.

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

www.originate.report 25

CITIES TO WATCH

26 Originate Report | June 2018

Cities to Watch:

Phoenix

By Max Berger, Geraci LLP

A

lso known as the “Valley of the Sun,” Phoenix is the capital of Arizona and one of the most populous cities in the United States. For two decades, this city’s economy has been among the fastest growing in the nation – and it shows no signs of slowing down. Due in part to the consistently warm weather year-round, seasonal tourism accounts for much of this growth (with the golfing industry in particular). Arizona’s shared border with Mexico has opened the doors for increased international trade in Phoenix, and the manufacturing industry has thrived for years; particularly in the fields of aerospace and electronics. You will also find a large concentration of military outposts here, such as the well-known Luke Air Force Base. Because the population of Phoenix is expected to continue growing by almost 4% annually, plans are in place to invest heavily in infrastructure over the next two decades.

Must-visit locations

Camelback Mountain: If you’re up for a highly rewarding yet extremely difficult hike, you can’t miss a trip to Camelback Mountain. You may have to climb up steep hills and over large rocks to reach the top, but once there you can enjoy a spectacular view of the entire city. It is one of the most iconic locations in Phoenix and is visited by thousands of hikers annually.

The Desert Botanical Garden: Not finished spending time outdoors? Consider stopping by the Desert Botanical Garden to see over fifty thousand species of desert plants and flowers, some of which are quite rare or even endangered. The site also contains a myriad of unique art installations that will take your breath away.

Phoenix Art Museum: Claiming the distinction of the largest art museum in the Southwest, the Phoenix Art Museum is a tourism staple of the city and is not to be missed. With over seventeen thousand art pieces spanning categories from European and Latin American art to photography and fashion design, you could spend all day here and only see a fraction of what the museum has to offer.

Dining

Start your night the right way at Postino, a local favorite wine bar with an exquisite bruschetta menu and a

Phoenix, AZ Economy:

• Major industries: technology, tourism • Minimum wage: $10.50 per hour • Cost of Living: 6% above national average

Housing:

• Median Household Income: $58,173 • Median Home Price: $252,799 8.7% increase from last year • Median Rent Price: $1,450

Job Market:

• Forbes List - #35 Best Places for Businesses and Careers • Unemployment: 4.4% • Job Growth from 2016: 3.3% • Loan Originator average salary: $87,192 (27% above national average)

great selection of European and Californian wines. Stop

by Citizen Public House for some excellent cocktails and some highly imaginative dishes that will make your mouth water (the short ribs come highly recommended). Lastly, visit Quiessence at The Farm for a more romantic dinner option. With an outdoors location, a no-kids-allowed policy, and an incredible tasting menu, this is guaranteed to make your partner’s night – just be prepared for a hefty bill!

Nightlife

For one of the most popular nightclubs in Phoenix, check out the Monarch Theater. With earth-shaking beats from some of the best DJs across the country, you’ll be dancing until the sun rises. For one of the city’s newer attractions, stop by downtown at the Crescent Ballroom to see concerts from touring artists all over the country and treat yourself to unexpectedly great food from the onsite gourmet kitchen.

Max Berger is the Content Marketing Specialist at Geraci LLP and supports all marketing campaigns, projects, and events throughout the corporation and contributes to the execution of the firm’s growth. CONTACT:

(949) 379-2600

m.berger@geracillp.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.

28 Originate Report | June 2018

All event dates subject to change. Please visit conference websites for agendas and details.

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

www.originate.report 29

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√

$

mm LO AN Co erci ns al $ um e Br idg r e Co rpo r Ac at io qu ns/ isi T No tion rusts tes s a / L nd ega Pu De l E rch ve ntit lop ies Re ased me ha nts b/ Bla Re nk mo e d Se t Lo eled an co s / Re n no Jo d M va int ort 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 om yn o Re tive (yr me ago tai g rci ue s) l (S a s l /L En h ot) ter ops ta / Ga inm Strip s S en Ma t lls Le tatio ) isu ns re Ho (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 al i nc l In he ves es Se s a t lf-s nd men t t Re orag Farm Prop sta e ert s ies u Of rant fic s e

TYPES OF PROPERTIES WE LEND TO

AN

M

LO

MU

M

Co

XI

MU

MA

NI MI

100K 3M

√

√

√

√

√ 80/30

√

Direct Lender

JCAP Financial Group www.jcap.net info@jcap.net (949) 622-6199

250K 5M

Direct Lender

Olympia Financial Mortgage Inc.

50K 25M

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

√

√

√

√

√

√

√

√

√

√

√

√

√ 70/20 √

√

√

√

√

√

√

√

√

√

√

√

California Properties, 1St & 2nd TD’s

√

√

√

√

√

√

√

* = states lending in

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

√

*All 50 States

TYPES OF LOANS

Do you want to find your loan a home?

That home can be found here, in these lenders.

ACC Mortgage

√

2018

Direct Lender

LENDER

√

*All 50 States

100K 10M √

PRIVATE MONEY LOAN HOME

√

* = states lending in

CU Business Group

√

* CA

√

√

70/3

√

√

√

√

√

√

√

√

√

√

√

√

√

√

√

www.olympiafin.com Jaronson@olympiafin.com

Direct Lender

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

150K 5M

√

√

√

√

√

√

√

SFR

Pacific Private Money

* CA

70/30

√

√

√

√

√

Direct Lender

Patch of Land

originations@patchofland.com (888) 250-2216 15000 Ventura Blvd. Suite 202 Sherman Oaks, CA 91403

Sunset Equity Funding

3M

√

√

√

√

√

√

√

50K 50M

√

√

√

√

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

Direct Lender

30 Originate Originate Report Report || June June 2018 2018

* CA

√

√

√

√

√

√

√

√

√

√

√

90/2

√

√

2018

lending@sunsetequitygroup.com 3435 Wilshire Blvd. #1840 Los Angeles, CA 90010

50K

√

NATIONWIDE EXCEPT ALASKA, SOUTH DAKOTA, NORTH DAKOTA

Look for this Lender’s Ad in this issue of Originate Report

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 (303)546-7930.

www.originate.report www.originate.report31 31

32 Originate Report | June 2018