Originate Report - June 2021

JUNE 2021

THE OFFICIAL MAGAZINE OF GERACI

SPECIAL EDITION FEATURING

Women In Real Estate

CINDY NASSER

PCV MURCOR CONNECTION IS KEY

INSIDE: DEAR SUSAN

Advice to Women Who Want to Advance in Private Lending

MARCIA KAUFMAN SPEAKING FROM EXPERIENCE

HEATHER DREVES LENDING FROM THE GROUND UP

NAVA STREIT RAZIEL Mastering the Ultimate Balancing Act AND MORE...

June 2021 Originate Report 1

2

CONTENTS JUNE 2021 FEATURES 6

Cindy Nasser, PCV Murcor: Connection is Key

By Charles Peckman, Contributing Writer for Originate Report

12 Be Your Own Trendsetter: How Arixa Capital’s Kristina Sawyer

Leverages Creativity & Experience to Constantly Evolve

By Mark Dewyea, Contributing Writer for Originate Report

6

26 Heather Dreves: Lending From the Ground Up

By Charles Peckman, Contributing Writer for Originate Report

34 Marcia Kaufman, Bayport Funding, LLC: Speaking From Experience

By Charles Peckman, Contributing Writer for Originate Report

38 Nava Streit Raziel: Mastering the Ultimate Balancing Act

By Mark Dewyea, Contributing Writer for Originate Report

44 When Opportunity Comes Knocking, Don’t Be Afraid to Answer

the Door: How Melissa Martorella Made the Most of a Chance in

the Lending Industry

By Mark Dewyea, Contributing Writer for Originate Report

16

ADVICE CORNER 16 Dear Susan: Advice to Women Who Want to Advance

in Private Lending

By Susan Naftulin, Rehab Financial Group, LP

28 Mentorship Can Pave the Way: Advice From RCN’S CMO

26

By Erica LaCentra, RCN Capital

36 Private Lending Lessons: The Importance of Networking

By Alex Breshears, Infinite Road Investments and

Private Lending Lessons

TRAILBLAZERS 21 Susan Pettem, Novare National Settlement Service 23 Christen Wong, CoreVest Finance

34

PRIVATE LENDING SHOUT OUT! 33 Kat Hungerford, AAPL PRIVATE LENDING TITANS 41 Grace Soueidan, Temple View Capital INDUSTRY NEWS 49 ABS Announces The Mortgage Office® and Filogix Integration 50 RCN Capital Surpasses 10,000 Loans Funded

38

51 Trius Lending Partners Establishes New Fund June 2021 Originate Report 3

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AUGUST 18-20, 2021 | THE COSMOPOLITAN | LAS VEGAS, NV In tere s ted in a t t ending or sponsoring?

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Letter from the

CEO Geraci LLP ANTHONY GERACI a.geraci@geracillp.com

Senior Vice President, Marketing & Media LESLEY BOYD l.boyd@geracillp.com

Lead Graphic Designer LYNDA HIGHT l.hight@geracillp.com

CONTRIBUTORS Susan Naftulin • Alex Breshears Erica LaCentra Charles Peckman • Mark Dewyea

FOUNDING UNDERWRITERS

MARK HANF President, Pacific Private Money

ORIGINATE WEBSITE www.originate.report GERACI LAW FIRM www.geracilawfirm.com MEDIA WEBSITE www.geracimediagroup.com CONFERENCE WEBSITE www.geracicon.com

Editor

Welcome to the June Edition of Originate Report!

No one can make you feel inferior without your consent.

— Eleanor Roosevelt While women have taken great strides to break through gender stereotypes in all facets of life, there are still some traditionally male-dominated professions: medical, law, and real estate; more specifically, lending professionals. Women who find success in these fields tend to take the quote above to heart and break through barriers, blazing trails. As more female executives take their place in this industry, it is imperative that they share their stories, successes, and struggles with those who can benefit from their mentorship.

This issue of Originate Report is dedicated to the countless women who have challenged the stereotypes, proven themselves, and gained footing for those that have followed; not to denigrate or in any way diminish their male counterparts’ contributions to the industry at large, but to recognize those women who are setting the new standard moving forward.

I’ve served as an editor and a publisher on multiple magazines for more than half of my life and have developed a diminished capacity to feel moved by the words I read. However, all the stories contained within the pages of this month’s Originate Report display an extraordinary level of grit and determination to succeed. Reading these stories gives me secondary pride in the journeys that these women have undertaken to get where they are today. In that vein, this month’s cover story, Cindy Nasser, is a true trailblazer.

The strength of character and fortitude that Cindy Nasser, COO of PCV Murcor, demonstrates is incredibly admirable. Overcoming an inordinate amount of adversity in her youth, Cindy worked her way through the ranks of multiple companies as an emancipated minor and embraced every learning opportunity along the way. Today, Cindy draws on her past experiences to read a room and focus on everyday work situations holistically while rounding out the leadership team at this company that has diversity in its core. Read our cover story to learn more about Cindy’s journey and the important role she plays for PCV Murcor every day.

In the words of the esteemed Maya Angelou, a stereotype breaker in her own right, “I love to see a young girl go out and grab the world by the lapels. Life’s a bitch. You’ve got to go out and kick ass.” To all the young women out there trying to break into the industry, use the stories told in this month’s Originate Report as motivation. Go out and kick some ass to claim your spot in the world.

With Innovate barely in the rearview, the team at Geraci Media is working steadily toward our flagship event, Captivate. Join us this August 18-20th in Las Vegas where deals and capital meet.

Meanwhile, at Originate Report, we are searching for companies to feature in our Captivate Special Edition. I’d love to hear your story!

Till Next Time…

Lesley

Lesley Boyd Senior Vice President, Marketing & Media

June 2021 www.originate.report Originate Report 5

COVER STORY

Cindy Nasser, Chief Operating Officer at PCV Murcor

Cindy Nasser PCV Murcor

CONNECTION IS KEY

By Charles Peckman, Contributing Writer for Originate Report

C

indy Nasser knows what

job description could be summed up

working with Bank of America as

it takes to survive – and

in a simple phrase: making sure the

a call center consultant, DirectTV

thrive – in the cyclical world

wheels stay on the bus.

as a management consultant, and

of real estate. As Chief Operating

held numerous positions within PCV

Officer of PCV Murcor, a nationwide

This fortitude did not come to

Murcor. Her career trajectory allowed

real estate valuations management

Nasser overnight, however. After

Nasser to experience the entirety of

company, or an AMC, located in

emancipating

the

an organizations’ hierarchy and she

Pomona, California, Nasser said her

foster care system, she spent time

has learned exactly what needs to be

6

herself

from

in a call center, everything is driven

assured,

and

you

want

to

ask

by data and finding the source of the

questions,” she said. “You have to

problem and using data to help you

know who your audience is, walk

resolve that problem. And that, to

in prepared and comfortable, and

me, has been the biggest advantage

ready to say, ‘I don't know, teach me.’

that I've had in every role. And those

Because you can't walk in, not having

positions taught me to ask the right

the background, not knowing things,

questions. I've always been inclined

and think you're just going to start

to know more and learn more than

telling everybody what to do. That

just what was right in front of me, or

approach isn't going to work. You

what the role asked for. That's just

have to learn from the people in the

my naturally curious nature.”

room and no matter what position you're in. Whether you're the CEO,

In addition to asking the right

a manager, a team lead, whatever it

questions,

that

is, if you don't have the experience,

garnering in-depth knowledge of

but your team does, listen to them.

data analysis has proven to be an

That's your greatest asset.”

Nasser

added

essential tool in her tool chest.

The catalyst for Nasser’s approach,

done to advance herself and those around her.

For the Women in Real Estate issue of Originate Report, we sat down with Nasser to discuss her career, thoughts on what can make or break an organization, and her role as a woman in a real estate leadership role.

When analyzing the roles she has held throughout her career thus far, Nasser said that the varied nature of her previous positions has allowed her to view situations holistically.

“I learned how to mine data and

she said, stems from her experience

what to look for in it because every

growing up in the foster care system.

decision we made – and make today

When her last foster home shut down,

– is data-driven,” she said. “An appraisal, ironically, is exactly the same as the points I was analyzing then. It's all data. There's some subjectivity,

and

obviously,

an

appraiser has to understand the market, and they have their own personal experience which goes into the appraisal, but everything is datadriven. Especially now.”

When

moving

from

the

often-

to the equally fast-paced, yet more world

of

had with a social worker to petition the

state

for

emancipation

or

voluntary removal from the system.

“You have to convince a judge that you can take care of yourself, and must have a plan,” she recalled. "We set a court date. At that point, I was working three jobs and I had planned

intense atmosphere of a call center measured

Nasser recalled the conversation she

real

estate,

Nasser said she stayed abreast of ways to improve her performance in a new environment.

“The way that it helped me, was it taught me to focus on the right

“I've learned that you want to

things,” Nasser said. “When you're

make people feel very comfortable,

where I was going to live and what I was going to do – I was ready to support myself. I walked into court on October 11, 1991 and told my story. If anyone is going to screw up my life, let it be me."

Looking back on her experiences in the foster care system, Nasser said Cindy Nasser: Continues on pg. 8

June 2021 Originate Report 7

Cindy Nasser: Continued from pg. 7

that time in her life – despite the trepidation she felt venturing out on her own – has led to a sense of resilience today that extends into every facet of life.

"I tell people that the worst has already happened to me. I think that a lot of the fear that individuals have in certain situations, I don't have that," she said. "The people who know me best would describe me as a 'force of nature’ because I've got nothing to lose at this point. With that said, I always want to serve, and I always want to do a great job.

I want my staff to be proud of me; that's what pushes me forward. I

want them to feel like I always have

took,” she said. “I walked into this

their backs and I'm not going to let

ginormous conference room and

them fail."

introduced myself to the head of sales. As I was going through each

To drive and push forward every day,

page of the presentation, I could

despite any obstacles, has become

see her relaxing and becoming more

Nasser's motto. Speaking to how

comfortable. After the meeting, she

this is accomplished, Nasser recalled

told me that we were going to be

one

potential

fired beforehand, but the work I put

negative – losing a client – was

in impressed her. That, honestly,

flipped upside down by hard work

is one of my biggest wins and the

and determination.

greatest feeling you can have.”

“I could tell by this client’s tone

To continuously win these victories,

meeting

where

a

that something was percolating.

Nasser said it is of the utmost

I scheduled a meeting with the

importance to know the room before

head of sales and prepared a whole

you enter.

PowerPoint deck with data and information; they didn’t ask me for

“You have to know your customer,”

that, but that was the approach I

she said. “There are some people who

(Left to right) Cindy Nasser with PCV Murcor; Rocky Butani with Private Lender Link

(Left to right) Andrea Knorring with IceCap Group; Cindy Nasser with PCV Murcor

8

are very open to that approach, open to the idea of sharing knowledge and data, and others who don’t want to hear it. They don’t care. You have to

“

alter your approach depending on

You have to know

the individual and analyze where a

who your audience

certain approach isn’t going to work.

When a personality conflict arises,

is, walk in prepared

then you adjust and put someone else

and comfortable, and

on that project – you have to adjust accordingly to make sure situations don’t combust.”

When thinking about this sense of flexibility, Nasser said one element she keeps in mind is her position as a woman in real estate. In some situations, she added, if a man walks into a meeting, there are some who will automatically listen regardless

ready to say, ‘I don't know, teach me.’

Whether you're the CEO, a manager, a team lead, whatever it is, if you don't have the experience,

of his competence. As a woman,

but your team does,

she said, it can be difficult to

listen to them. That's

command the same level of respect and attention.

“As a professional, but as a woman

your greatest asset.

- Cindy Nasser

specifically, you have to know what you’re talking about and be able to

matter of finding what that is. It is

more women entering senior and

speak the lingo to grab attention,”

challenging at times, though."

leadership roles as well,” she said. “I think companies are focusing on not

she said. “I think one of the things I’ve encountered that can be very

As a woman in leadership, Nasser said

just female talent but broadening

dismaying is knowing that there are

she wishes that more young women

the definition of what a diverse

would enter the real estate field,

workplace looks like.”

going to be some rooms you walk into where people are going to be dismissive. I can read a room. And I know when the attention is not there; I take note of that, and I go back to follow up individually to gather additional information. With

adding that PCV Murcor has always been committed to fostering diverse

This diversity, she added, extends

voices and creating an equitable

past the real estate profession and

environment for its employees.

gender dynamics.

“We [at PCV Murcor] have many women and people from marginalized

that said, though, men and women

groups in leadership roles.

do have much in common, and it's a

the industry as a whole, I’ve seen

In

“I think one element that needs to change across the board is getting Cindy Nasser: Continues on pg. 10

June 2021 Originate Report 9

Cindy Nasser: Continued from pg. 9

more young people into the industry,” she

said.

are

not

“Younger as

generations

uncomfortable

or

apprehensive about having a woman in a leadership role. There’s a lot of work to be done – especially in the appraisal industry – but making strides in that direction cannot be overlooked.”

In addition to swinging the pendulum in a more equitable direction, Nasser reiterated her conviction that being the COO of PCV Murcor can be boiled down to ensuring that the wheels stay on the bus.

"I have to make sure that everything is running, and that operationally, our customers are all at the same level of service," she said. "My daily focuses, among many other things, of course, is making sure that no matter what, we can pivot and adapt.

There are things that come up all the time, whether it's client processes, technology changes, or legislative changes. If we're nimble enough and can make those changes at the drop of a dime, our clients benefit – and we benefit.”

This pivoting, Nasser said, is one reason PCV Murcor has been able to grow for so long. This year, she added, the company is celebrating its 40th anniversary.

"That is an important milestone," she said. "There are some groups that don't make it past the first ten years. We're also the only black-

10

“I’ve always known, and it’s always

to go?' And he said yes. There were

been a goal of mine, to give back,

thunderstorms and monsoons, and

and specifically give back to the

flights were delayed, and it took us

foster care community because of

14 hours to get there. I'll never forget

my experience there,” she said.

how the mortuary went above and

When thinking about the seeds of this desire to give back – which stem from a place of loss – Nasser said she felt it was her duty to use those

beyond to give this boy the goodbye he was looking for. That moment gave him closure. Later on, I ended up adopting him.”

situations as a source of strength.

Nasser said she shares this story –

owned

appraisal

management

company. Diversity is really big for us, and like I've said, we have a lot of women in leadership positions; we embrace that. Not only from a gender perspective but also making sure that we have different beliefs and a wide array of opinions here in our office. We also give back to the communities we serve, which I think is huge."

Giving back, to Nasser, is everything.

"My philosophy in life, in part,

and her own story – to show others

comes from the fact that I lost my

that any obstacle thrown your way

mom when I was 11 years old. My

can be overcome. Looking past

mother and father were already

the immediate future to a post-

divorced when she died, and it was never in my dad's plan to have kids.

There were a lot of things going on in my house, and that's why I ultimately ended up leaving. When you lose your mom that young, it just does things to your life, and I believe that everything happens for a reason. You can never think, 'why did this happen to me?' You have to use that and move forward."

Nasser

described

one

case

COVID-19 economy, Nasser said she hopes to see the continued growth of PCV Murcor, adding that she has been “incredibly proud” of the group’s ability to adapt to the oncein-a-century pandemic.

PCV

Murcor

provides

appraisal

management services to lenders, investment

firms,

community

banks, servicers, and anyone who she

worked on as a CASA that involved

Outside of the work that PCV Murcor

a ten-year-old boy. He was neglected

does with local nonprofits, she has

at home, and his mother, who was

worked with CASA of Los Angeles.

severely ill, lived in Texas. Nasser

The group, which stands for Court

traveled with the boy to say goodbye

Appointed Special Advocate, seeks

to his mother – after asking the court

to reduce and reverse the effects of

if she could accompany him on the

child abuse and neglect. Nine times

journey – only to learn that the boy’s

out of ten, Nasser said, a judge

mother had died before the duo was

will take the recommendation of a

scheduled to leave.

CASA over the opinion of a social

"It was four o'clock in the morning,

worker, which in her eyes makes the

and I sat him down and told him the

organization so critical.

news. I asked him 'do you still want

needs a real estate valuation. If you would like to learn more about the PCV’s offerings, visit https://www. pcvmurcor.com.

Cindy Nasser Chief Operating Officer PCV Murcor cnasser@pcvmurcor.com https://www.pcvmurcor.com

June 2021 Originate Report 11

FEATURE

BE YOUR OWN TRENDSETTER

Kristina Sawyer

Vice President of Lending at Arixa Capital

How Arixa Capital’s Kristina Sawyer Leverages Creativity & Experience to Constantly Evolve

By Mark Dewyea, Contributing Writer for Originate Report

W

hat were you doing when you were 17? I’m willing to bet that whatever it

was, it wasn’t learning the ropes of the real estate industry. Yet that’s exactly what Kristina Sawyer was up to as a high school Junior when her mother, perhaps sensing what is now her trademark entrepreneurial spirit, talked her into working for the family’s property management company. The rest, as they say, is

12

(Left to right) Kevin Kim, Partner at Geraci LLP; Beth Johnson, Partner at Flynn Family Lending; Matt Flynn, Owner & Founder of Flynn Family Lending; Kristina Sawyer, Vice President of Lending at Arixa Capital

Kristina Sawyer Vice President of Lending at Arixa Capital

history. Real estate provided Kristina

remarkable career trajectory thus

to move to Los Angeles and take

the unique professional opportunity

far is a testament to how confidence

her promising career to the next

to express her inner creativity in

and hard work can pay dividends

level—and she hasn’t looked back

crafting

to

when it comes to succeeding in such

since. She yet again took a leap of

nuanced challenges whilst leveraging

a competitive space. At a time in

faith to gain exposure to a different

the power of teamwork within the

life when most people are merely

aspect of the industry that she was

brokerage’s different departments

trying to settle on a college major,

curious about— taking a substantial

to efficiently accomplish mutual

Kristina was busy buying her first

goals—skills she uses to this very day

investment properties at just 21

pay cut to join the ambitious startup

as the vice president of lending for

years old. She then utilized an

Arixa Capital Advisors.

owner-occupied FHA loan to acquire

innovative

solutions

an additional four-plex she used to “Freedom lies in being bold.”

generate enough passive income to

– Robert Frost

cover operating expenses while still

The real estate industry isn’t for

netting a healthy profit. After only

the faint-of-heart, and Kristina’s

three years, Kristina had the funds

now known as Arixa Capital. As the company’s Operation Manager, she gained an intimate understanding of the business mapping process and use this knowledge to enhance both workflow and the scope of offerings.

Kristina Sawyer: Continues on pg. 14

June 2021 Originate Report 13

intimidated or downright insulting,

better end-product to customers.

especially for young entrepreneurs

She

just starting out who lack the

to ask their supervisors for new

requisite experience and reputation

projects and to not be afraid to

to process such unfair impediments

voice their opinion. Taking on these

to

development.

challenges is how you grow and

out of her comfort zone was and

Kristina is no stranger to these

build the requisite knowledge base

remains an essential component

situations, but her advice to women

to take on leadership positions.

of Kristina’s business approach,

starting out in the real estate and

Kristina certainly practices what she

and it is a mindset that young

lending sectors is to pursue respect

preaches. She voluntarily took on the

professionals should develop early

instead of acceptance. From the

on in their careers.

earliest stages of her career, Kristina

Kristina Sawyer: Continued from pg. 13

She advises new entrepreneurs to be conscious of negative self-talk and to have confidence in themselves to constantly be seeking out the next challenge or opportunity. Getting

professional

urges

young

professionals

daunting challenge of taking the lead on Arixa Capital’s technological shift to offer more web-based services. It remains an ongoing challenge that

Respect is worth its weight in gold in such a

Kristina is extremely excited about.

She is confident that the tremendous

relationship-driven profession, and it can be

Arixa team has the capacity to

a hard commodity to attain for some.

geographic and logistical scope to

exponentially

expand

upon

its

become a leader in the lending space.

This initiative and foresight resulted “Make improvements, not excuses.

has simply let her tremendous work

Seek respect, not attention.”

ethic and meticulous preparation do

– Roy Bennet

the talking for her—an approach that

Respect is worth its weight in

has proven extremely successful.

“Explore, experience, then

commodity to attain for some. In

push beyond.”

what has historically been a largely

– Aaron Lauritsen

male-dominated industry, Kristina

Kristina hasn’t let her accomplishments

had to navigate this stark reality

get to her head. She remains as

just like so many other talented

ambitious as ever to continuously

young professionals. While women

evolve

are steadily gaining more of an

own professional skillset and her

established presence in the higher

company’s

echelons of corporate leadership in

She

all economic sectors, there is still a

years of industry experience to

long way to go before true equality

push the envelope when it comes

is

biases

to integrating technology into the

and preconceived notions can be

corporate workflow to deliver a

14

achieved.

Unconscious

woman on the management staff at Arixa Capital, where she has since female colleagues--one of the many

profession, and it can be a hard

“firsts” in what has been and will continue to be a truly exciting and

improve long-term

continuously

resulted in her becoming the first

been joined by two other outstanding

gold in such a relationship-driven

and

in three consecutive promotions that

both

inspirational career.

her

strategy.

leverages

her Kristina Sawyer Vice President of Lending Arixa Capital ksawyer@arixacapital.com https://www.arixacapital.com/

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June 2021 Originate Report 15

ADVICE CORNER

n a s u S r a e D Advice to Women Who Want to Advance in Private Lending

By Susan Naftulin, Rehab Financial Group, LP

“D

ear Susan” is not a

underwriter for twenty years. My

of memo of the conversation – make

real advice column.

employer hired a senior underwriter

sure to provide the date and place

Although the questions

who is my boss and keeps calling

that the conversation took place,

below are not necessarily real letters/

me “blondie” and other equally

what you said and how he responded.

emails I have received, they are

inappropriate names. I don’t want

After that, keep a record of any time

all questions or situations that

to make waves, but what should I do?

he calls you a name other than your

have happened to me or friends

- Forty and Frustrated

own, making sure to put down date

that are accomplished females in predominantly

male

industries*.

and time and exactly what he called Dear Forty and Frustrated:

you. Also remind him each time he

Although I am a lawyer, nothing in

Blondie, sweetie, honey, baby, and

calls you one of these names that it

this article should be considered

other diminutive nicknames like

is not your name. If it continues to

legal advice; it is practical advice.

this have no place in the office. The

happen, go to his boss and discuss

Remember, you cannot change the

first thing you should do is casually

the issue. If they do not handle it,

world overnight, nor can you fight

speak to your new boss and ask him

you need to go to Human Resources

every battle.

not to call you these sorts of names

or to the owner of the company if a

and advise him that you prefer

small business. Keep written records

DEAR SUSAN:

to be called by your real name.

of every conversation.

I am a forty-year-old woman who

Immediately after this conversation,

not resolved, quit the job and find

has been a mortgage processor and

go back to your work area and create

a lawyer!

16

If it is still

DEAR SUSAN:

If so, approach him and ask for his

you stem from a concern to avoid

I recently interviewed for my dream

help. If not, continue to try to make

any semblance of gender harassment

job but the interviewer asked me

inroads by being prepared to start

or discrimination. It is a shame that

if I was married, what my husband

a conversation.

This may or may

this is what we have come to. Take

did and if I planned to have children.

not work.

I think what we have

the initiative, tell your boss that you

Is that allowed?

all learned in our careers is that

would like the opportunity to discuss

have done?

sometimes it is just lonely. As you

your career with him in a less formal

- Married And Mad

rise, however, remember how your

setting and ask him to have lunch

felt and make sure to work hard to

with you.

Dear Married and Mad:

include others, women and men,

my experience that men find lunch

These are inappropriate questions

when you have the opportunity.

a comfortable situation whereas a

What should I

For some reason, it is

drink after work is less comfortable.

that you did not have to answer. If

`

you did answer them and were not

DEAR SUSAN:

hired and you believe that decision

I

my

With regards to your co-workers,

was based on your answers to these

department and my male boss treats

continue to be friendly and kid

questions, you should contact an

my male co-workers differently than

around with them.

employment law attorney.

The

he treats me. For example, he will

will relax and do the same with you.

best thing to do is to make a joke

have career discussions with my co-

Work very hard to develop individual

of questions like this and respond

workers over a drink after work but

relationships with each of them, that

by

“You

will only speak with me about my

will eventually change the group

might want to check with your HR

career in the more formalized office

dynamic. But as per a prior answer

department before I answer that”.

setting.

saying

something

like

am

the

only

woman

in

Another example is that

the guys all kid around with each DEAR SUSAN:

other, but don’t kid around with me.

A lot of times I am the only female

I suspect it may be because they are

in a room for meeting.

During

afraid of not being politically correct.

the time before a meeting starts

Lastly, my male counterparts take all

or immediately after the meeting

of the vacation, personal, and sick

ends, the men in the room start a

time that they are entitled to, but my

conversation between themselves

boss frowns on me and comments

and completely leave me out. Even

to me when I take the time to which

when I say something, it is completely

I am entitled to take care of my

ignored.

sick kids. I take no more than the

How do I handle this?

- Left Out and Lonely

time I am entitled to and always meet my deadlines. What do I do?

Dear Left Out and Lonely: This is a tough one.

Sincerely - Female and Frowned On

Is there a

member of this group that is your

Dear Female and Frowned On:

peer (never the boss) that you think

I believe that the issues surrounding

you could approach and explain

your boss not asking you to go for a

how this affects you and ask that

drink after work and the men in your

he make an effort to include you?

department not kidding around with

In time, they

in this article, until things start to change, you may just need to accept being lonely.

Lastly, how does your boss know that you are taking a day off because of a sick child? Stop telling him!!

If you take a sick day or an allowed day off, you do not owe anyone an explanation. Just take the day off. I guaranty that many sick days taken by your male peers are really things like mental health days, golf days or beach days. They just don’t talk about it, nor should you!!

DEAR SUSAN: I am going on maternity leave, missing three months of work during this period. I feel I will lose ground Susan Naftulin: Continues on pg. 18

June 2021 Originate Report 17

Susan Naftulin: Continued from pg.17

(Left to right) Susan Naftulin with Rehab Financial Group, LP; Bobby Montage Walnut Street Finance; Kellen Jones with Prospera Growth Fund; Mike Hannah with Investmark Mortgage; Melissa Martorella, Esq. with Geraci LLP; Jeff Tesch with RCN Capital

(Left to right) Susan Naftulin with Rehab Financial Group, LP; Mike Hannah with Investmark Mortgage; Jeff Tesch with RCN Capital; Kellen Jones with Prospera Growth Fund; Bobby Montage Walnut Street Finance

and my co-workers will get ahead of

longer to get there because of the

business, and MOST of ALL, no one

me. How do I take this time off but

time you have taken off, but you will

owes you special treatment because

not lose my footing?

get there eventually.

Sincerely – Expecting and Anxious

you feel that upon your return from

If, however,

maternity leave that you are not Dear Expecting and Anxious:

given the opportunity for the training

The simple answer is that you cannot

and experience that others were

take a several month maternity leave

given during your leave, you need

and expect to come back on the same

to approach your boss and request

footing as your co-workers who did not take leave.

It is no different

than if one of them needed leave for a different personal reason.

Getting more

promoted experience

and and

getting exposure

in a company is largely based on performance and experience.

You

cannot expect to be in the same

it. If, after raising the issue a few times you do not get the appropriate training,

you

should

document

the same treatment as others!! *Many thanks to my dear friends Jill

Garfinkle

Weitz

(General

Counsel of a large health care provider), Sheryl Monheit (owner of a microbrewery) and Shawn Turak (Assistant Prosecution Attorney) for their ideas and advice.

your experience and perhaps seek legal counsel.

If you have read all of these “letters”, you

should

see

some

common

themes. You cannot fight and win every fight. You need to document

place as others with less experience.

your experience, you need to try

Accept the fact that your career path

to work it out on your own, you

will be different, it may take you

need to understand the needs of the

18

you are female. They only owe you

Susan Naftulin President and Chief Operating Officer Rehab Financial Group, LP susan@rehabfinancial.com https://rehabfinancial.com/

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June 2021 Originate Report 19

TRAILBLAZERS

NEW COLUMN P R I VAT E L E N D I N G

TRAILBLAZERS Susan Pettem

Senior Vice President, Novare National Settlement Service

Christen Wong

Senior Marketing Operations Manager, CoreVest Finance

20

something in me, providing me with the opportunity for advancement in my career path at his company.

After stints as a title assistant and examiner, I was promoted to Title Officer & Manager of TSG services, ultimately newer,

being

recruited

still-small

regional

to

a

title

company, Fidelity National Financial (FNF). At that time, it was nationally headquartered in Irvine, California.

Ultimately our Western Regional EVP asked me to represent my team

Susan Pettem

in the FNF sales force, changing the course of my career. I have never

Senior Vice President Novare National Settlement Service

looked back but am grateful for the technical knowledge and expertise I gained by my years of working

Q: How many years have you been

for promotion. The first step-up was

in private lending or supporting

to be assigned the manager position

services and why did you enter

learned the valuable lesson that

of

customer

this field?

excellent customer service is the key to

service department. I enjoyed not

building a happy customer experience

My background in the title industry

only providing the customers (local

and subsequent brand loyalty.

is somewhat of an anomaly as I

realtors and lenders) with prompt

actually started my title career

property profile information but

internally.

the

also engaging with them to better

business in the mid-80s at Ticor

understand their title needs as

Title in Beverly Hills and ultimately

customers. At that time, clients

moved into sales. Traditionally, the

frequently came to the office in-

majority of sales people tend to

person, which created a personal

enter the marketplace directly as

customer relationship and fostered

sales representatives and then learn

good-service loyalty. (Note – this

the business as they go. My career

is during the pre-email days –

was in the reverse order which is

fax machines were the latest and

something I am very grateful for and

greatest new thing!)

I

launched

into

the

Beverly

Hills

has served me well.

I was subsequently recruited by I have always been fascinated by

another major national title company

real estate – a robust, multi-faceted

to work within the customer service

industry. Title insurance interested

team, providing similar services on a

me from that perspective. Entering

much larger basis. I was taken under

the title business at the ground level,

the wing of the local President at that

I made a point of learning as much

time, stopping me from moving on

as I could, creating the opportunity

to another firm. He must have seen

internally in the title world. I also

Q: What do you do for your firm – how do your contributions affect your company at large?

I was assigned to Novare National Settlement Service by our regional EVP

shortly

after

the

company

was acquired by Fidelity National Financial in 2015. The company holds unique national licensing and had already created a national title and closing platform to internally manage their clients prior to being acquired, making it an attractive acquisition for Fidelity. My role continues to be in sales, with a primary

focus

national

banks,

commercial

on

regional

and

residential

and

mortgage

companies,

residential and commercial law firms Susan Pettem: Continues on pg. 22

June 2021 Originate Report 21

Susan Pettem: Continued from pg. 21

and investor business. The valueproposition is providing great service by streamlining the title insurance and

escrow/closing

processes

nationally and by utilizing best-inclass sophisticated tools & processes to achieve the highest of results.

Q: What is something most people don’t know about you or your company?

Novare National Settlement Service is managed by a predominantly female team including our President, Cathy McIndoo. Cathy’s background is

heavily

in

national

escrow/

closing, complementing our national title platform. Cathy’s vision is all about remaining involved with our customers’ national closings all the way through the process, regardless of location. With my background in title support services in the national mortgage space, I feel that we offer an unparalleled team and platform

question is dumb” – the only “dumb”

it was an interesting opportunity at

question is the one that you don’t ask.

first blush, it was not the right move

I asked a lot of questions, allowing

for me. The lesson was “always do

me to progress, with the help of their

your homework” and also “measure

generous guidance.

twice, cut once”. Sometimes the “greener” pastures might be where

Our corporate awards events were

you already are, simply dig in and

always appreciated however it is the

make a difference. This was a

smaller but significant mentoring

valuable lessons-learned experience

“awards” that truly have meant the

for me; brief but impactful.

most to me.

Q: If you had a clean slate to start

Q: Tell us about a person or organization that you admire. How have they made an important impact on you, the industry, or the world?

I’ve

always

had

a

deep-seated

admiration for self-made people who create their own personal or professional successes by virtue of their own hard work and focused vision. I admire greatly the Bill and Melinda Gates foundation for their scientific universal focus on improving our planet, as well as other highly successful individuals in a variety of professions. I especially

in a highly competitive marketplace.

look up to those who have not

My focus is always on improving and

forgotten where they came from and

growing our business sales pipeline,

retain appreciation for all who have

which takes focus and hard, but

helped them along the way, sharing

rewarding, work each and every day.

their expertise and mentoring those who are still coming up.

Q: What has been the highlight so

over and do anything you wanted to do, what would that be?

Being the daughter of a PHD scientist who enjoyed an international career in the State Department, I do find the diplomatic corps fascinating, working with people around the globe. I like the idea of nurturing businesses in third world countries also, particularly fostering support and the continuation of the creation of handicrafts, textiles and hand-crafted fashion using traditional techniques.

Q: What is the best advice you could give to a woman thinking about making a leap into title insurance as well as Private Lending?

Opportunities

will

always

be

available for someone who is willing to put in the time to become an expert in their chosen field. Ask questions, read relevant materials,

far in your career?

Q: How have you turned a career

Honestly, there have been multiple

mistake or failure into success in

highlights all along the way. I have

your career?

been

having

At one point, briefly, I decided to

some great mentors along the way

accept a highly attractive offer to

who provided excellent advice and

a long way in the advancement of

diversify my resume scope, without

direction. These mentors stepped

your chosen career path. Know your

the benefit of extremely thorough

up and offered the benefit of their

business, your competitors and, most

due diligence. The new company

importantly, your customers.

own experience to help someone still

actually was struggling financially

finding their career path. Every one

and my arrival was too late to make

of those mentors taught me that “no

a difference. I realized that although

22

very

fortunate

in

and stay updated on current events impacting your chosen industry. Be professional and know your business etiquette as well – this will take you

For more information, please visit: https://www.novarenss.com/

Q: What has been the highlight so far in your career?

I would say that the highlight in my career so far has been the opportunity to build and grow companies in the private lending industry. The startup phase is always exciting to me and being a part of the marketing process is a great experience overall.

You get to meet so many people while developing a brand in this competitive industry.

Q: What piece of advice did you personally receive early in your career that has helped shaped

Christen Wong

decisions you’ve made?

One of my previous employers Tim

Senior Marketing Operations Manager CoreVest Finance

Swan, Branch Manager at Berkshire Hathaway

In

Brentwood,

Los

Angeles, told me: “Keep going in your Q: How many years have you been

Q: What do you do for your firm?

career, work hard at what you do,

in Private Lending and why did

How do your contributions affect

and don’t give up because you never

you enter this field?

your company at large?

know - we may end up working for

5 years. I entered this field because

I am Senior Marketing Operations

you one day!”

I had come from a Commercial Real

Manager. My main responsibility

Estate background on the broker

is to provide project management

side of the business, I wanted to

and assistance where needed. I help

expand my knowledge and learn more in the industry. I also really enjoyed

working

in

Commercial

Real Estate specifically, so given the opportunity to learn, grow and build a dynamic marketing team was very enticing for me. I like to say it’s the

manage and execute various projects to meet company deadlines through content creation, creative direction, graphic design, social media, and events

coordination

alongside

my team.

Q: What is something most

best of both worlds. I could keep my

people don’t know about you

creativity at the same time be in a

or your company?

stable and lucrative industry with

My very first real estate-related job

endless possibilities and growth. I

was working with short sales, pre-

knew I eventually wanted to become

foreclosures, and rehab properties. I

an established investor myself so I’m

made 50 cold calls a day as part of

happy I ended up in this field.

the investor relations team.

Since then, I promised myself I’d never stop until I reached my goals because I knew my capabilities and drive would get me where I wanted to be in life. The best advice I received early on was to never underestimate myself and to trust my decisions.

I learned to voice my opinion, ask questions,

and

be

as

hands-on

as possible.

Q: Tell us about a person or organization you admire. How have they made an important impact on you, the industry, or the world?

I really admire Bobby Khorshidi of Christen Wong: Continues on pg. 24

June 2021 Originate Report 23

Christen Wong: Continued from pg. 23

Archway Capital. He was my first boss and mentor in the commercial real estate finance industry and gave me an opportunity when I was starting off my career in private lending. I came from a residential/ commercial real estate background, but Bobby and the team gave me a chance. With my prior experience and his knowledge, we were able to formulate an effective marketing plan. He’s impacted both my personal and career life tremendously along

calendar or forget to schedule a

intimidation stand in your way. The

campaign but overall, I’ve learned

commercial real estate and private

that focusing on the past won’t fix the

lending industries have always been

issue. You can’t undo the damages,

a common career path for men;

but you can find a way to recover

However, we’ve seen more and more

the situation.

women enter the space and assume executive level roles in this industry.

Q: If you had a clean slate to start over and do anything you wanted to do, what would that be?

I would do something in the music industry

like

music

or

artist

management because I’ve always had a passion and love for music

with the lives of many others.

and art.

Q: How have you turned a career

Q: What is the best advice you could

mistake or failure into success in

give to a woman thinking about

your career?

making a leap into Private Lending?

I’ve always felt that mistakes aren’t

My best advice to any woman

necessarily negative. In order to

looking to get into this industry

grow, we need to make mistakes

is to never second guess yourself,

and learn from them. There were

be strong, voice your opinion with

times I’d miss an event on our events

sophistication, and don’t ever let

24

Women must be confident in order to succeed in this competitive industry, we have to take risks and create a sense of respect for what we do and how we do it. Too many times I’ve found the role in marketing to be underestimated but over the years in my career path I’ve realized that we are part of the core of a company, whether small or large marketing will always be necessary in order to gain presence and generate business.

With that being said, be secure with yourself, your skills, take risks and go for it!

For more information, please visit: https://www.corevestfinance.com/

THE IMPORTANCE OF

your brand or product with the potential to see huge results.

This global reach creates networking opportunities for building relationships and partnerships. Your audi ence has invested time in registering and listening to the information you plan to share. They’re expecting valuable takeaways from the webinar, even some thing they can put into place at their own company. This positions you and your brand as an industry lead er, or expert. Webinars can give your audience the hosting a webinar you’ll have metrics to measure chance to ask questions and provide feedback. This how well it performed. These metrics include the is valuable because you can address concerns, reser number of attendees, number of those registered, vations, or any lingering questions they may have Webinars have grown in popularity in recent years and total views. The webinar can and should be recorded about your training or product in real-time. You can and have become an important marketing tool. for you, the audience, and affiliates to share with customize your presentation to your audience based on These live web-based seminars can connect you with others, growing the results even more. Each time a their questions and feedback to keep them engaged. leads from all over the world. They encourage interacti person completes your webinar’s registration form Ask them to take an action, such as completing a task by allowing the audience to ask questions orJust how they should be considered a new potential lead, or answering a question. This will increase audience beneficial can a webinar be to your business? Here whether it be for a sale or a potential partnership. participation and interest. Include guest speakers, are 7 reasons why webinars are a fantastic marketing Webinars adds a personal interaction that videos and such as industry leaders or affiliates, to speak during strategy. Webinars are a cost-effective way to extend commercials don’t. Webinars put a face and name your webinar. These individuals should be familiar your reach globally. Rather than pay for flights and with your product making you approachable, human, with your industry and value of your product. They hotels to meet with individual leads, you can engage and someone they can trust. Educating them on how will be able to educate the audience on the benefits with a larger group over their computer screens. your product can benefit their company is the first or impact, validating information you have or will People from all over the world can attend, providing step in opening the door to future discussions and be sharing. By inviting a guest speaker, you can also your brand or product with the potential to see partnerships. It is essential to show both new and increase the webinar’s attendance by including your huge results. This global reach creates networking established leads how your product or service can guest’s audience and following. This can grow the opportunities for building relationships and improve or enhance their workplace. Depending number of leads you may gain substantially. Results partnerships. on the prospect, the sales process can be slow. can be seen quickly from webinars. After hosting a our audience has invested time in registering and Businesses want to convert a lead into a cusWhile it’s webinar you’ll have metrics to measure how well it listening to the information you plan to share. certainly important to provide useful information performed. These metrics include the number of at They’re expecting valuable takeaways from the and tips to your audience, it’s equally important to tendees, number of those registered, and total views. webinar, even something they can put into place share how your brand or business can help them The webinar can and should be recorded for you, the at their own company. This positions you and your achieve this. How can your product be a solution audience, and affiliates to share with others, grow brand as an industry leader, or expert. to their problems? Your webinar should show the ing the results even more. Each time a person com audience the value of your brand. Garnering interest pletes your webinar’s registration form they should Webinars can give your audience the chance to ask in the product and its potential impact is the first be considered a new potential lead, whether it be for questions and provide feedback. This is valuable step in completing a sale. a sale or a potential partnership. Webinars adds a because you can address concerns, reservations, or personal interaction that videos and commercials any lingering questions they may have about your There are numerous benefits to hosting a webinar. don’t. Webinars put a face and name with your prod training or product in real-time.

Though this article only touches on a handful of uct making you approachable, human, and someone them, it should be clear that webinars are an effective they can trust. Educating them on how your product You can customize your presentation to your tool for engagement and growth. As you take these can benefit their company is the first step in opening audience based on their questions and feedback to benefits into account, you should begin to think the door to future discussions and partnerships. It keep them engaged. Ask them to take an action, such how you can use a webinar for lead generation and is essential to show both new and established leads as completing a task or answering a question. This to increase traffic, which will yield great results for how your product or service can improve or enhance will increase audience participation and interest. your business. Webinars have grown in popularity their workplace.Depending on the prospect, the sales in recent years and have become an important formation and tips to your audience, it’s equally Include guest speakers, such as industry leaders marketing tool. These live web-based seminars can important to share how your brand or business can or affiliates, to speak during your webinar. These connect you with leads from all over the world. They help them achieve this. How can your product be individuals should be familiar with your industry encourage interaction by allowing the audience to a solution to their problems? Your webinar should and value of your product. They will be able to ask questions or provide feedback in real-time. show the audience the value of your brand. Garnering educate the audience on the benefits or impact, Just how beneficial can a webinar be to your interest in the product and its potential impact is the validating information you have or will be sharing. business? Here are 7 reasons why webinars are a first step in completing a sale.There are numerous fantastic marketing strategy. benefits to hosting a webinar. this article Business Development • Fintech/Newest Loan Programs • Automation in Today’s Evolving SocietyThough • Upcoming By inviting a guest speaker, you can also increase only touches on a handful of them, it should be clear the webinar’s attendance by• including your guest’s Webinars are a cost-effective to extend your Trends & Changes Marketing & Outreach • Essential Tools way & Technologies •that New Legal and webinars areIssues an effective toolRegulations for engagement audience and following. This can grow the number reach globally. Rather than pay for flights and hotels and growth. As you take these benefits into account, of leads you may gain substantially. to meet with individual leads, you can engage with a you should begin to think how you can use a webinar larger group over their computer screens. for lead generation and to increase traffic, which 5. Results: will yield great results for your business. Webinars Results can be seen quickly from webinars. After People from all over the world can attend, providing have grown in popularity in recent years and have4.

CONTENT L E T U S H E L P YO U !

CURRENTLY ACCEPTING ARTICLES

Share your ideas! Email submissions@originate.report for more information.

June 2021 Originate Report 25

Feature

Heather Dreves

LENDING FROM THE GROUND UP

H

By Charles Peckman, Contributing Writer for Originate Report eather Dreves, Director of

relationships, including one client

in the mortgage world,” she said.

Funding for the Secured

who just referred his daughter

“The private money industry is

Investment

Corporation,

after 18 years of working together.

very creative and is more focused

knows the value of every gear in the

Thinking about the varied positions

on making assets work. Markets

fine Swiss watch of real estate. After

she has held in the real estate field,

are shifting all the time, and I

all, throughout her career, Heather

Heather said there are facets of

think starting at the ground level

has

from

the profession – such as investor

taught me that there are so many

loan officer's assistant to lending

relations – that can be overlooked

working parts and understanding

professional. At Secured Investment

if one views real estate through a

how everything fits together leads

Corporation, she has raised over

narrow lens.

to a better understanding of how to

held

every

position

make any situation work.”

$120 million in capital.

“I think people who don’t have Heather’s experience and expertise

exposure to this industry just think

One element Secured Investment

has led to many long-term investor

that

Corp has been keying in on, Heather

26

everything

is

conventional

to keep in mind that diversification

her team with the best and brightest

can look different depending on

talent in the field – Heather said it

the assets at play. Property values,

is critical to anticipate and react

naturally, can increase or decrease

steadily

in value depending on fluctuations

market, whether they manifest as

within

a once-in-a-century pandemic or

the

market,

but

one

vantage point younger investors

to

fluctuations

in

the

economic downturn.

often overlook, she added, is the long-term potential asset-backed

“Under my management, and the

investments hold.

management at Secured [Investment Corp,] we’re committed to growing

One long-term investment Heather said she is happy to see is a more level playing field for women who choose a career in real estate.

“Real estate is a male-dominated world, whether you’re looking at the private money industry or fund management,” Heather said. “I love said, is capturing different market segments, including younger investors.

the fact that there are so many more educated, smart, successful women

and bringing in new investors, in addition to identifying other ways we can deploy our capital in the best way,” she said. “We always want to make sure that the capital is out there working; so if we don’t have enough loans to originate or enough properties at any given time, we’re identifying other funds or properties we can invest in, so we can provide the best for everyone we work with.”

in the industry now. Going to events,

Secured

there are women who I have seen “It’s important to start young and

located in Coeur d'Alene, Idaho, gives

at real estate gatherings for five or

as an example, we have a fund

lenders and real estate investors the

six years and I love that. And one

ability to connect and build powerful

right now where people can start

element I have also noticed is that

– and profitable – strategic alliances.

investing with as little as $1,000,”

many of my investors love working

Paired with these connections is a

she said. “We’ve been able to relate

with women. The fact that so many

commitment to growing net returns on

to a younger generation and help

smart, ambitious women are entering

them to grow and create wealth for

the field makes me proud to be a part

themselves. It’s not just for retirees,

of it, and I love seeing the mentoring

investing, and it’s important to note

that happens between professionals.”

Investment

Corporation,

invested capital. To learn more about the services offered by this group, visit https://securedinvestmentcorp.com

that. Our goal is to get our clients the kinds of returns they’re looking for,

Moving forward, Heather said she

and that can take place in different

hopes that more women choose

ways and look different depending

careers in real estate, adding that

on prior experience and where our

some of the barriers to entry that

clients are at in their careers.”

existed previously are evaporating.

Turning to the projects Secured

When speaking to younger potential

Investment Corp is working on – in

clients, Heather said it is essential

addition to continuously growing

Heather Dreves DIR of Funding Secured Investment Corp.

HDreves@securedinvestmentcorp.com https://securedinvestmentcorp.com

June 2021 Originate Report 27

ADVICE CORNER

MENTORSHIP CAN PAVE THE WAY Advice from RCN’s CMO

By Erica LaCentra, RCN Capital

Erica LaCentra, Chief Marketing Officer at RCN

28

(Left to right) Erica LaCentra, Chief Marketing Officer at RCN; Valley Golden, Marketing Manager at Appraisal Nation; Ruby Keys, Vice President of Geraci Media; Liz Morales, Chief Marketing Officer at The Mortgage Office

(Left to right) Erica LaCentra, Chief Marketing Officer at RCN; Romney Navarro, Chief Lending Officer at Noble Capital

W

omen pursuing a career in any predominantly male industry are going

to face challenges. The general perception of the private lending industry makes it rather unusual to see a 30-something year old female

what the future had in store for me,

in a C-suite position. However, that

staff broke their leg and my mentor

but I knew I wanted to move into a

is why I feel compelled to talk about

desperately needed a replacement.

role where I could put my degree to

my experience: I sincerely hope to

I was chosen as the replacement

use. I took it upon myself to connect

inspire other women to consider a

with a female executive within

and my career path took a complete

career in private lending.

the company who was responsible for

planning,

coordinating,

and

Serendipity or Fate?

executing a major ticketing industry

My start in private lending was quite

conference. She took me under her

honestly a case of being at the right

wing, mentored me, and provided

place at the right time. In 2013, I was

me with insight as to how I could get

a recent college grad with a B.S. in

out of my current position and into a

Advertising that had just moved from

more marketing-focused career.

Boston to Connecticut and taken a job as an executive assistant within

Through a series of truly serendipitous

the ticketing industry. I had no idea

events, a member of her conference

detour when I ran into a loan officer from RCN. RCN was in the process of setting up an office in Nevada, and I had the good fortune of running into one of RCN’s Loan Officers at the closing event for the ticketing conference.

What a loan officer was doing at a ticketing conference closing party, Erica LaCentra: Continues on pg. 30

June 2021 Originate Report 29

Erica LaCentra: Continued from pg. 29

I will never really know, but that individual mentioned that RCN was looking for a Marketing Associate, and the position had been vacant for three months. After discussing my background, he introduced me to then Managing Director, and current CEO, Jeff Tesch, and before I had even left Las Vegas, I had an interview

The Need for Expert Guidance

to keep bettering yourself and climb

The best advice I could offer any

higher. Don’t be afraid to push back

woman joining the industry would

and most importantly be confident

be: find a good mentor. While true in any circumstance, a mentor in this field can go a long way towards your ultimate success as they will help pave the way for your acceptance and trust in the industry. They will help you not only elevate your knowledge of this space, but they can also help

in yourself and the knowledge and experience you bring.

Though it may seem like a “man’s industry”, the women of private lending are strong, confident, and ready to make a name for ourselves

lined up for the Marketing Associate

you make important connections.

(or

already

have!).

Becoming

position for RCN Capital and the rest

The Private Lending industry still

successful despite the barriers and

is history.

heavily relies on who you know to

stigmas in our way is incredibly rewarding, and it shows young

...a mentor in this field can go a long way towards your ultimate success as they will help pave the way for your acceptance and trust in the industry.

women yearning for an entrance into this space that it can be done.

Once you immerse yourself into a role you love, regardless of the industry, limitless.

the

possibilities

Through

are

experience,

I understand that getting there can be an uphill battle without

The Climb

gain traction and visibility. Having

professional guidance. If you are in

So, while my start in the Private

someone that can speak to your skill

need of a mentor, and I say this in

Lending industry was due to a bit of

set and open lines of communication

all seriousness, please don’t hesitate

with the right people can help you

to reach out and I will be happy to

grow your career and get to that next

do what I can. I would be honored to

luck and good timing, my climb up the ladder from an entry-level Marketing

level more quickly.

provide others in this industry with

the space when I started, I took it

Another piece of advice I want to

I was so fortunate to receive along

upon myself to immerse myself in the

impart upon the young women of

industry and learn as much as I could

private lending is to always believe

so that I would ultimately succeed in

in yourself. It unfortunately isn’t

my role at RCN. Properly applying

uncommon to be doubted in this

my background in advertising and

industry, so proving yourself may

marketing to this space was really no

seem a little harder than it is for

different than any other once I had

our male counterparts. It’s essential

an understanding of all of the facets

to learn to strike a balance between

of the private lending industry.

keeping an open mind and being

However, my time in private lending

confident in your ideas. Use any

has been far from smooth sailing.

negative experiences as motivation

Associate to CMO was no fluke. Even though I had limited knowledge of

30

the resources and mentorship that the way.

Erica LaCentra Chief Marketing Officer RCN elacentra@rcncapital.com https://rcncapital.com/

UPCOMING EDITIONS

ORIGINATE REPORT August:

CAPTIVATE

Captivate 2021 Special Edition

October:

GROUND UP CONSTRUCTION AND BRIDGE LENDING If you have an article you would like to submit in one of our upcoming editions, reach out to us at: submissions@originate.report June 2021 Originate Report 31

PRIVATE LENDING SHOUT OUT

NEW COLUMN

PRIVATE L E N D I N G

Kat Hungerford Project Development Manager, AAPL

32

efforts is all behind the scenes but creates immeasurable impact across the lending industry.

Q: What is your favorite memory of Kat in action?

Favorite memory must be the “Day on the Hill” AAPL hosted in 2019 at Capitol Hill in DC. Kat was so excited and worked so hard to set up an entire morning of meetings with key legislator’s staff. She took the lead in getting everyone organized so that we were on time and in the correct

Kat Hungerford

Project Development Manager AAPL Nominated by Linda Hyde, Managing Director at AAPL Q: Do you supervise or work

Q: How long have you worked

directly with Kat?

with Kat?

I directly supervise Kat.

I have worked with Kat for the 3 years she has been with AAPL.

Q: What are the general duties for your company?

Q: How does Kat affect the

General duties include marketing,

industry at large?

technology support, project management,

Kat manages the AAPL Government

Editor of Private Lender Magazine

Relations Committee (GRC) operations,

and

which has had many positive legislative

Heads the AAPL Government

Relations Committee.

efforts/wins impacting the Private Lending Industry over the past few

Q: How long has Kat been in the

years. Kat has played a key role

industry/with your company?

coordinating efforts on behalf of

Kat has been with AAPL going on 3

AAPL and working in tandem with

years but worked for another entity

other leaders in the lending industry

within the family of companies prior

to make sure our members are

to moving over.

represented. Her dedication to these

’s 12TH ANNUAL CONFERENCE

THE NATION’S LARGEST PRIVATE LENDING EVENT IN-PERSON in LAS VEGAS + VIRTUAL NOV. 14-16, 2021

building. Kat has a passion when it comes to AAPL’s legislative efforts, so this was like a trip to the North Pole for her all the while taking charge of a large group that is not so easy to handle.

Q: Why do you want to recognize Kat today?

Kat’s strong morals and can-do attitude allow AAPL to continue to add value to its membership.

She

keeps the integrity of the lending industry as a priority, challenging herself daily to make sure AAPL remains

committed

to

its

core

values. Kat is perfectly content with sitting in the background, she truly deserves to be recognized for her hard work and dedication, not only to AAPL, but the lending industry as a whole.

For more information, please visit: https://aaplonline.com/

REGISTER TODAY! AAPLCONFERENCE.COM June 2021 Originate Report 33

Feature

Marcia Kaufman Bayport Funding, LLC

SPEAKING FROM EXPERIENCE

By Charles Peckman, Contributing Writer for Originate Report

M

arcia

Kaufman

knows

what it takes to adapt

Funding, a direct portfolio lender headquartered

in

New

York,

Kaufman regularly calls upon the experiences of a three-decade-plus career in the mortgage banking and real estate industry and has specialized expertise in identifying estate

opportunities

and

creating exit strategies for assets.

Before joining Bayport Funding, Kaufman served in senior leadership positions

look at situations holistically.

to a cyclical real estate

market. As President of Bayport

real

career, Kaufman said it is critical to

at

that you have, and you have to understand the borrowers,” she said.

“When a crisis happens, you have to understand what to focus on and where to draw your attention. Many people think ‘I have to make loans, I have to make loans,’ but I always focus on making sure that assets are in a good place.”

In addition to thinking outside of the immediacy of any situation, Kaufman said that three decades in

Home

the real estate trenches have taught

Preferred

her to hone the strengths of those

Empire Mortgage Company, and

around her and maximize processes

Arbor National Mortgage, and has

from origination to completion.

Mortgage

American

“You have to understand the assets

Ventures,

also been instrumental in securing bridge financing for real estate

“The reason we choose to service

investors for different opportunities.

is because when you service your

With this experience comes a keen

own loans, you know immediately

eye for emerging markets, opening

when there’s a problem,” Kaufman

a real estate office and selling over

said. “You’re not waiting for a

50 fix and flip properties, to name

servicer to tell you something’s

one example.

wrong, because by that point you’re already behind the eight ball. We can

When thinking about the market's

look for a solution in real time and

downturns

find a remedy for the problem as

34

since

beginning

her

quickly as possible. And that takes a

Kaufman

team effort.”

direction, the group is expanding

said

that

under

her

from one to four-family homes to Although

Kaufman

consistently

said

she

for

an

strives

upfront, honest approach to asset management and lending, she added that it is appalling to hear some professionals’ thoughts on women’s roles in the real estate sphere. Early in her career, Kaufman said she would approach hard money lenders who didn’t view women as the ‘types of professionals’ who would oversee fix and flip properties or other developments.

multifamily

properties,

an

asset

class that segments of the profession have overlooked. Through Bayport’s brokerage division, she also said that the group focuses on securing permanent financing solutions.

“We’re aiming to offer a whole other level of service to our client base because our relationships with clients are of the utmost importance to us. We’re also creating additional revenue streams for our company

“There is definitely a difference in

because expansion into new markets

the way some [people] view men and

is what drives us forward and pushes

women in real estate,” she said. “I

us to excel.”

built my reputation and showed my success, and I pay attention to where

Bayport Funding is a direct portfolio

I’m going, and I look at the markets

lender,

and believe that it’s not about being male or female, it’s having the drive and the ability to enter the market.”

When

looking

at

the

current

landscape – rife with opportunities and obstacles – Kaufman said the industry needs to change the way it views ‘leveling the playing field’ for

which

originates

bridge

financing for real estate investors purchasing

1-4

family

homes,

multifamily properties, ground-up construction, and more. The Bayport team, Kaufman said, is dedicated to the real estate investor community, a community that depends on the immediate availability of capital for

everyone involved.

projects. For more information on

“I think women need to mentor other

bayportfunding.com/

Bayport Funding’s offerings, visit

women,” she said. “That doesn’t happen

enough.

And

with

that

said, women entering real estate need to step up as well and take on opportunities. There needs to be a confidence in women to say, ‘why shouldn’t I be doing something that everyone else is doing?’”

Speaking to the projects currently underway

at

Bayport

Funding,

Marcia Kaufman President Bayport Funding, LLC marcia@bayportfunding.com https://bayportfunding.com/

June 2021 Originate Report 35

ADVICE CORNER

PRIVATE LENDING LESSONS The Importance of Networking

By Alex Breshears, Infinite Road Investments and Private Lending Lessons

A

s a military spouse, we have

was the type of property we would

and network with other private

moved a lot - 19 times in 20

want to invest in, this was the type

lenders and offer an educational

years. That makes having

of borrower we would want to work

space for the community to learn

less

with, the due diligence checked out,

more about private lending.

building a career, nearly impossible.

and we decided to take the leap

group grew quickly! It has been a

With a desire to still help provide for

into private lending with our own

joy to talk to so many people either

my family despite these limitations

capital, during a global pandemic!

interested in starting the process of

steady

employment,

much

I turned to investing and remote

The

private lending, or those who have

working, even before Covid-19 made

We closed that deal two weeks later

been lending in shadows for years,

that a worldwide movement.

after establishing the necessary legal

never really finding others to be able

requirements. Once the capital was

to talk about their business model. In

chemistry

deployed, I couldn’t help but think,

a backwards way, I found a purpose

professor left me with time during a

“Now what?” As an extrovert stuck

within the private lending space

normal workday to research various

inside during the pandemic, I was

beyond just the monthly return. It

topics and network with others in my

searching for community; I wanted

gave me a place to learn more and

community. As someone who always

to talk to other private lenders! I

add value to others, regardless of

had an interest in real estate, most of

knew enough to be dangerous, but I

their experience level. I quickly

my research and networking focused

was also acutely aware that I didn’t

found a wealth of information with

on real estate in my own backyard,

know what I didn’t know. There

AAPL and Geraci LLP, both who have

Hampton Roads, VA. When Covid

had to be more of “us” out there!

presented in the weekly events for

shut down most of the world, it also

I found multiple Facebook groups

the group.

shut down many hard money lenders

that had “private lending” or “hard

for a few months as the uncertainty

money” in the title, but it left a little

The great thing about lending in

of the economic outlook during a

to be desired in the form of content

general,

global pandemic was too much for

or networking.

lending, is that you don’t have to go

Working

online

as

a

their risk analysis to handle. At

but

especially

private

it alone. You can help yourself by

that time, a real estate investor in

As someone with an education

building a team. The best advice I

my area was going to lose out on a

background, I thought we as a

can give to someone who is starting

Erica LaCentra,his Chief Marketing Officercommunity at RCN property because funding was could do better.

The

out or wanting to scale is that you

pulled a week before closing. After

group, Private Lending Lessons, was

have to network. Meet with others,

speaking with him, we decided this

started out of that desire to meet

talk to people doing it, reach out to

36

Private Lending Lessons is a Facebook community for people who are new to private lending or want to network with others in the private lending space. Learning where to start, the right questions to ask, the resources you might need, and the key steps to help mitigate your risk are crucial to your success as a private lender.

Group by

Private Lending Lessons

Invite

Education is Key in Private Lending

Come learn, support, network and enjoy private lending in a collaborative fun filled online environment.

DAILY DISCUSSION POINTS • Q & A FORUM • WEEKLY EDUCATIONAL EVENTS • MONTHLY VIRTUAL NETWORKING SERIES Facebook: Private Lending Lessons | Email: alex@infiniteroadinvestments.com valuable resources and memberships

someone having to meet a potential

year for passive income? If you want

that can help enhance your business

tenant out at a property.

to build a business to leave your

and mitigate your risk.

current job, but in reality, you want In lending, we quite literally cannot

the time freedom from your current

For instance, you could find a title

do it all.

company or closing attorney in your

requires

job, trying to scale a large lending

local market you want to work with.

to help facilitate the transaction

Or you can build a relationship with

and grow our business. If you are

a broker to pull BPO’s for you; maybe

looking to start lending, this is a

a contractor to help evaluate scope of work for rehabs, and so much more. It really starts with zeroing in on the type of property you want to lend on, what sort of terms you are looking to get for those funds, and then start building a business model and plug in the people who need to be there. I realized quickly that I could not possibly do everything myself, which I is in stark contrast to what people think when they think “real

we

Our business model work

with

others

great place to bring a collaborative growth mindset; you will be well received! Start small if that makes you comfortable. Complete a few loans under guidance of others and

business might not be the best fit for you mentally. Bigger is not always better! Invest and lend in a way that makes sense for you and your lifestyle. My lifestyle has me moving every year to a different part of the world! Let it compliment your life, not control it.

you will tweak and change your business model as you learn more.

Don’t be afraid to embrace those changes as you learn more and the market changes. Just keep your overall goal in mind while you are building your business and getting a feel for this style of investing. Do

estate investing”. They often picture

you want to build a giant lending

a landlord or fix and flipper plugging

empire or are you happy placing

away at flooring on the weekends, or

your own capital in a few loans a

Alex Breshears Founder Infinite Road Investments and Private Lending Lessons alex@infiniteroadinvestments.com Facebook: Private Lending Lessons

June 2021 Originate Report 37

Feature

Nava Streit Raziel MASTERING THE ULTIMATE BALANCING ACT

By Mark Dewyea, Contributing Writer for Originate Report

E at

xpert. Entrepreneur. Mom.

often translates into exponential

specialized in auditing, reviewing

Trailblazer.

Streit

growth. After graduating Magna

and compiling financial statements

Raziel, a Senior Underwriter

Cum Laude from Yeshiva University

for homebuilders and developers,

and

commercial and residential rental

Streit

Lending,

Nava wears

many

obtaining

her

CPA,

Nava

proverbial “hats”—each one equally

headed to the Big Apple to work

real

as important as the next. We had the

as a consultant for Ernst & Young,

mortgage lenders with combined

pleasure of sitting down with Nava

where

revenues in excess of $200 million.

to discuss her impressive career

corporate

clientele—enabling

trajectory, her advice for young

to

invaluable

women just getting started in the

to

she

worked

with

major

estate,

construction,

and

her

From the outside looking in, jumping

experience

into a niche market and tasked

accounting

with managing such a diverse asset

industry and firsthand insight into

procedures as well as the nuanced

portfolio may seem intimidating,

some of the many lessons she herself

networking and interpersonal skills

but from Nava’s perspective it was

has learned along the way.

required to conduct business with

an intentional step towards her

sophisticated customers.

overarching long term career goals.

gain

‘macro’

level

She advises young professionals that

“Working hard for something we don’t care about is called stress:

Nava was able to leverage this

it is essential to identify your goals

Working hard for something we love

experience to pursue her long-held

early on so you can plan accordingly

is called passion.” – Simon Sinek

professional interest in the real

as to how to go about pursuing

Flexibility and intellectual curiosity

estate

sector—although

them—even if doing so requires

are great personal characteristics

doing so required somewhat of a

relocating or tackling the unknown.

regardless of your profession, and

leap of faith: leaving her established

While doing so may seem daunting

Nava’s

development

position at a leading firm in the

in the moment, Nava advises that

journey is a testament to how being

industry in New York to join the

every time she said “yes” to one of

open-minded to take on exciting

Washington, D.C.-based accounting

these opportunities, it translated

challenges or acquire new skillsets

firm

into being a great stepping stone for

38

professional

lending

Aronson

LLC,

where

she

her career and opened many more

After

garnering

doors than it closed.

corporate

five

years

of

mentors, more younger women will

in

the

be attracted to those roles and view

experience

consulting and real estate lending

them

There is certainly a yin and yang of

industries, Nava brought her wealth

Many early-career women are still

being a working mom: some days

of

for

dissuaded due to preconceptions that

you have what seems like unlimited

crafting innovative lending solutions

it is impossible to have a fulfilling

in the real estate space to her family

career and be a great mother. While

business of Streit Lending in Los

Nava is certainly no stranger to

Angeles, where she focuses on the

these initial barriers to entry, she

underwriting of loan originations

ultimately realized that allowing

and assists with the sourcing and

them to prevent her from chasing

servicing of all bridge loans for

her professional aspirations would

the company. It’s a simultaneously

be doing generations of working

challenging and rewarding position

women to come a disservice. She

which Nava is extremely excited to

truly desires the industry to be

thrive in. She is supremely confident

more diverse and, in order to

in the excellent team dynamics at

attract women who are mothers,

Streit Lending and that the company

Nava realized that she needs to set

has the requisite potential to evolve

the precedent that while you may

the lending industry in order to

need to outsource some household

offer a superior end-product to their

tasks, have a flexible and supportive

clientele—all whilst expanding the

partner or seek help from family,

geographic scope of their services

you can still make it happen—you

and scaling their customer base.

don’t have to choose between having

flexibility, and all seems right with the world; conversely, other days are infinitely stressful and it can feel like you are missing out on important family events. Nava is no stranger to this challenge, which she accurately refers to as the “ultimate balancing act.” Yet as busy as juggling professional and familial responsibilities can be, Nava truly believes that work and motherhood can mutually coexist in a positive, invigorating manner—and doing so all starts with equal parts honesty and self-confidence. Nava is adamant that working mothers need to be comfortable expressing to coworkers and clients their overlapping roles in the office and at home while at the same time demonstrating the work ethic and expertise those connections can depend on.

knowledge

and

passion

as

attainable

benchmarks.

a successful career and a family.

“We all carry the seeds of greatness within us, but we need an image as a

Nava is crushing both spheres of life:

point of focus in order that they may

finding the time to spend quality

sprout.” –Epictetus

moments with her family as well as setting (and surpassing) audacious

“An entrepreneur is someone who

There’s no doubt that the lending

goals for the Streit Lending team.

will jump off a cliff and assemble an

industry

male-

It is both inspiring and exciting to

airplane on the way down.”

dominated. Yet as more women

witness such a dynamic force within

–Reid Hoffman

fill senior positions and act as

the industry.

is

historically

(Left to right) Nava Streit Raziel, Senior Underwriter and Servicing at Streit Lending; Nema Daghbandan, Esq., Partner at Geraci LLP

Nava Streit Raziel Senior Underwriter and Servicing Streit Lending nava@streitlending.com http://streitlending.com/

June 2021 Originate Report 39

PRIVATE LENDING TITANS

PRIVATE LENDING

TITANS Grace Soueidan

Chief Lending Officer, Temple View Capital

40

that it did not matter. The work, product, performance, and execution are what shapes an individual.

Q: Is there anything that you wish you could go back and tell yourself at the beginning of your career?

Of course, no one can look back and not say I would have done things a bit differently. The principles stay the same, but there is probably a more finished or eloquent delivery that occurs as we mature in our careers

Grace Soueidan Chief Lending Officer Temple View Capital

Q: Who is someone that has had a significant effect on your career and why?

Q: Why did you enter the world of

clients. I consistently develop new

Private Lending?

marketing campaigns and measure

A private lender can fund a variety

their performance to ensure Temple

of loans differently than traditional

View

bank underwriting because it gives

private lending.

remains

the

flagship

of

borrowers access to capital faster.

The flexibility of private loans allows

Q: What excites you about your

us to work with people who may not

role today?

be qualified for a traditional bank loan

The people, whether they are external

which is an attractive characteristic in the private lending world. Being able to help fund borrowers’ real estate investing needs and finding the best loan product for them to achieve their project goals is one of the main reasons I entered the world of private lending.

Q: What is your current role and what do you do day to day?

or internal to the organization, make my job worthwhile. I enjoy watching us grow stronger as a platform every day throughout all aspects of the company including production, operations, and capital markets while delivering the ultimate customer experience that is worthy of each of our clients. This is my “why”.

Q: Can you explain a time where you faced adversity or had

In my current role as the Chief

struggles early on in your career?

Lending Officer with Temple View

Where did it all begin? How did

Capital, I look to expand our platform

these experiences mold and shape

in both production and talent. I am

you into the leader you are today?

always looking for human capital

In the early 90’s, the financial

to add to the organization and

industry was primarily dominated

marketing to current and prospective

with the opposite gender. I learned

I owe who and what I am in my career today to a great mentor, Kathy Rezzo. She broke the glass ceiling in corporate America, treated each employee with the outmost respect, is a pillar and a silent contributor to multiple charities.

Q: What has been your favorite aspect of being an in private lending over the years?

The ability to execute without the red tape, and bureaucracy.

Q: What would you consider to be the highlight of your career thus far?

The people that I have met and worked with over the years.

Q: What do you enjoy most about your job? Least?

What I enjoy the most about what I do is the creativity and ability to think outside the box; every day is different. What challenges me sometimes is a shortcoming that I Grace Soueidan: Continues on pg. 42

June 2021 Originate Report 41

Grace Soueidan: Continued from pg. 41

recognize and try to work on every day of my life, “patience”.

Q: Is time or money more valuable?

TIME. You can never get time back.

Q: How do you make sure your company stays ahead in this industry?

Q: What tools do you use to aid

all the information and data and to

you in your role as CLO to be most

be able to dismantle the information

efficient, organized, and focused?

without overwhelming the recipient.

You know I laughed few years back when my son, I think he was

Q: Has your role changed

13 then, said, “My mother is a

significantly to address the

genius. She went through schooling

current environment?

without Google.” In today’s high-

Yes, as the world we know has

tech environment from marketing

changed so does people and the role

to sales to operations to back-

they play.

office execution, there are so many

Read, read and more reading! Know

systems and programs that keeps us

Q: What advice would you give to

your customers and investors needs

well informed with dashboards to

someone who has just started out

and always staying in touch with

Artificial intelligence that help us

in private lending, specifically

all our clients internal, as well

perform at a higher level. The trick

women entering the industry now?

as external.

is to keep, analyze, and understand

It is an exciting time for us! Today’s real estate market is unprecedented which makes lending in it very opportunistic and a great time for entry. Newcomers will learn a lot as deal flow is higher than usual which exposes an individual to more experiences!

For more information, please visit: https://www.templeviewcap.com/

(Left to right) Grace Soueidan with Temple View Capital; Joyce Barrone with Temple View Capital; Doug Perry with Temple View Capital

(Left to right) Kendra Rommel with The Rommel Team at CIVIC Financial; John Beacham with Toorak Capital Partners; Mark Hanf with Pacific Private Money; Grace Soueidan with Temple View

42

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Feature

When Opportunity Comes Knocking, Don’t Be Afraid to Answer the Door How Melissa Martorella Made the Most of a Chance in the Lending Industry

By Mark Dewyea, Contributing Writer for Originate Report

A

s the old adage goes: “If life

industry. Yet when the opportunity

gives you lemons, then make

presented itself, Melissa hit the

lemonade.” In the case of

ground running and hasn’t looked

Melissa C. Martorella, a Partner and Department Head of Geraci LLP’s Banking and Finance practice, it’s more like life gave her lemons and she somehow turned them into fine wine.

It’s hard to believe that Melissa, who has been selected to the Southern California Super Lawyers Rising Stars list for three consecutive years (for context only 2.5% of attorneys earn this distinction a single time) and has earned a meteoric rise up

back since. Today you can find her overseeing a dynamic team of lawyers and loan processors in the efficient preparation

of

loan

packages—

providing quality representation to a diverse conglomerate of leading national mortgage providers for all of their transactional documentation requirements. We had the pleasure of sitting down with Melissa to discuss her career accomplishments thus far and the advice she has

“A pessimist sees the difficulty in

the ranks at Geraci LLC, initially had

for young professionals looking to

every opportunity; an optimist sees

no hard-set plans during law school

emulate her impressive track record

the opportunity in every difficulty.”

to practice specifically in the lending

of success.

–Winston S. Churchill

44

Melissa Martorella, Esq. Partner at Geraci LLP

(Left to right) Brad Kaplan, Descansando Properties; Melissa Martorella, Esq., Partner at Geraci LLP

Getting into law school is hard.

Graduating

law

school

is

even

harder. Finding a job opportunity and sustainable career path with

their careers not to let these factors

colleagues would exhibit their trust

dissuade them from pursuing their

in her by giving her the professional

the

professional goals. The key from her

autonomy

most challenging of all. The legal

perspective is to find a supportive

backing to enable her to exercise her

profession is often associated with

environment where you can learn the

creativity and judgment to come up

long hours and a high burnout rate.

skills needed for success and develop

with a unique solution to a problem—

This is especially true for new female

confidence in your own abilities.

which subsequently demonstrated

attorneys attempting to establish

The key to doing so is seeking out a

her worth to clients who might

themselves in such a competitive

trusted mentor that can assist you

industry that has historically been

along the way and allow you to grow

largely male-dominated especially

into the type of person you want

at the higher echelons of corporate-

to be, both inside and outside the

level

office. Melissa can recall countless

advancement

opportunities

that

you actually enjoy after passing the

Bar

exam

leadership.

is

perhaps

Melissa

urges

attorneys in the early stages of

times

where

her

more

senior

and

administrative

have initially underestimated her or harbored preconceived notions.

Repeat that developmental process for a few years and the end result is a polished, consummate professional Melissa Martorella: Continues on pg. 46

June 2021 Originate Report 45

Melissa Martorella: Continued from pg. 45

who has the requisite confidence and knowledge base to navigate the mortgage lending transactional path across all fifty states.

“No one has ever become poor by giving.”

—Anne Frank Everyone needs a reason to show up at work in the morning—a “why” that drives them to succeed and go the extra mile to overcome the adversity and challenges we all face over the course of our respective careers. For Melissa, the opportunity to help resolve clients’ legal issues

(Left to right) Melissa Martorella, Esq., Partner at Geraci LLP; Kevin Kim, Esq., Partner at Geraci LLP; Nema Daghbandan, Esq., Partner at Geraci LLP

and enable them to achieve their objectives is extremely rewarding.

She

advises

young

professionals

to find the same type of extrinsic motivation regardless of the specific industry they are involved in. At the end of the day, a paycheck isn’t enough to achieve a sense of fulfillment. Whether it’s helping others overcome a hurdle standing in between them and their dreams or creating tangible results using your professional skillset, Melissa feels that it is essential you recognize the true worth of your day-to-day contributions in the office and focus

trying to fit into a new situation.

if she has any say in the matter the

Melissa advises young employees to

future of Geraci’s dynamic lending

resist that urge and be themselves.

department is going to be exciting

We all have something unique—a

to

particular character trait or way of

that she can establish the firm’s

thinking about things—that can be

loan documents as the nationwide

leveraged as an indispensable asset

standard in the business purpose

in the workplace. This diversity of

lending sector while simultaneously

thought is what creates a dynamic

growing and leading the already

and functional team environment

outstanding

that delivers the best end-product

and

for clients—as Melissa describes

alongside her.

how this aspect of the Geraci LLP corporate

culture

facilitates

legal

Melissa

cohort

is

of

professionals

confident

financial working

her

on how to continuously refine them.

continued development: “I work

“Always be a first-rate version of

personalities make me excited to be

yourself and not a second-rate version

at work every day.”

with amazing teammates whose

of someone else” –Judy Garland

Perhaps the most impressive aspect

It can often be tempting to try and

of Melissa’s professional journey is

be someone you’re not when you are

that it’s only just starting out, and

46

watch.

Melissa Martorella, Esq. Partner Geraci LLP melissa.martorella@geracillp.com https://geracilawfirm.com/

THANK YOU TO OUR

W MEN

GERACI

June 2021 Originate Report 47

INDUSTRY NEWS

NEW COLUMN

INDUSTRY NEWS

48

PRESS RELEASE

ABS Announces The Mortgage Office® and Filogix Integration LONG BEACH, Calif., April 27, 2021 - Applied Business Software™, the leader in loan administration, mortgage investment corporation (MIC), and origination software in the private lending industry, announced today the integration with Filogix Marketplace and The Mortgage Office® Web Portal.

The Mortgage Office® will integrate with Filogix, a Finastra company, to provide a platform for brokers using the Filogix Marketplace to securely issue credit bureaus and loan applications directly to lenders utilizing The Mortgage Office®. Lenders will also easily import these deals into The Mortgage Office® with a couple of clicks and will not have to pay added bps, setup fees, or per-transaction fees.

Management Comments: Richard Clark, VP of Filogix: “We are happy to announce that The Mortgage Office has joined the Filogix Mortgage Marketplace as a provider of private lending solutions. This is a valuable partnership for Filogix, as we continue to strengthen our marketplace by connecting lenders, partners, and mortgage professionals, enabling greater data efficiency and security of information.”

Carlos Nodarse, CEO of ABS: “Seamless integration, protection of personal information, and customer ease of use are at the core of every advancement. The Filogix integration increases our customers’ security and efficiency, thus providing customers a tool to grow their business with efficacy for higher deal flow and productivity. No setup fees, per-transaction fees, or additional bps follows our model of putting the customer first”.

“2020 was an incredible year for Applied Business Software as we continue to focus on a growth trajectory fueled by demands for innovative solutions and critical alliances. Our successful partnering with Lometa Capital contributed to the largest 4th quarter reported earnings in the company’s history. The momentum carried over into 2021, and the outlook is strong, delivering an exceptional 1st quarter 2021 financial reporting. We are continuing with our expansion, now accelerated through our partnership. Always customercentric and state-of-the-art development.”

About Applied Business Software, Inc. Applied Business Software is a market leader and global provider of software systems and solutions to the lending industry. ABS offers a complete suite of software products designed from the ground up to specifically address the needs of those who originate, administer loans and manage Mortgage Investment Corporations, MICs. All our products are consistently rated superior in design, system interface, expandability, and ease of use. ABS is based in Long Beach, California. For additional information about ABS’s products and services, visit www.TheLoanOffice.com and www.TheMortgageOffice.com or call (800) 833-3343.

About Finastra Finastra is building an open platform that accelerates collaboration and innovation in financial services, creating better experiences for people, businesses, and communities. Supported by the broadest and deepest portfolio of financial services software, Finastra delivers this vitally important technology to financial institutions of all sizes across the globe, including 90 of the world’s top 100 banks. Our open architecture approach brings together a number of partners and innovators. Together we are leading the way in which applications are written, deployed and consumed in financial services to evolve with the changing needs of customers.

For More Information, Contact: Elizabeth Morales, Chief Marketing Officer elizabeth@absnetwork.com | (800) 833-3343 | https://www.themortgageoffice.com June 2021 Originate Report 49

PRESS RELEASE

RCN Capital Surpasses 10,000 Loans Funded Origination Milestone Confirms Company’s Strength in the Private Lending Industry

SOUTH WINDSOR, Conn. (May 11, 2021) – RCN Capital, a leading nationwide private lender specializing in providing financing for real estate investors, announced that it has funded over 10,000 loans since its inception in 2010, affirming the company as an influential lender in the space.

This is the second funding milestone RCN Capital has reached in 2021. RCN, which offers financing for short-term fix & flip projects, long-term rentals, & ground-up construction, surpassed $2 billion in originations since its founding in February, no small feat in the private lending industry.

“This is an incredible milestone that would not have been possible without RCN Capital’s hard-working employees” said Jeffrey Tesch, RCN Capital’s CEO. “A tremendous thank-you to all of our current, former, and soon to be RCN Capital family members.”

2021 is off to a monumental start for RCN Capital as the company is currently on track to exceed $1.1 billion in originations for the year. The company was also already recognized this year for its explosive growth after ranking number 180 on the 2021 Inc. 5000 Regionals: NYC Metro list which ranks the fastest-growing private companies in the New York City Metro Region.

“We look forward to continued leadership in the private lending industry and growing with our clients, brokers and correspondent lending partners in 2021 and beyond” Tesch added.

About RCN Capital RCN Capital is a South Windsor, CT based national, direct, private lender. Established in 2010, RCN provides commercial loans for the purchase or refinance of non-owner occupied residential and commercial properties. The company specializes in new construction financing, short-term fix & flip and bridge financing and long-term rental financing for real estate investors. For more information on RCN Capital and RCN’s loan programs, visit www.RCNCapital.com.

For More Information, Contact: Erica LaCentra, Chief Marketing Officer elacentra@rcncapital.com | (860) 432-4782 | https://rcncapital.com/

50

PRESS RELEASE

TRIUS LENDING PARTNERS ESTABLISHES NEW FUND REIT Open to Accredited Investors TOWSON, MD.—May 12, 2021—Trius Lending Partners, a Mid-Atlantic leading private money and hard-money lender, today announced the launch of its new fund, Trius Lending Partners Fund I, LLC (“Trius”), managed by Superior Settlement Services, LLC. The fund will invest in first lien short-term mortgage loans to borrowers for investment, renovation and/or rehabilitation of residential and commercial real estate properties.

“Throughout our 20-year history, Trius has demonstrated a phenomenal track record with positive returns for every single investor,” said Josh Shein, Trius Managing Partner. “The launch of our fund provides an opportunity for additional investors and increased capital to continue our investment strategy while still maintaining the level of service, customization and support our clients have long relied upon.”

Trius will seek to make tactical investments that may offer value-add potential, and time acquisitions and dispositions for maximum benefit to their investors. As an evergreen fund, Trius’ goal is to generate an attractive total return for their long term investors.

The fund is open for new investors looking for portfolio diversity. Additional information is detailed in the fund’s Private Placement Memorandum, available upon request.

Trius’ impressive track record provides two decades of performance across a wide spectrum of economic and real estate environments, pursuing practiced disciplines and investor-focused loans while maintaining a high client retention. Through this new investment vehicle, Trius will continue provide funding for real estate investors, buy and hold, and fix and flip investors. *Accredited Investors Only. Investors must be “accredited investors” as defined in Regulation D under the Securities Act of 1933. Also includes qualified institutional buyers, investment companies, banks and institutional accounts.

ABOUT TRIUS LENDING PARTNERS: Trius Lending Partners is a direct, private money and hard-money lender with headquarters in Maryland and the Mid-Atlantic. They lend on residential investment properties, fix and flip and rehab projects as well as commercial properties throughout the Mid-Atlantic region.For more information about Trius Lending Partners Fund I, LLC, visit www.triuslending.com.

ABOUT SUPERIOR SETTLEMENT SERVICES, LLC.: Superior Settlement Services, LLC is a Maryland-based originator of mortgage loans for borrowers seeking to own, rehabilitate and sell or rent for income purposes investor-owned properties.

DISCLAIMER This does not constitute an offer to sell or a solicitation of an offer to purchase limited partnership interests in any security. Any prospective investor is advised to carefully review all of the private placement memorandum, operating agreement and subscription documents ("Investor Documents") and to consult their legal, financial and tax advisors prior to considering any investment in ABC Funding Group.

AN INVESTMENT IN TRIUS LENDING PARTNERS FUND I, LLC INVOLVES RISK, AND NUMEROUS FACTORS COULD CAUSE THE ACTUAL RESULTS, PERFORMANCE OR ACHIEVEMENTS OF TRIUS LENDING PARTNERS FUND I, LLC TO BE MATERIALLY DIFFERENT FROM ANY FUTURE RESULTS, PERFORMANCE OR ACHIEVEMENTS THAT MAY BE EXPRESSED OR IMPLIED BY STATEMENTS AND INFORMATION IN THIS PRESENTATION. ACTUAL RESULTS MAY VARY MATERIALLY FROM THOSE DESCRIBED IN THIS PRESENTATION, SHOULD ONE OR MORE OF THESE RISKS OR UNCERTAINTIES MATERIALIZE, OR SHOULD UNDERLYING ASSUMPTIONS PROVE INCORRECT.

For More Information, Contact: Josh Shein, Partner JShein@triuslendingpartners.com | (443) 898-4090 | https://triuslendingpartners.com/ June 2021 Originate Report 51

GERACI L AW - M E D I A - C O N S U L T I N G

WE PROVIDE PEACE OF MIND Geraci LLP is a law firm, media, and consulting company that caters to the non-conventional lending space. We are the “go-to” provider for all lending-related matters and are your resource to help you grow your business.

OUR SERVICES CORPORATE & SECURITIES • Securities Offerings and Compliance • Entity Formation

• Corporate (Governance, M&A, Capital Marketing) • Mortgage Licensing

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• Documents Constantly Updated and Approved by Local Attorneys • Available in all 50 States

• No Re-Draw Fees, Upfront Costs, or Contract Period

BANKING & FINANCE • Foreclosure/Loss Mitigation GERACI

PREPARE YOURSELF OPTIONS AFTER DEFAULT Judicial vs. Non-Judicial Foreclosures in California

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LIGHTNING DOCS • Fully Automated, Customizable Loan Documents

• Documents Constantly Updated and Approved by Local Attorneys • Available in all 50 States

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GERACI MEDIA • Conference Line Tailored to the Non-Conventional Lending Industry • Originate Report Magazine

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