Leaving Your Cards on the Table | Steve Pollack, Co-Founder of Anchor Loans

Beth O'Brien, a dynamic leader and innovator in the private lending industry, joins Kevin Kim on this episode of Lender Lounge. With her rich background in law, real estate, and securitization, Beth currently spearheads Encore Finance Capital. Her journey encompasses an impressive trajectory from working at renowned institutions like Goldman Sachs and Citi to pioneering her own private lending ventures. Beth's strategic insight and deep understanding of the residential and commercial real estate sectors empower her vision at Encore. This conversation expands on the nuances of private lending, the challenges of market volatility, and the evolution of securitization in private lending.

Beth O’Brien is the founder and CEO of Encore Finance. She has over 30 years of experience in almost every aspect of the mortgage industry, as both a principal and an advisor. She has overseen more than $25 billion in transactions and has won numerous industry awards. Beth previously founded CoreVest, serving as CEO and growing the company into the nation’s premier private real estate lender. Before that, Beth was Executive Vice President at Auction.com, where she ran residential capital markets, and was President and Co-Founder of AuctionFinance.co. Beth also held prior positions in RMBS trading and securitization at Citigroup and in Real Estate Private Equity at Goldman Sachs. Beth holds degrees from the University of Pennsylvania and Georgetown University Law Center.

Key Points

[00:01:00] Beth's journey from lawyer to private lender

[00:03:35] Pioneering institutionalization in private lending and the evolution of the market

[00:05:59] Encore's approach to lending

[00:07:09] The importance of discipline and consistency in lending practices

[00:10:06] Encore's involvement in construction lending, especially in the build-to-rent space

[00:14:01] Beth's motivation for re-entering the private lending market

[00:16:16] The challenges and strategies in securing the right capital partners

[00:20:38] Insights into the entrepreneurial mindset and the decision-making process

[00:22:35] Finding alignment with capital partners rather than focusing solely on control

[00:29:30] The current state of capital sourcing in private lending

[00:33:46] Anticipation and impact of rated securitizations in private lending

[00:37:10] Potential benefits of rated securitizations for the investor base

[00:39:32] Market trends and the resurgence of specific loan types

[00:44:13] Future outlook of the private lending market

[00:47:07] The growing interest in workforce housing and revitalization of neighborhoods

[00:51:28] Challenges in financing multifamily properties and the current state of the market

Links

Learn more about Encore Finance at https://www.encorefinance.com/

Learn more about Geraci Law Firm at www.geracilawfirm.com

Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at www.geracilawfirm.com/lender-lounge-podcast

Subscribe to the Geraci Law Firm newsletter at www.geracilawfirm.com/sign-up

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Adham Sbeih is an exemplary leader in the private lending industry. As CEO of Socotra Capital, he has built the company to a team of 33 and roughly $500 million in capital distributed across four funds, positioning it as a dynamic lender and trusted partner for their clients. In this episode, Kevin Kim and co-host Nema Daghbandan sit down with Adham to discuss where his lending journey began, the inception of Socotra, and his thoughts on business strategy, team culture, and training security dogs!

Adham’s roots are “all world.” His parents met in Beirut where his mother was working for the Red Cross and his father, a recent Yale graduate, was working as an engineer. They moved to Palo Alto, and then later to Roseville. Adham went to Oakmont High School and later Sacramento State University. He was a 4-time national cycling champion including winning the2000 Olympic Cycling Trials.

In 2003, he started working for Five Star Bank as a business development officer and then later FCI Commercial Capital as a commercial real estate lender. Adham began working on the creation of Socotra Capital in 2007 in anticipation of the credit crunch. He was Toastmaster of the Year in 2008 and past President of his Toastmasters Club.

Adham is on the Sacramento Zoo Board of Directors, and he is an active supporter of the Crocker Art Museum and has been a member of the Director's Circle. Adham’s family values and core beliefs make him a champion in all aspects of life, be it at home, on the bike, racing even now, or in making deals at the office.

Key Topics

[00:01:38] An overview of Socotra Capital and Adham’s professional background

[00:09:18] The inception of Socotra Capital during a casual dinner discussion

[00:17:05] Socotra Capital’s expansion strategy

[00:19:53] Prioritizing collective accomplishments over individual recognition

[00:24:19] Emphasizing detailed performance tracking to drive business efficiency

[00:32:46] Embracing their "Hard Money" identity with pride and humor

[00:35:32] How Socotra Capital's sales-driven approach evolves with constant 1% improvements

[00:44:45] Valuing autonomy and direct investor benefits over debt reliance

[00:48:45] Strategic acquisition of Herzer Financial to diversify into residential construction finance

[00:51:13] Crafting a future-proof business by empowering the next generation of company leaders
[00:54:20] Adham’s passion for training Belgian Malinois dogs

[00:59:54] Leveraging Toastmasters to master the art of public communication

Links

Learn more about Socotra Capital at https://socotracapital.com

Learn more about Geraci Law Firm at https://www.geracilawfirm.com

Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast

Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up

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In this episode, Kevin Kim engages in a dynamic conversation with Matt Podesto and Brock VandenBerg, two successful private lenders who have taken the leap into fund management. From the early days of local hard money lending to the influx of institutional capital and white label programs, our guests provide valuable insights into the changing landscape and how it has affected the present. They emphasize the importance of proper underwriting and servicing while cautioning against entering new transactions without sufficient knowledge. Matt and Brock also share their invaluable personal experiences, mistakes made, and lessons learned, offering an inside look into their journeys. They dive into the challenges of scaling a lending business, the significance of segmenting functions, the importance of choosing the right partners, and the need for good service and ethical lending practices in the industry. Get ready to dive deep in this captivating episode of Lender Lounge.

Brock VandenBerg established TaliMar Financial in response to elevated uncertainty within the banking industry and to provide an innovative alternative to the restrictive practices of traditional lenders. With more than 14 years of experience in real estate finance, Mr. VandenBerg has earned the trust and respect of a strong network of clients and business partners. Mr. VandenBerg’s experience includes serving as Vice President of KeyBank’s Private Equity Group, where he assisted in funding more than $200 million in mezzanine debt and joint equity investments, and three years with the FDIC, where he supervised the orderly dissolution of failed financial institutions and was responsible for the sale of more than $500 million in performing and non-performing loan assets on behalf of the FDIC.

Matt Podesto has been involved in real estate since 2016, where he initially partnered with other investors to fix and flip properties throughout Texas. In 2018, Black Label Capital was founded to deploy personal capital on the side as a true private lender while still being involved in renovations. After gaining the attention of several investors, Black Label Capital eventually evolved into a day-to-day operation deploying personal and investor capital. As the CEO and Fund Manager, Matt manages the debt fund, asset management, loan sales, construction draws, marketing, capital raising and investor relations. Matt is also a former U.S. Marine Corps Scout Sniper, serving several combat deployments overseas, until being Honorably Discharged in 2009. Matt continued his service overseas for the next 7 years, providing Diplomatic Security for the U.S. Department of State, and most notably serving on the U.S. Ambassador's Protective Detail in both Iraq and Afghanistan.

Bullet Points

[00:03:11] Matt and Brock explore their entrepreneurial journeys

[00:05:19] A lottery winner's successful transition into private lending

[00:13:18] High net worth individuals and private lending strategies

[00:17:50] Strategies for segmenting business, outsourcing specialized aspects, and employing knowledgeable people

[00:21:28] Local lenders are adapting and thriving against growing national competition

[00:25:02] Recent transformations in private lending shifting focus from hard money lending to diverse practices

[00:29:57] Texas's lending landscape

[00:31:42] Borrowers' increasing need for private lenders to fulfill specific requirements

[00:36:10] Exploration of capital management, loan strategies, nationwide scalability, and market and portfolio construction

[00:41:39] Investors uniting and transitioning seamlessly into a fund model

[00:43:23] Successful fund launch with trustee investors and accomplished transition

[00:49:16] Wisdom and advice for newcomers to the lending industry

[00:53:50] Friendly competition, abundance mindset, camaraderie thriving in the industry

Links

Learn more about Black Label Capital at https://blacklabelcapital.com/
Learn more about TaliMar Financial at https://www.talimarfinancial.com/
Learn more about Geraci Law Firm at https://www.geracilawfirm.com
Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast
Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up
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The leadership at Geraci LLP collectively has decades upon decades of private lending industry experience. For this episode, Kevin asked Geraci’s seasoned professionals to offer their foresight into the private lending industry for 2024 – what does the industry need to know as we head into the new year?

Kevin and the Geraci team explore anticipated economic trends, such as preparing for potential litigation challenges and strategizing for effective hiring in the evolving market landscape. They also delve into innovative lending practices tailored for the year ahead, emphasizing the necessity of rigorous risk management, stringent compliance protocols, and more.

This episode features Anthony Geraci, Nema Daghbandan, Melissa Martorella, Dennis Baranowski, Jennifer Young, and Steven Ernest.

Key Topics

[00:01:20] Litigation and bankruptcy predictions

[00:03:25] The continuation of trends from 2023

[00:05:23] Recession predictions and the likely persistence of high-interest rates

[00:06:48] The shift toward balance sheet lending and the necessity for creative loan structures

[00:08:45] The importance of proper loan underwriting and compliance

[00:13:08] Managing business risks and capital demands

[00:17:13] Advice for new market entrants in private lending

Links

Learn more about Geraci Law Firm at https://www.geracilawfirm.com

Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast

Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up

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For this episode, our host Kevin Kim welcomes industry experts Erica LaCentra and Rocky Butani for a deep dive into the nuanced world of private lending marketing. They highlight the importance of industry conferences and share insights on how emerging companies and entrepreneurs can smartly use marketing to stand out in a crowded field. With a focus on the power of content marketing, targeted email campaigns, and maintaining transparent communication in challenging times, Erica and Rocky offer strategic tips for building brand recognition, nurturing relationships, and succeeding at industry conferences. Settle in as these industry-known marketing experts delve into the practical and technological facets of marketing within the private lending sector.

Erica LaCentra is the Chief Marketing Officer at RCN Capital, one of the largest direct private lenders in the United States. She is responsible for planning, developing, and implementing RCN Capital’s strategic marketing plan. Since joining RCN in 2013, her efforts have rapidly expanded RCN’s customer base and elevated the company to a national brand.

Rocky Butani is the Founder and CEO of PrivateLenderLink.com, a site where brokers & investors find direct private lending companies, and learn valuable insights into private lending. He founded the company in 2010 and has developed relationships with hundreds of companies in the private lending industry.

Bullet Points

[00:04:37] Marketing tips for small lending companies

[00:10:38] Website, CRM, consistency crucial for marketing success

[00:13:21] Marketing is becoming more technical and data-centric

[00:20:02] Email marketing, drip campaigns, content marketing, outreach

[00:24:07] Valuable content marketing and email marketing

[00:32:51] Purposeful marketing is essential for success

[00:35:52] High volume of content that lacks value and purpose confuses your audience

[00:45:05] Who excels in marketing and why

[00:48:50] Business development and conference attendance

[00:54:29] Marketing and branding help establish credibility, leading to successful in-person networking and deal closures at conferences

[01:01:29] Networking events essential for resources and connections

Links

Learn more about RCN Capital at https://rcncapital.com/
Learn more about Private Lender Link at https://privatelenderlink.com/
Learn more about Geraci Law Firm at https://www.geracilawfirm.com
Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast
Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up
Follow Lender Lounge with Kevin Kim on LinkedIn and YouTube

Ray Mathoda is a seasoned CEO, social entrepreneur, and passionate visionary who now leads the charge at Anchor Loans, a lending giant with more than $13 billion in loans funded to date. Her upbringing in India, passion for genomics, identity as a member of the Desi LGBTQ+ community, and vast professional experience all give her a unique perspective on the real estate lending market. With a glance into the challenges of urban housing projects and the real estate investment landscape, this discussion sheds light on Ray's multidimensional approach to lending and social entrepreneurship. You’ll find how her distinctive blend of passion, expertise, and empathy impacts Anchor Loans and all who cross paths with her.

Ray is a multi-time CEO and Independent Board Director with a strong track record of delivering transformational growth and exceptional value creation. In the last 10 years, Ray successfully led and transformed 5 different companies, 2 of which were subsequently sold to Fortune 500 buyers. She is currently Chief Executive Officer of Anchor Loans, a leading direct lender to real estate investors, developers, and home builders.

Ray is a social entrepreneur and business builder who co-founded a portfolio of 'biotech for emerging markets' businesses delivering world class genomics, synthetic biology, and clinical solutions affordably at scale to India and emerging markets in Asia, the middle East, and Africa. Companies created includes South Asia’s leading human and plant genomics companies Medgenome and Agrigenome, as well as a transformational regenerative medicine company AntlerA.

Ray is an Independent Board Director (QFE) for public and private firms leveraging 20 years of board experience spanning the public, private and non-profit sectors. Board Director at Mosaic Finance. Board Chairperson for Desi Rainbow Parents & Allies, the leading, and only national, 501c3 non-profit serving South Asian LGBTQ families and persons in the US. Prior board service includes Genesis Capital (PE, sold to Goldman Sachs in 2018), Global Property Exchange (op co Hudson & Marshall sold to Fidelity National Financial in 2017), the Housing Authority of the City of LA (2nd largest public housing agency in US), the Los Angeles LGBT Center (oldest and largest by funding LGBT non-profit in the US), and Planned Parenthood LA (non-profit).

Key Topics

[00:01:25] An overview of Ray’s professional background

[00:05:56] Ray's journey from the mortgage market to Anchor Loans CEO
[00:14:39] Why challenging markets foster differentiation, talent attraction, innovation, and a unique culture for growth
[00:18:46] Exploring growth opportunities in diverse markets, including housing renovation and construction
[00:23:11] Why complex factors like financing, construction costs, labor, and local regulations hinder housing development
[00:30:27] How rated securitizations will bolster industry liquidity without overwhelming it, striking a vital balance
[00:36:45] Anchor's vision is to provide stability, scalable capital, and innovative solutions to help borrowers grow, adapt, and succeed in evolving markets
[00:45:10] How Ray’s Asian background and values, such as humility and mindfulness, influence her creation of an inclusive and successful corporate culture
[00:51:36] Ray's journey from a family of doctors to a tech-driven advocate for India's biotech industry
[00:57:15] How Ray's work in biotech is bridging healthcare gaps and driving innovation for diverse populations

Links

Learn more about Anchor Loans at https://anchorloans.com

Learn more about Geraci Law Firm at https://www.geracilawfirm.com

Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast

Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up

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William J. Tessar is one of private lending’s most successful and inspiring leaders. From founding four companies in the conventional space to spearheading the remarkable success of Civic Financial Services, his journey offers invaluable insights to those new or veteran in private mortgage lending. Today, at the helm of CV3, Bill is recreating the magic that existed in each of his previous companies.

Kevin had the pleasure of traveling to CV3 headquarters in El Segundo, CA, to check out the new space and interview Bill. Throughout the conversation, it became clear that Bill puts his team’s success (personal and professional) and happiness first – a concept that too often comes secondary to many businesses – and dives deep with us to get to the core of the fervent loyalty of his employees. They also discuss the complexities of the private lending industry, the effects of regulatory interventions on banks, and more. This is a truly special episode with an extraordinary leader, so dive in now – the Lender Lounge awaits you!

Key topics:

[00:01:05] An overview of Bill’s professional background

[00:08:32] Believing in loan sharking myths, Bill uncovered savvy borrowers with robust credit in hard money lending

[00:10:51] Transitioning from conventional to Bridge Private Lending (BPL) is challenging; partnering may be the solution

[00:14:41] A look into Civic’s acquisition

[00:20:18] How the banking crisis shook Civic

[00:24:26] Regulatory constraints challenge banks operating in private lending; regional relationships are essential

[00:29:06] Unwavering employee loyalty to Bill during Civic's transition

[00:35:29] Bill's approach as CEO: People-first, strategic vision, and fostering a solid workplace culture

[00:40:41] CV3 represents the “core group's” third iteration, emphasizing impactful lending solutions

[00:44:35] Facing stress launching with 160 employees, ensuring resources and creating an independent vision

[00:47:17] Why Bill emphasizes aligning with the best tech, not building from scratch

[00:50:36] Seeing opportunity in distressed real estate

[00:54:46] Reestablishing as a top player through channel expansion and introducing new products

Links:

Learn more about CV3 at https://cv3financial.com/

Learn more about Geraci Law Firm at https://www.geracilawfirm.com

Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast

Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up

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Step into the Lender Lounge as Kevin Kim leads a conversation between two of the private lending industry’s best: Kevin Werner, CEO of Renovo Financial, and Greg Hebner, Managing Director at Arixa Capital. From building a reputation for their companies as desirable workplaces to the intricacies of hiring top-notch talent and truly understanding client needs, these leaders delve into the core elements that define success for their companies. They offer valuable lessons on fostering a positive work environment, attracting and retaining employees, and ultimately using these tools to become a leader in the space. It's a dialogue filled with insights that translate to practical strategies for growth and excellence and is a rare opportunity to gain a behind-the-scenes view of what makes these lending giants thrive.

Kevin Werner is Co-Founder and CEO of Renovo Financial, a Chicago-based lender that has received numerous Top Workplace awards from Inc., the Chicago Tribune, and others. He is a finance and real estate entrepreneur with 20 years’ experience developing successful lending and real estate companies, of which Renovo is no exception.

Greg Hebner is co-owner and Managing Director at Arixa Capital, an alternative investment management firm based in Los Angeles and Phoenix and one of the leading private lenders in the Western U.S. He is responsible for investment strategy, loan originations, and operations of Arixa’s vertically integrated lending platform. Under Greg’s leadership, the firm has developed long-term relationships with a substantial base of investors and borrowers, originating over $3.5 billion in loans across 1,700+ transactions. He has been an active real estate investor over the past 25 years, frequently speaks at industry events, and regularly teaches residential real estate investing courses at UCLA Extension’s Real Estate Program.

Key topics:

[00:01:02] Introduction to Kevin and Greg's backgrounds and experiences.

[00:07:09] Exploring why leadership, communication, and consistency are vital to success.

[00:12:10] Distinguishing between transactional borrowers and relationship-driven clients.

[00:20:19] How capital shapes product offerings with flexibility and creativity as keys to success.

[00:32:20] Unpacking Renovo's hybrid model, which combines its capital with funding sourced from relationships.

[00:39:12] How maintaining a solid reputation attracts top talent, and the importance of excelling with high-profile clients.

[00:48:25] The essential role of internal service in forging effective client relationships and ensuring organizational success.

[00:52:14] Strategies for creating a positive workplace culture that fosters pride, engagement, and team cohesion.

[00:55:56] The value of team bonding through retreats, especially in a hybrid work environment.

[01:02:28] The importance of weekly pep talks and personal engagement in fueling organizational success.

Links:

Learn more about Renovo Financial at https://renovofinancial.com/
Learn more about Arixa Capital at https://www.arixacapital.com/
Learn more about Geraci Law Firm at https://www.geracilawfirm.com
Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at https://www.geracilawfirm.com/lender-lounge-podcast
Subscribe to the Geraci Law Firm newsletter at https://www.geracilawfirm.com/sign-up
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Join Arvind Mohan, CEO of Kiavi (formerly LendingHome), as he peels back the curtain for a glimpse into the lending giant and delves into the industry. Discover Kiavi’s ambitious plans for rehab projects and urban construction, their dedication to data-driven customer service, and their strategies for building a stronger lending portfolio. Hear from Arvind on the broader, ever-changing lending landscape, from the challenges posed by the Federal Reserve's unpredictability to the importance of technology in enhancing the customer experience. This episode wraps up by exploring issues such as pricing capital markets and housing affordability. Don't miss this captivating conversation with Arvind Mohan, a true lending industry titan, on Lender Lounge with Kevin Kim.

[00:00:55] Introduction to Arvind and a brief background

[00:06:12] Kiavi’s evolution from a multifaceted mortgage origination shop to focus on property investors

[00:16:17] Arvind’s journey from software to Wall Street to Kiavi

[00:23:30] Kiavi’s growing product suite, team, and growing popularity among brokers and direct customers

[00:34:15] How strong partnerships with top-tier investment banks have bolstered Kiavi amidst disruptions

[00:39:02] Federal Reserve’s focus on lowering inflation before rate cuts, leading to higher rates

[00:44:01] Kiavi’s aim to grow in rehab loans, diversify acquisition channels, and utilize data advantage for customer property decisions

[00:47:21] Rapid fire questions

[00:50:12] What’s next for Arvind and Kiavi?

Links

Learn more about Kiavi at https://www.kiavi.com 

Learn more about Geraci Law Firm at www.geracilawfirm.com

Subscribe to the Lender Lounge newsletter for episode notifications and exclusive content at www.geracilawfirm.com/lender-lounge-podcast

Subscribe to the Geraci Law Firm newsletter at www.geracilawfirm.com/sign-up

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In the season 3 finale of Lender Lounge with Kevin Kim, Kevin interviewed Ben Fertig, the President and Co-Founder of Constructive Capital - a leading name in the private lending space and a reputable provider of DSCR loans. Ben shared about the genesis of Constructive and delved into his unique perspective on the private lending industry. With the current market experiencing significant volatility, Ben also provided valuable insights on how Constructive has managed to navigate and thrive in such turbulent times.