Originate Report - June 2022 by Originate Report

JUNE 2022

THE OFFICIAL MAGAZINE OF GERACI

INSIDE:

WIPL

A CONVERSATION WITH Women in Private Lending

Owning the Room Anitra Preston:

LEVERAGING THE POWER OF PERSEVERANCE

Women Helping Women in 2022 Marlene Hahn: THE ‘CONFIDENCE BROKER’

AND MORE...

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CONTENTS JUNE 2022 COVER STORY

WIPL: A Conversation with Women in Private Lending By Lindsey Goodrow, Edited by Lauren Lopez

FEATURE ARTICLES

Caroline Gim: It’s all in the Family By Charles Peckman, Contributing Writer for Originate Report

Anitra Preston: Leveraging the Power of Perseverance By Mark Dewyea, Contributing Writer for Originate Report

Destined For Real Estate Success: The Inspirational Rise of Tiffany Harper By Mark Dewyea, Contributing Writer for Originate Report

Marlene Hahn: The ‘Confidence Broker’ By Mark Dewyea, Contributing Writer for Originate Report

Harnessing the Power of Diversity By Mark Dewyea, Contributing Writer for Originate Report

Returning to Her Financial Roots By Charles Peckman, Contributing Writer for Originate Report

CONTRIBUTED ARTICLES

Owning the Room By Beth O'Brien, Founder & CEO, CoreVest Finance

Fay Business Group Leaders Share Perspective and Advice

By Contributing Writer for Originate Report 54

Women Helping Women in 2022 By Tricia Mitchell, Archwest Capital

PRIVATE LENDING TITANS

Briana Hildt, Founder & CEO, Cardinal Capital Group

PRIVATE LENDING TRAILBLAZERS

Kemra Norsworthy, CEO & Fund Manager, Bull Funding

PRIVATE LENDING SHOUT OUT

Alayna Martin, Marketing Assistant, Arixa Capital

INDUSTRY NEWS

Private Lending Veterans Launch Mortgage Fund

Churchill Makes Strategic Investment into Web 3.0, Incorporating Blockchain Technology with Real Estate Lending

Applied Business Software Inc. Appoints New Director of

Business Development June 2022 Originate Report 3

CAPTIVATE 2 0 2 2

C O N F E R E N C E

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In te re s ted in at t ending or sponsoring? C o n tac t R u b y Keys at r.keys@geracillp.com Encore at Wynn 3131 Las Vegas Blvd S, Las Vegas, NV 89109 (949) 379-2600 | https://geracicon.com/ 4

CEO Geraci LLP ANTHONY GERACI a.geraci@geracillp.com Senior Vice President, Marketing LESLEY BOYD l.boyd@geracillp.com Lead Graphic Designer LYNDA HIGHT l.hight@geracillp.com Editor/Copywriter LAUREN LOPEZ l.lopez@geracillp.com CONTRIBUTORS Beth O'Brien • Tricia Mitchell Charles Peckman • Lindsey Goodrow Mark Dewyea FOUNDING UNDERWRITERS

MARK HANF President, Pacific Private Money ORIGINATE REPORT www.geracilawfirm.com/originate-report

Welcome to the June Edition of Originate Report! “The most effective way to do it, is to do it.” -Amelia Earheart The above quote is sage advice that can be applied to any challenge you may find yourself up against. However, it is especially poignant when applied to the women who are making strides in an industry that remains predominately male. This issue of Originate Report is dedicated to the women in real estate who have blazed new trails, proven themselves, and empowered those who followed in their footsteps to accept the challenge and rise to the occasion. The idea of female empowerment has gained momentum over the past decade in correlation with the increased number of female executives in the workplace. It is imperative that they share their stories, successes, and struggles with those who can benefit from their mentorship. This concept is at the heart Women in Private Lending’s mission statement: “This group is intended to be a platform, a network, for women in private lending to inspire each other, to collaborate, to mentor and/or be mentored, and to hold each other up. At its core, it will be a forum for sharing ideas, solving issues, and promoting innovation.” Industry veterans Karey Geddes, Lisa Alberti, Kristina Sawyer, and Ruby Keys began a conversation a mere year ago with the purpose to fill a void in the industry and establish a networking group for and by women in Private Lending at all stages of their careers. In short order, their concept became a reality. Joined by Melissa Martorella, Kendra Rommel, Marcia Kaufman, Samantha Mansfield, Cindy Nasser, Dani L’Heureux, and myself as founding members, this vision took form at an inaugural luncheon at AAPL in 2021. To date, there have been three networking events with more in the planning stages as well as an upcoming webinar. Incredible stories abound in this issue from women at various stages of their careers-some inspirational, some educational, and all offering different perspectives on how they have grown in this industry. I am constantly amazed by every woman’s journey in this space and strive to take their advice to heart – both in my own career and in helping to shape the next generation of female leaders at our firm. Read our cover story to learn more about Women in Private Lending’s growing networking and mentorship group and take a few minutes to learn more about others in our industry. The team at Geraci Conferences is working steadily toward our flagship event, Captivate, coming up August 21st-23th in Las Vegas. Join us for quality networking, education, and our next Women in Private Lending Cocktail Reception, taking place right before our Captivate Welcome Reception, the first night of the show.

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

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Till Next Time…

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Lesley June 2022 Originate Report 5

COVER STORY

WIPL

A Conversation with WOMEN IN PRIVATE LENDING By Lindsey Goodrow, Edited by Lauren Lopez

very August, hundreds of movers and shakers in the private

lending

industry

gather in Las Vegas, Nevada, to attend the Geraci Captivate Conference. Captivate brings all private lending space professionals under the same roof and points them in the right direction to grow their business and help fund their next big deal. Surrounded by the bright lights of the Vegas strip and armed with lady luck, big names from across the industry come together to forge incredible connections and inspire each other with new innovative ideas. Last August, during Captivate 2021, a group of women sensed a real need for a new networking group that would empower women in the private lending sphere — a hub where women could impart their knowledge, experience, and expertise to future generations. With all the excitement

WIPL Group Founders Left to Right: Ruby Keys, Geraci LLP; Lisa Alberti, Western Alliance Bank; Karey Geddes, Bayport Funding; Kristina Sawyer, Arixa Capital

and inspiration that comes with starting a new venture, the Women in Private Lending group was founded,

WIPL Founding Members at Innovate 2022 Cocktail Reception Left to Right: Ruby Keys, Geraci LLP; Marcia Kaufman, Bayport Funding; Kristina Sawyer, Arixa Capital; Karey Geddes, Bayport Funding; Cindy Nasser, PCV Murcor; Kendra Rommel, Futures Financial; Samantha Mansfield, Artes Capital; Lisa Alberti, Western Alliance Bank

hosting its first event, a luncheon,

and

during the American Association of

Alberti (Senior Vice President of

Private Lenders’ Annual Conference

Western Alliance Bank), and Ruby

the following November.

Keys (Vice President of Geraci Media)

Women empowering other women,

to discuss the group’s goals, how

especially in a field like private

female-focused

the lending landscape is changing

lending, is a necessary element

group aims to act as a forum “for

in regards to gender equity, and the

for the growth of an organization

women in private lending to inspire

importance of mentorship.

such as WIPL. Empowering women

This

innovative,

Crosswind

Financial),

Lisa

each other, collaborate, mentor and/ Women Supporting Women

another. At its core, it is a forum for

With

sharing ideas, solving issues, and

talented

promoting innovation”.

working in the industry, it was

increasing and

promotes gender equality, and women

number

influential

supporting each other is the key to

women

its success. Women communities

apparent to those who founded the For the Women in Real Estate Issue of

group that sharing and teaching the

Originate Report, we sat down with

success they had in their respective

the four group founders of Women

industries would be of great benefit

in Private Lending: Karey Geddes

to the future generation of female

(Director

Funding),

lenders. In the predominantly male-

Kristina Sawyer (Vice President of

led lending industry, Women in

Lending for Arixa Capital Advisors

Private Lending seeks to inspire,

Bayport

other women in their industry.

does not put them above men; it

or be mentored, and support one

collaborate, mentor, and support

encourage the sharing of stories and experiences, which break those archaic patterns. They allow women to be vulnerable and there is a great sense of empowerment in being vulnerable, knowing it will never prove baleful to their development. WIPL: Continues on pg. 8

June 2022 Originate Report 7

WIPL: Continued from pg. 7

Whether you are new to the industry or have been in its trenches for decades, this group allows women to network, build, learn, and grow. The Purpose of Professional Networking The purpose of professional networking is to exchange information, advice, and referrals in an informal interview process. Networking develops mutually beneficial relationships that you and your contacts will benefit from. It is no surprise to those in the private lending space that networking is important. In fact, it is so powerful that it can make or break your career. With a strong network, you will be in a better position to learn about new opportunities in your field.- In the 2015 Jobvite Recruiter Nation survey, 78% of recruiters find their best candidates through referrals.

new opportunities, build valuable

According to research from Catalyst,

connections, help increase confidence

the number of women in senior

through mentorship, and raise their

leadership roles is increasing rapidly.

personal and professional profile.

In 2021, 26% of all CEOs and managing directors were women, compared to

A Changing Landscape

only 13% in 2018. Mentorship plays

Thirty years ago, the lending space

a crucial role in closing the gender

was a whole different ballpark

gap. Aiding other women in their

regarding gender diversity. Karey

professional development, building

Geddes is an industry veteran with

their confidence, and guiding them

twenty-five years of experience in

through challenges will result in more

mortgage banking. At the start of

women reaching their full potential.

her career, she sat at the mortgage banking desk and was fortunate

Kristina Sawyer is also an indus-

enough to have a few women in senior

try veteran with over twenty-three

positions as her mentors, which was

years of experience. She has a keen

highly unusual at the time.

understanding of real estate acquisitions, real estate and construction

When her company grew, she found

lending, portfolio management, risk

herself and one other female sales

management,

partner to be the only women in

and property management. Seam-

senior roles on the entire trading

lessly transitioning through these

floor, with other women residing at

various roles, she has settled in sales

the assistant level. Many of these

for the time being. If you had told her

asset

management,

women would come to Geddes for

a few years ago that she would end

Similarly, a U.S. Bureau of Labor

guidance, looking at her success as a

up in sales, she would not have be-

Statistics study indicated that 70% of

potential path forward in their careers.

lieved you. She says, “I traded heels

jobs are found through networking.

and a blazer for jeans and TimberGeddes would eventually leave the

lands to go on construction sites…I

In today’s technological world, it is

Wall Street side of the business to

love the fast-paced nature of this

important to maintain a network for

pursue building a mortgage conduit

business and the creativity in struc-

you and your business itself. Utilizing

of her own creation—a company

turing loans. I love real estate and

networking

that combined her years of expertise

enjoy seeing the development of the

LinkedIn has proven to be beneficial

plus a product that would be short

projects. “Because my job continues

and

duration and not associated with a

to evolve and change year after year,

those new to the space. However,

hedge—leading her into the private

it stays interesting, and I am in-

just building the network is not

lending space. The path to building

trigued to keep learning. As the only

enough. It must be continuously

her own business “wasn’t always

female originator at my company, it

expanded, and this concept is at the

straightforward, and working harder,

is a much different experience when

heart of Women in Private Lending’s

longer, and more efficiently seemed

I ask a client out to lunch as opposed

networking

to be the only way to gain recognition

to my male counterparts.” Sawyer

over the male counterparts”.

states. Thankfully, the business has

both

websites

industry

such

veterans

component.

Members

will be able to share knowledge and

Women Empowering Women matured throughout the years, with Sawyer noting that “Most men have shifted a lot of ways in business, and I think there is a lot more mutual respect given. A lot of women are not just in supportive roles anymore”. Despite the changing tide, women still only make up 40% of loan originators. Female originators are growing, but it is still a small ratio. While both Geddes and Sawyer understand that they may have had to work harder and play harder to keep up with the men around them, those trials only forced them to become stronger leaders with tougher backbones.

WIPL Founding Members - Inaugural WIPL Luncheon, AAPL Annual Conference 2021 Left to Right: Samantha Mansfield, Artes Capital; Kristina Sawyer, Arixa Capital; Ruby Keys, Geraci LLP; Lisa Alberti, Western Alliance Bank; Melissa Martorella, Geraci LLP; Karey Geddes, Bayport Funding; Kendra Rommel, Futures Financial; Cindy Nasser, PCV Murcor

reputation to it. It is much more

worked in lending for decades have

sophisticated now and very bank-

seen more inclusion, diversity, and

like in terms of quality.” Women in

representation over the years, but

Private Lending brings awareness

there is still room for improvement.

The private lending space has evolved

to this evolving industry that is

tremendously since many of these

increasingly seeing an abundance of

Women in Private Lending is the

women first started their careers,

opportunities for women that branch

necessary starting point for women

and not just in terms of gender

out into all sectors.

seeking guidance and mentorship to

equity. The industry has also become

expand their careers, especially in

more polished and institutionalized,

When this industry first started, it

times of uncertainty. The founding

as Lisa Alberti of Western Alliance

was neither inclusive nor supportive of women. The issue of gender

members are remarkably successful

Bank points out. Alberti has worked in the public sector as a banker for

often hung heavy overhead. As

twenty-five years, traditionally in

the industry has evolved, mutual

commercial real estate. She tells us,

support of women by men and other

“[Private Lending] is not the same

women has become more interwoven

space that it was five or ten years

into the fabric of forward-thinking

ago when it had that ‘hard money’

companies.

Women

who

have

women

who

have

navigated

the trials and triumphs of the industry, positioning themselves as knowledgeable experts for the future generation of lenders to lean on. WIPL: Continues on pg. 10

June 2022 Originate Report 9

WIPL: Continued from pg. 9

The Importance of Mentorship Despite an increasing number of women taking more senior positions in the lending world and other industries, women continue to face some inequalities in the workplace. The members who make up Women in

Private

Lending

come

from

many different sectors, but their belief in mentorship is the same. A mentor provides accountability and

motivation

for

protégé’s

improvement while a mentee can openly share with their mentor their personal goals and struggles. Without proper representation and guidance, it would be easy for women to lose sight of their careers, ambitions, and goals. The collaboration and mentorship offered through groups like Women in Private Lending are priceless, giving women the opportunity to face and overcome obstacles bound to get in their way.

mentors she met early in her career

on navigating their careers, advice

shaped her into who she is today.

on skills development, and ongoing support in their respective fields.

Keys started her career at Geraci LLP, the nation’s largest law firm dedicated

Many women first starting their

to the private lending space, when

careers might feel discouraged by

she was right out of college. With

the lack of gender diversity that

a background in marketing and an interest in law, she landed herself a position in marketing at a law firm. She was so excited to help build the marketing department and launch the conference line. “I was twentyone when I started in this space,” Keys explained. “I think being a young woman was, at first, very intimidating. There were certainly colleagues and clients who did not take me seriously at first, however, there were many who wanted to

permeates

the

private

lending

industry and could be unaware of how many different opportunities are available to them. “This group will solve that problem by helping them understand what to expect. In this industry, you need a backbone, and you need to be able to be quick on your feet and change with the times. [Women in Private Lending] can better help women to understand that

there

are

many

different

help me grow and see me excel. I

avenues in the industry they can

was fortunate to have phenomenal

follow, and we can point them in the

leaders,

right direction,” believes Sawyer.

well

known

industry

friends, and amazing mentors who helped push me to be the best version

The more examples out there of

of myself.”

successful women in the industry, the more positive impact this will

When reflecting on the barriers and challenges that she has faced during

Mentors and collaborators provide

have on younger generations of

her career, Ruby Keys found that the

future generations with guidance

women. One of the core messages

WIPL Cocktail Reception, NLE Leverage Scottsdale 2022

that Women in Private Lending delivers is how important it is for women to support, not compete, with one another. While the women who make up Women in Private Lending might come from different aspects of the business, they have the same enthusiasm for the industry. The Future of WIPL Women in Private Lending has only scratched the surface of what it is capable of accomplishing. The group wants to further expand its regional reach, with accessibility being vital to this mission. WIPL offers women in the industry priceless information in both their personal and professional lives. Geddes looks forward to the continued growth of WIPL. “We see more content and more events in the future,” she predicts. “I spoke to someone this morning who has connections with Dress for Success, Dry Bar, and Mac. If you combine these resources under Women in

Founding Members enjoy networking at the WIPL Cocktail Reception at Innovate 2022

Private Lending, you have a great

discuss the industry, join the WIPL

While luck or pure chance may have

event on teaching younger women

mailing list and get the latest on

brought these women together back

how to present themselves, rise to

WIPL events and registration links.

at the Captivate Conference in Las

the top, and make themselves known

The upcoming talk is moderated by

when they walk in a room.”

Kristina Sawyer, where the group will discuss their mission, why WIPL

WIPL

has

already

garnered

tremendous amount of support and

was founded, and important tips on mentorship.

participation with three events in

Vegas, it was hard work and skill that allowed these women to create WIPL. If you are interested in allowing this group to help you succeed in your personal and career development, visit www.womeninprivatelending.com to

the books (American Association

The four inspiring women featured

of Private Lenders in Las Vegas,

in this article were among the core

National Lending Experts in Arizona,

group that founded Women in Private

and Innovate in Newport Beach).

Lending. Their mission and message

The group is already expanding on

has resonated with women across the

its initial purpose with their first

country and has led to an expansion

webinar, hosted by Arixa Capital. To

in their group’s membership that

hear some of the women in this piece

continues to grow.

learn more.

For More Information: https://www.womeninprivatelending.com/

June 2022 Originate Report 11

W O M E N I N P R I VAT E L E N D I N G FOUNDING MEMBERS Lisa Alberti, Senior Vice President, Note Finance Western Alliance Bank With over 20 years’ experience in the banking industry, Lisa Alberti currently serves as Senior Vice President of the Note Finance division for Western Alliance Bank. She supports her clients by providing a full suite of depository products as well as tailored solutions including revolving lines of credit to institutional debt funds, non-bank financial institutions and family offices that originate or acquire short-term mortgages and bridge loans secured by real estate. Before joining Western Alliance Bank’s Note Finance team in 2019, she was Vice President, Commercial Real Estate for Torrey Pines Bank, a division of Western Alliance Bank. Additionally, she held positions with Bank of America and GE Capital Solutions. Alberti earned her bachelor’s degree in Finance from Tulane University. Karey Geddes, Director, Bayport Funding Karey Geddes is the Director of Correspondent Lending and Table Funding for Bayport Funding LLC. She is an industry veteran with over 25 years’ experience in mortgage banking and securitzation, specializing in the building and operation of none prime mortgage conduits. Previously Geddes held executive management positions at ViaNova Capital Group, WinWater, CSFB and DLJ.

Marcia Kaufman, President, Bayport Funding LLC Marcia Kaufman joins Bayport with over three decades of experience in the mortgage banking and real estate industry, with expertise in identifying real estate opportunities, valuation, development, management, and exit strategy for assets. Kaufman owned her own real estate investment and brokerage firm in addition to serving in senior leadership positions at American Home Mortgage Ventures, Preferred Empire Mortgage Company and Arbor National Mortgage. Most recently she was securing bridge financing for real estate investors for fix and flip opportunities and for the purchase of rental properties for eventual stabilization. Ruby Keys, Vice President of Media, Geraci LLP Ruby Keys is the Vice President of Geraci Media. She joined the firm in 2015 to help build and grow the marketing department and launch Geraci Media. She started out as the Marketing Coordinator and was promoted to Marketing Director for Geraci Law Firm in 2016. In 2018, Keys shifted her focus to Geraci Media, taking on the role as Vice President to expand the firm’s event line and launch new initiatives within the company. Dani L’Heureux, Marketing Manager, Geraci LLP Dani L’Heureux is the Marketing Manager at Geraci LLP. She is responsible for overseeing the execution of firmwide and department-specific marketing campaigns. Her job responsibilities include ensuring Geraci’s voice is communicated clearly and consistently across mediums and analyzing the efficacy of short- and long-term Marketing projects. She assists with the planning and execution of two 400+ person Geracicon private lending events a year. In addition, L’Heureux assists with web design for Geraci's four websites and built/maintains a partly automated crossdepartmental sales process in Keap.

Samantha Mansfield, Originations Coordinator, Artes Capital Samantha Mansfield is the Originations Coordinator at Artes Capital. She is responsible for the management of all loan transactions from start to finish throughout the lending process.

Melissa Martorella, Esq., Partner, Geraci LLP Melissa Martorella is a Partner and Department Head of Geraci LLP’s Banking and Finance and Foreclosure practice groups. Her practice primarily revolves around the representation of nationwide mortgage professionals and providing for their transactional documentation and compliance needs. Martorella also advises on all default related matters.

Cindy Nasser, Chief Operating Officer, PCV Murcor Cindy Nasser is the Chief Operations Officer at PCV Murcor, an appraisal management company. She is responsible for business operations, sales and marketing, quality control, client engagement and growth, training, pricing, government affairs, and operational compliance. Prior to PCV Murcor, Nasser held leadership roles at Bank of America and Yahoo.

Kendra Rommel, Principal/Co-founder, Futures Financial Kendra Rommel is the Principal/Co-founder of Futures Financial. She began her career at the tail end of the Savings and Loan Crisis in the ’90s at 17 years old. Embarking on an upward career trajectory, Rommel has spent the last 14 years in asset management, capital markets, and private lending. Her career successes align with her innate zest for life, pursuit of personal growth, and philosophy that making fitness a part of daily priority, drastically impacts performance. Rommel's drive and mindset make her an invaluable asset and partner at Futures Financial. Kristina Sawyer, Vice President of Lending, Arixa Capital Kristina Sawyer is the vice president of lending for Arixa Capital Advisors. In her role, she works with many of Arixa’s skilled real estate investor and developer clients to craft loan solutions that fit their specific needs. She is also active in rolling out new products, such as Arixa’s new 30-year maturity fixed rate permanent loans. Sawyer has played an important role in developing Arixa’s technology platform that the company uses to manage all of its upcoming and existing loans and borrower relationships. In her nine-year tenure, Sawyer has spearheaded strategic priorities for the firm that have enabled the company to expand and deliver exceptional client servicer where she has demonstrated incredible tenacity, passion and leadership. Lesley Boyd, Senior Vice President, Geraci LLP Lesley Boyd is the Senior Vice President of Marketing at Geraci LLP. Boyd is responsible for strategizing and guiding the implementation of overall marketing campaigns for Geraci Law Firm’s three main practice areas, while influencing revenue goals for Geraci Media’s Conferences and inhouse magazine. Her duties include budget management, overseeing performance-based media campaigns, brand management, third-party vendor management, maintaining client relationships, ensuring branding consistency, and team management. For More Information: https://www.womeninprivatelending.com/

June 2022 Originate Report 13

FEATURE ARTICLE

Caroline Gim

aroline Gim knows what it means to ‘come from a real estate family.’ As a California-

based residential real estate broker and property manager, Gim has worked

for

her

family-owned

company, Expert Real Estate & Investment, since 2003. Growing up, Gim said she was not ‘like other kids’ and did not receive an allowance. Well, in a traditional sense. “My mother would leave a dollar on the counter on Sunday mornings.

IT’S ALL IN THE FAMILY

I would ride my bike to the store

By Charles Peckman, Contributing Writer for Originate Report

Estate section that said, ‘For Sale

near our house and buy the Sunday LA Times for 75 cents,” she recalls. “With the remaining 25 cents, I would buy 5 Jolly Ranchers and head home. Sucking on my Jolly Ranchers I would circle anything in the Real by Owner’. I’d leave that section out for my mother and get to keep the comics and five Jolly Ranchers. For an hour’s work, not bad!” In addition to this weekly search through the For Sale by Owner’s in the LA Times, Gim said she also served as her mother's 'GPS' when previewing properties. “I was her GPS. I would sit in the front seat with a Thomas Bros. Guide in my lap,” she mentions. “I would look up the addresses of each stop, follow along with my finger on the map, and tell her when her next turn was coming. I became good at navigating Southern California, to the point where I could tell you

Caroline Gim Real Estate Broker & Property Manager, Expert Real Estate & Investment

which freeways to take to get to some cities.”

One lesson Gim said she learned early in her career is to continuously see the light at the end of the tunnel, especially when thinking about ‘problem properties’.

mentors

may

not

even

realize they are my mentors. I meet successful people at conferences and stay in touch. I ask them about their backgrounds and how they got to where they are. I love to hear their stories and soak up any advice they have to offer. Another great way to meet mentors is to get involved in a trade organization. Volunteer your time and show your passion

After attending the University of

When thinking about the lessons she

Southern California – with studies

learned from her mother, Gim said

that included film production and

words cannot ‘express it all’.

business – Gim spent a few years in

and dedication to the industry. You will learn a ton and meet industry leaders,” she notes. One lesson Gim said she learned

the entertainment industry before

“One really big thing I learned from

joining the family business. Since

this fateful return, Gim has been

is to have a good work ethic,” she

working with corporate clients such

reflects. “She used to work two jobs,

as banks, servicers, asset managers,

as a Realtor and as a loan officer,

and trustees.

for several years when I was in

“These properties are where you

elementary school. She would wake

get the best ‘war stories,’” she

A self-professed ‘documentation fa-

up early to pack our lunches, leave

reminisces. “We had VPS steel grid

natic,’ Gim said the mundane aspects

for her office, come home to pick us

window coverings at a property that

of the job – aspects that may dissuade

up for after school sports practice,

got shot up in a drive-by shooting.

others from entering this niche space

go back to the office, pick us up after

A few months later, we had VPS

– are enjoyable to her.

practice, drop us off at home, and

installed at a different property. One

sometimes join us for dinner before

of the boards had a giant bullet hole

requirements

going back to the office…fortunately,

in it, it was from the other house that

and detailed file documentation are

our grandmother lived with us, and

we sold. I laughed and pointed it out

right up my alley,” she explains.

she took care of us while our parents

“Our clients often need us for legal

worked.”

to my brother who was with me. I

“Regular

reporting

mother

through

observation

declarations, affidavits, and court out

Gim says she feels ‘very fortunate’

perfectly. We are well-versed and

to have had her mother as a role

experienced in property research,

model. And for young women who

curing code violations, rehab project

are thinking about a career in real

management, and eviction laws.

estate and do not have a built-in role

These services may seem tedious

model, she said finding a mentor is

and burdensome, but to me they

imperative to success.

appearances

that

works

are second nature. I love getting to the root of issues and learning how

“Mentors inspire you and can help

things work.

answer big picture questions. Most

early in her career is to continuously see the light at the end of the tunnel, especially

when

thinking

about

‘problem properties’.

always remind myself that no matter how awful it is, in a few months that property will be sold and in my rearview mirror.” On top of working as a broker and property manager, Gim says her hobbies include hiking, snowboarding, running, golfing, and travel. Although this may seem like an eclectic Caroline Gim: Continues on pg. 16

June 2022 Originate Report 15

Caroline Gim: Continued from pg. 15

Caroline Gim hiking Mt. Whitney

Caroline Gim and her mom, Aurora Gim

mix, the conceit of this cluster, in her eyes, is simple. “I tend to pick hobbies that are difficult and set audacious goals, just to prove

Traveling in Tanzania, Gim often brings items to donate or swap with locals when she travels. She brought these kids some marathon tech tees.

to myself that nothing is impossible and to see my skill progression,” she remarks. “I am like the proverbial tortoise in the story of the tortoise and the hare. Slow and steady is how I win my races. Given enough time, I feel I can accomplish pretty much anything

“Travel is a passion for me,” she

more of the world I see the more I

explains. “I have lived abroad – in

want to see.”

Madrid and Seoul – and have spent time traveling all over the world. I love museums,

architecture,

historical

I set my mind to.”

places, and natural wonders. I have

Asked about setting these ambitious

at the Great Barrier Reef and the

been fortunate enough scuba dive

goals, Gim said seeing the world –

Galapagos Islands and see where the

and living in other places – allows

Berlin Wall once stood. It puts things

her to expand her worldview and,

in perspective, to see how small my

ultimately, become a better real

problems are in this big, big world.

estate broker and property manager.

And as most travelers know, the

Expert Real Estate & Investment is based in Downey, California, and specializes in real estate marketing, management, and financing.

For More Information: http://www.expertrei.com/

June 2022 Originate Report 17

PRIVATE LENDING TITANS

PRIVATE LENDING

TITANS Briana Hildt

Founder & CEO, Cardinal Capital Group

underwriting

real

estate,

and the private money lending industry allows me to do both. Q: What excites you about your role today? Everything

excites

about

my role. This career, and this company, is my dream job. I love nothing more than helping my clients grow and cultivating a team that thrives. Q: Can you explain a time where you faced adversity or had struggles early on in your career? Where did it all begin? How did these experiences mold

Briana Hildt

Founder & CEO Cardinal Capital Group

and shape you into the leader that you are today? There was a ton of planning that went into launching Cardinal Capital Group. Even though I had already faced adversity being

Q: What is your current role and

Q: Why did you chose to enter

what do you do day-to-day?

this industry?

I am the founder and CEO of

I knew I was meant for this

Cardinal Capital Group. We are a

industry the moment I discovered

private money lender based out

it. As a child, my father’s passion

of the Northeast with creative

was building homes. I loved

financing for many different loan

watching the homes evolve from

products. We have created seam-

nothing to something incredible.

less systems and processes to get

My passions were business and

a loan from start to finish quick-

finance. I thought I wanted to

ly. My day-to-day consists of

be a realtor, but it did not feel

calls with clients, team meetings,

quite right. When I realized what

underwriting loans, and review-

private money lending was, I

ing our pipeline. Additionally, I

knew it was the right fit. This

spend ample time managing the

industry allowed me to marry

market and maintaining our rela-

all my passions into one career.

tionships with fund investors and

I find immense joy in helping

capital markets.

people and working in the realm

one of the only female-owned private lending companies, I still managed to launch Cardinal. A few days after the company broke into the market, I experienced a tragic family loss. Since I was the

President

and

Founder,

there was no turning work off. However, this struggle forced me to have perspective, prioritize necessary tasks, focus on the objectives that had to be done in a timely fashion, and filter out what was unimportant. This event showed my team that we will thrive and grow a successful company, while staying grounded Briana Hildt: Continues on pg. 20

June 2022 Originate Report 19

Briana Hildt: Continued from pg. 19

and remembering family comes first. My relationships grew with my clients as well. I believe the vulnerability I showed at that time took courage but allowed me to create a company that was authentic. Q: Is there anything you wish you could go back and tell yourself at the beginning of your career? If I could go back and tell myself anything in my early career, it would be that you will learn more from the failures than the successes. I remember when I would spend countless hours working on a loan, only to have it slip away at the last moment. My view on these circumstances has shifted, and I see these as par for the course in this industry. However, I can say those lost loans, changes in the market, and rejections from initial investors made me who I am today. Another message I would pass on to my younger self would be not

lender in San Diego. His company

companies in the country. I often

needed a business and marketing

think back to when I was one of

director, so I took that job and

only ten women in a conference

found

interested

room filled to the brim with men,

in what private money was. He

and my fellow female colleagues

was the first person to teach

were hesitant to branch out

me how to calculate LTV, etc.

in the industry due to being

and the rest is history from

outnumbered.

there. His passion and knowledge

this as a challenge. Launching this

for

company in a largely man-filled

myself

the

very

industry

was

what

really motivated me. He was a

sector was no easy feat, and the

phenomenal teacher, wonderful colleague, and great friend.

about

societal expectations and beliefs a

woman’s

leadership

abilities was something I was not Q: What has been your favorite aspect of being in private lending over the years? My favorite aspect has been the impact our loans have on the communities, and of course, my clients. I have a passion for helping others, and I enjoy watching communities and homes change for the better. Knowing that our loans have provided housing in multiple communities brings me immense joy and contentment. Seeing the clusters of communities go from rundown, uninhabitable buildings to impressive new structures

to be so hard on myself and

is rewarding. The feedback we

continue to improve while having

receive from our developers and

a growth mindset.

the communities brings my team immeasurable satisfaction.

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

Q: What would you consider to

and why?

be the highlight of your career

The person who had the most

thus far?

notable impact on my career is

The highlight of my career was

Ben Stoodley with Best Lending

launching Cardinal Capital Group

Co and Aero Lend Software. When

and becoming one of the largest

we first met, he was a private

woman-owned private lending

However, I took

immune to. Nevertheless, I stood my ground and have created a company I am immensely proud of. Q: What do you enjoy the most about your job? Least? I enjoy underwriting loans, helping clients grow their portfolios, and looking at real estate nationwide. On a larger scale, I love creating systems and processes that this company and my clients can rely on. I believe it is important to be able to provide products that we can stand behind. What I enjoy the least about my job is feeling like there is never enough time in the day. Q: How do you make sure your company stays ahead in this industry? One of the main ways our company stays ahead is the daily meetings we have on our processes

ensure

are

constantly improving them and adjusting them as needed. We are young and innovative and are adamantly trying to make the

private money lending space easy and efficient for developers to grow successfully. I know some of the oldest and most reputable lenders in the private lending world. They have taught me many important lessons which I implement alongside what my team and I believe is best for our company. Creating and forging a path that aligns with your company’s core beliefs is vital to your success. Q: What tools do you use to aid you in your role to be most efficient, organized, and focused? There are systems in place to make sure our team stays organized.

communicate

daily via Google Meets, in order to stay on top of the changes that quickly pop up on nearly every deal. Our team has been impacted by COVID much like many others

The highlight of my career was launching Cardinal Capital Group and becoming one of the largest woman-owned private lending companies in the country. investors and clients as changes

more creative financing.

occur. It is times like these that it is important to “ride the wave”

Q: Is time or money more

and remain knowledgeable of

valuable and why?

what is going on. I remember when COVID first hit and how stressful it was for the industry at first, but that adversity helped me grow in my role and improve as a business owner and leader of my company. Q: What do you believe to be the best type of real estate

In my opinion, time is more valuable

than

money.

Money

is worth nothing if you have no time, as life is precious. I once read a quote that deeply resonated with me: “if we treated time like money, how would you spend your currency every day?” I believe it is key to do what you love, and if you can make money

worldwide, and we rely solely on

investment opportunity available

technology to stay in constant communication. The face-to-face daily meetings truly help our

today and why? Do you feel that there will be any changes to the

team to stay on track and hold

investment opportunities?

one another accountable despite

This question is difficult for me,

some of our team being remote.

as I believe there is an array of

We work diligently to remain

lucrative investments that one

starting in this industry is to

efficient so that nothing falls

can make. I am a strong believer in

believe in yourself and never give

through the cracks.

fix and flip investments. The real

up. As a woman, it took time for

estate market has boomed in the

people to take me seriously in

Q: Has your role changed

last few years, and I believe there

this

significantly to address the

is a lower risk to put your money

current environment?

into a short-term product and

However, I kept my eye on my

I am spending much more time

capitalize on how high the real

assessing the market, and there

estate has been selling for. I think

are many things I must consider

there will be some slight changes

daily. I keep my ear to the ground

in the future, but those changes

to do my fiduciary duty to my

will provide opportunities for

marketplace in 2022 in terms of

from it, that is just a bonus. Q: What advice would you give to someone who has just started out in private lending? My

advice

someone

male-dominated

just

industry.

goal to launch and maintain an efficient and innovative private lending company. For more information, please visit: https://ccgloans.com/

June 2022 Originate Report 21

FEATURE ARTICLE

Anitra Preston Leveraging the Power of Perseverance By Mark Dewyea, Contributing Writer for Originate Report

Anitra Preston Co-Founder, Vertical Capital

ne of the few constants

and consistently put in the work,

seasoned real estate investor and

for professionals working

despite the challenges that may

lender at Vertical Capital, has it in

in the inherently dynamic

arise along the way.

droves. Originate Report recently

real estate industry is adversity. Regardless

individual’s

had the pleasure of sitting down That may be a more circuitous

with Preston for an insider’s view

and

definition

of her inspiring career arc that is

they will inevitably encounter

of the concept of perseverance.

a telling testament to the power

complicating factors impeding

But

of hard work and persistence.

their progress. The differentiating

conceptualize

this

factor

characteristic

experience

between

background,

success

and

nontraditional however

you

choose

essential influential

Self-Belief From the Onset

failure is one’s innate capacity

trendsetters, one thing is for

Preston developed a passion for

to retain sight of their end goal

certain:

real estate at an early age and

Anitra

Preston,

made no qualms about acting on

challenges in the early stages of

has ambitious plans to grow

it as soon as she started college.

her real estate career, Preston

and scale her lending activity in

She

always

she

the south, where she feels that

picking

advises other young women in

there is a significant amount

up key insights as she took the

the industry to do the same.

necessary steps to acquire her

“Everyone struggles and loses

first investment property. She

direction at some point in their

took on a part-time job at Home

professional journey,” she states.

Depot to help save money for a

“The one choice you have is to

down-payment. “My decision to

stick with it and see it through.”

creating stronger communities,

Always Seeking Knowledge The real estate market at large is in a constant state of flux. To stay relevant and profitable, those working in the real estate sector need to always be learning. That nuance of the industry is something certainly not lost on Preston. “I’m a sucker for information,” she says. “I am continuously reaching out to vendors to learn the latest developments and refine my approach to be more effective—a practice that has had great success and allowed me to attend the Geraci Innovate Conference where I gained so much actionable knowledge.”

benefits all stakeholders. Preston

started

successful

networking investors,

with

pursue real estate as a long-term career was intentional,” Preston explains. “I took a chance on myself early in my career and stuck with it.” The best real estate professionals think outside the box to achieve results, a skill Preston exhibited as she worked towards securing her first income generating property. When the registration window opened for college courses, she immediately signed up for a full course load. As the drop date approached,

she

disenrolled

and used the subsequent tuition refund to fund the purchase of her first rehab property in Central City, Louisiana, in 2004. In an unexpected turn of events, Preston’s

initial

investment

property was relatively unaffected by

the

devastating

Hurricane

Katrina, making it one of the first affordable housing units immediately open to tenants as New

Orleans

recovered

from

widespread damage and housing shortages. While she encountered several personal and professional

persevered,

and

This insatiable thirst for learning enabled Preston to seamlessly transition from solely real estate investing to becoming a lender, a longstanding career goal for her. “My end goal had always been to pivot to the lending sector of the industry, which finally happened in 2021 after I saw an opportunity to lend to peer investors.” she describes. Preston has not looked back since making the switch. She

untapped

potential

when

it comes to development. Her long-term investment strategy at Vertical Capital gears toward generating

optimal

returns,

and building economic growth that goes above and beyond when conducting her due diligence to ensure she produces the best result. “Our lending mindset is premised on a disciplined due diligence process that accurately identifies the catalyst for enhanced value while accounting for any potential risks,” explains Anitra. “You have to be willing to put in the hard work in the early stages of a deal to realize the gains on the back end.” Preston is a shining example of what is achievable through hard work

and

determination—and

she’s just getting started. Exciting things are in store for Preston’s future

she

continues

develop her lending practice and continues to push the boundaries of what can happen when you work toward your goals.

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

June 2022 Originate Report 23

CONTRIBUTED ARTICLE

Beth O'Brien Founder & CEO, CoreVest Finance

By Beth O'Brien, Founder & CEO, CoreVest Finance

was sitting in the audience of demo day presentations a few years ago. Six teams had gone

through an 8-week incubator, and all of them had viable PowerPoint projects and articulate sponsors. But one young woman walked onto the stage and rather than give a presentation, drew everyone into her vision. We became captivated.

We all wanted to be on her team.

room by saying it comes naturally

points, but they completely lost the

As I was clapping for the young

to some people. While coaching

audience. Fortunately, I may not have

presenter, I overheard someone in

another employee recently, I heard:

realized I was self-regulating based

the audience say, “Wow, she really

“but it is easy for you since you are a

on the body language feedback I was

owned the room.”

natural speaker.” I assure you; I am

getting from the room, but I was.

not. I believe most people are not. In another instance, I once sat on

These are learned skills that can be

Owning the room in 3 key steps

a conference panel of five industry

developed and practiced over time.

How does one further develop these

participants discussing the state

There are steps we can all take to

skillsets? The three critical steps

of the market. I was being myself

own the rooms we are in rather than

below can get leaders to a position

and answered transparently. I was

be owned by them.

where they own the room:

not there to teach; I was there to

1. Listen to the room before you speak

share. That night, my competitor’s

Finding relatable authenticity

marketing person approached me at

The first step is understanding the

a cocktail party and asked, “How do

key attributes for the goal of owning

I get my teams to be more relatable?

the room and developing a working

You really owned the room.” The last

definition of how to do it. It is not

comment made me smirk.

about being the best in the lecture hall. Aggressiveness and decibels

It’s NOT just natural

might catch attention, but they

In my opinion, one of the biggest

do not own the room. It is about

compliments an audience member

developing a presence that draws the

can offer someone is saying they

in audience or the attendees. Owning

really owned the room. The context

the room involves a confidence

could be a presentation like what

without ego and an engagement

I witnessed or anywhere from a

around concepts without top-down

business cocktail party to a board

instruction. People are not told to

room. Owning the room does not

follow along; rather, the audience

mean being the loudest or drawing

joins the speaker in their vision.

the

People

most

attention.

The

young

authenticity

that

presenter did not do anything flashy

relates to them. Further discussion

or outside the box. Owning the room

with the marketing person at that

has significant positive connotations

conference led me to realize why

of drawing people in, being relatable,

she made her comment. She enjoyed

and insightful. What makes one

my ability to distill some complex

person stand out from the crowd in a

numeric concepts into a relatable

positive light? What brings our focus

framework that was at the level of

to that person, leaving us wanting

understanding in the room. Other

more as soon as it is over? People

panelists went down bond math

often discount the ability to own the

tunnels, that I am sure were brilliant

2. Be relatable with an authentic voice 3. Be prepared so you can be flexible Know your audience It

sounds

simple,

but

takes

intention and practice to come across as natural and organic to others in the room. The first item is perhaps the most important and may be the hardest to understand and get right. There is usually no ability to poll the room first or walk around and listen to what people are saying prior to walking onstage. At a cocktail party or a board room, listen first and read people’s body language before you speak. However, this might not always be available to you in every situation. Translating that same skill to the podium is similar but not as obvious in relation to how someone gets there. The best way to read the room before you speak is to know your audience. Understand who is there and what their point of view might be. Anticipate the pain points Owning the Room: Continues on pg. 26

June 2022 Originate Report 25

Owning the Room: Continued from pg. 25

in their business that you are trying to address. When engaging with that audience, continue to read the body language just like you would at a cocktail party. You can read the room only if you avoid reading to the room. Be prepared for your important points but let yourself have some leeway to use one anecdote versus another or use an explanation that resonates better.

Owning the room has significant positive connotations of drawing people in, being relatable, and insightful.

Share your story The next step is a direct outgrowth of the first. Be relatable. A great way to be relatable is to use authentic stories that drive home the point. If the story is personal, it tends to be more impactful. There is no better substitute for drawing in the audience and creating a shared vision. Leading with authenticity and vulnerability sometimes feels uncomfortable in a business setting, but it leaves a huge impact. Editing is allowed to protect the innocent but not at the expense of an authentic voice. Think literary license – not fiction – and strive for something that makes sense. If you put yourself in the story with some vulnerability, they will often put themselves in the story too.

script but not be caught off guard or

the questions and answers into her

run out of coherent thoughts. Know

pitch. She anticipated the thought

your numbers and have at least a

process in the room by making the

few specific data points that help tell

needs of the potential users real

the story. Actual data is always well

thereby bringing the audience into

received in context and drives home

the

the relevance of the discussion.

she made the pitch relatable by

Nothing conveys knowledge better

putting herself in the story of why

than an example backed up by facts and numbers.

problem-solving.

Secondly,

the product might be helpful. She crushed her presentation with not only what the potential returns could

Bringing it back to the original protagonist at the demo day above, I spoke to her at length after she

be for the business, but then added sustainability goals and the social impact of the company.

won the best pitch that day. She had followed the framework described here without knowing it. First, she knew her audience and spoke to the

Be prepared

audience like she would a user of

The last step, which should also be

her concept product. She had spent

the first, is to be prepared. Everyone

two weeks doing focus groups with

who sounds like a natural, organic

potential

speaker

for

and geared the pitch to them. She

the opportunity and has enough

understood the questions and friction

prepared remarks that they can go off

points that might occur, and she wove

has

prepared

well

users

and

constituents

Beth O'Brien Founder & CEO CoreVest Finance https://www.corevestfinance.com/

UPCOMING ISSUES 2022 MONTH

THEME

CONTENTS & AD DEADLINE

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Innovate Special Edition – Focus on Innovative Companies, People, and Ideas* - SOLD

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3rd Annual Women in Real Estate Edition - SOLD

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Captivate Special Edition – Focus on Deal Flow and Capital-Raising* - SOLD

July 8

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AAPL Special Edition* - SOLD

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Year in Review – Highs and Lows of 2022 - SOLD

November 5

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ADVERTISEMENTS Originate Report magazine is distributed through print and digital channels to thousands of loan originators, lenders, investors, and other professionals in the non-conventional lending industry. It has become an essential resource for its audience, providing valuable and timely content with each edition to help readers stay up-to-date on current industry trends and grow their businesses. Originate Report also provides a platform for professionals in the lending space to promote their services through advertisements. Full Page: 8.5” x 11” + .25" bleed + .5” margins on all four sides | Half Page: 8.5” x 5.5” | Quarter Page: 4.25” x 5.5” Please reach out for pricing and opportunities. *Advertisement pricing includes graphic designer working with you to create the ad. Take 10% off if you provide the file to use in our publication.

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FEATURE ARTICLE

Destined for Real Estate Success Tiffany Harper Principal, Hanson Capital

THE INSPIRATIONAL RISE OF TIFFANY HARPER By Mark Dewyea, Contributing Writer for Originate Report

F For

or some, getting into the

and how her collective experiences

focused primarily on condominium

real estate industry is a

along the way helped influence her

conversions.

circuitous, lengthy journey.

innovative, passionate approach to

household centered on real estate

the private lending space.

served

others,

destined

they

were

gravitate

simply directly

Growing an

educational

early

immersive

experience.

Harper

towards and excel in the sector.

Harper was essentially born into

basically lived a real-life fix-and-flip

Tiffany Harper, Principal at Hanson

real estate: her mother was a

lifestyle, as her mother constantly

Capital, decidedly falls into the latter

practicing REALTOR®; her father

bought new homes and renovated

category. Originate Report recently

was a successful investor who built

them

had the pleasure of speaking with

a diversified portfolio of luxury

simultaneously lived in them for a few

Harper to gain insight into her truly

rental properties; and her stepfather

years, and then sold them for a profit

inspiring career path in real estate

was a real estate developer who

before moving on to the next project.

herself

while

the

family

Investing in real estate, together. As

teenager,

accompany weekends for new

Harper

her to

parents

tour

inspiration

open

and

investment

would on

the

houses

for

opportunities,

learning firsthand how to evaluate potential deals and the importance

“As an industry, we’re given the opportunity to creatively solve problems for our clients using our knowledge of the market. In some cases, we’re able to introduce solutions

of attention to detail. “Attention to detail, ambition, and dedication are

they didn’t even know were possible.”

top of my list as far as skills that will lead to success in lending, real estate, and really any industry. In our industry specifically, I really think attention to detail is vital in all areas. For obvious reasons, details

creative solutions to novel issues,

aspire to, that you respect, and take

and making deals happen.

in all you can from their experiences.” She had a clear end-goal in mind

This prompted Harper to search for

but knew that she had to put in the

alternative career opportunities, an

sweat equity to be an effective player

initiative that led her to meet Chris

in such a competitive industry. This

Hanson in 2014 who was recruiting

resolve proved immensely beneficial

for a largely administrative-focused

in her career, and Harper believes

role for his small but growing

young female professionals should

company, Hanson Capital. Although

follow their dreams without feeling

the job description wasn’t exactly

intimidated: “Don’t be afraid to work

which she would launch her career.

what

for,

your way up, get your hands dirty,

something inside her told her it

and learn the hard way. There’s no

With a background like hers, it was

was the right decision for her in

unsurprising that Harper quickly

the long run as there was abundant

became a realtor herself, where she

opportunity for advancement. She

learned the ropes on the sales side

felt her experience and skillset would

of the house before taking on a role

make her a true asset to Hanson

in loan processing. And while she

and his team at Hanson Capital—an

excelled at facilitating mortgage

industry leader and corporate culture

applications and coordinating the

from which she drew inspiration.

are important in all documentation and back-end processes. But even on the front lines, catching the details in any given scenario and being a good listener, can set your solution apart.” This, and other early lessons Harper picked up throughout her childhood, would serve as the foundation from

Harper

was

looking

complexities of significant property the

Based on her experience, Harper

direct personal involvement and

offers female professionals breaking

dynamic

interfacing

into a new industry the following

with key stakeholders, developing

advice: “…find someone in a role you

transactions,

Harper

nature

craved

replacement for experience. They say nothing worthwhile is easy; it won’t happen overnight. So, if you’ve found something you’re passionate about, stay dedicated.” Those intuitions certainly proved true, as Harper has excelled since joining Hanson Capital and risen from the admin ranks to a full partner at the company. Harper credits her meteoric rise in the private lending sector to her Tiffany Harper: Continues on pg. 30

June 2022 Originate Report 29

Tiffany Harper: Continued from pg. 29

Hanson Capital Team

diverse

professional

background

problem-

the most rewarding part of my job.

over which she accrued the requisite

solver at heart, Harper genuinely

Our mission as a company is to

skills and diversified knowledge

enjoys overcoming challenges and

create wins for our partners through

delivering implementable solutions

real estate investment and creating

for her clients. “As an industry, we’re

those wins is my passion.”

base to approach problems from a unique perspective.

Harper notes,

“Especially in private lending, where we’re focused on making logical decisions based on different assets and the surrounding circumstances, a background in different areas of the

self-described

given the opportunity to creatively solve problems for our clients using our knowledge of the market. In some cases, we’re able to introduce

real estate industry was instrumental

solutions they didn’t even know were

in my ability to quickly pick up and

possible,” Harper says of her current

begin to innovate processes and

role at Hanson. “Bringing relief or

add value.”

success through those solutions is

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June 2022 Originate Report 31

TRAILBLAZERS

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

TRAILBLAZERS Kemra Norsworthy CEO & Fund Manager, Bull Funding

on the returns than from stocks or other markets. Q: Where did you get your start? I started with my own mortgage brokerage. Q: How do your contributions affect your company at large? My tenacity and dreams keep the company growing. Q: How have you seen your company grow despite current market conditions? The current markets create flexibility. Once we adjust to what is in the market, we grow. Sometimes we must recollect and rework our strategy. Q: What steps are you or your company taking today to make an impact on the industry? Creating availability for borrowers to take the uneasiness out of private lending.

Kemra Norsworthy

Q: What is something most people

CEO & Fund Manager Bull Funding

don’t know about you or your company? Most people do not know that I grew up in poverty. I have 3 sons that are adults that never had to

Q: What do you do for your firm?

not go away; other opportunities

experience what I went through. I

I am the CEO and Fund Manager of

open. Back in 2009, the market

am self-made.

Bull Funding.

was

crashing,

and

money

was

shifting from conventional lending. Q: How many years have you been

Currently, there is so much money

in Private Lending and why did you

on the sidelines as funds are being

enter this field?

taken out of other more volatile

I’ve been in Private Lending for 13

markets. The investors will and have

years and entered this field as the

been moving it into private lending.

market crashed. The money does

For now, there is more certainty

Q: What does success look like for you? Success is being one of the best in the industry and working with real estate investors to help grow their portfolio. Kemra Norsworthy: Continues on pg. 34

June 2022 Originate Report 33

Kemra Norsworthy: Continued from pg. 33

Q: What piece of advice did you personally receive early in your career that has helped shaped decisions you’ve made? This is a man’s industry. This pushed me to do just as well as them. Q: Tell us about a person or organization you admire. How have they made an important impact on you, the industry, or the world? American

Association

Private

Lenders is an organization that I admire. They stand for the rights of

all

Borrowers,

Brokers,

and

Lenders. There are many individuals that I admire. I love driven people like myself.

Success is being one of the best in the industry and working with real estate investors to help grow their portfolio.

Q: Are you involved in any associations, networking groups, or the like that have influenced your career path? American Association of Private Lenders, Innovative Financing Solutions, Black Card, Think Realty, Upgrade, and Power Room Master Mind. These are the cream of the crop. When I am with these groups, I enjoy that I am not the smartest in the room. These groups are filled with driven and out-of-the-box thinkers and doers, and it inspires me to see these folks in action. Q: If you had a clean slate to start

I could start all over, I would go into

Q: What are some of your goals for

the military and then be an FBI agent

2022 and beyond?

as I have a criminal justice degree.

We will have a minimum fund of 30mm to lend on fix/flip, ground

Q: What is the best advice you could give someone thinking about

over and do anything you wanted

making a leap into Private Lending?

to do, what would that be?

Ask a lot of good questions to the

That’s a tough one because all I know

right people. Be a listener and set

is lending. I did get my real estate

the ego aside. The private lending

license and life insurance license. If

industry is a small world.

construction, and commercial bridge loans. After this fund officially launches and closes, we will create more funds.

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FEATURE ARTICLE

Marlene Hahn THE ‘CONFIDENCE BROKER’ By Mark Dewyea, Contributing Writer for Originate Report

“Leadership through innovation, strength, and tenacity.” “A results-driven leader whose outstanding perseverance echoes in the quality of her work product.”

ccruing a consistent track

into her approach of fostering and

Yet realizing your inner passion—

record of success in any

spreading confidence by setting the

and subsequently tying it to your

industry for nearly three

example with her “can-do” attitude

vocation—is a hurdle many people

and entrepreneurial mindset.

never overcome. Hahn, however,

decades is no easy task—particularly for a woman looking to break into

managed to achieve this momentous Success Personified

life milestone. But it didn’t happen

professional sector. It takes grit,

Countless young professionals em-

overnight. After leaving behind her

determination,

taking

bark on their career journey with

dreams of becoming a professional

“no” for an answer. But perhaps

aspirations of earning a certain in-

basketball player to work as a bank

the most valuable tool in a strong

come or achieving some lofty title.

teller and support her single mother,

female professional’s arsenal is an

While those can certainly be healthy

Hahn’s

unassailable belief in herself.

goals to work towards, Hahn learned

innovative mindset saw her quickly

early on that building a rewarding

climb the corporate ladder. She

Don’t take it from us, though. Originate

career involves so much more than

oversaw several mortgage service

Report had the pleasure of sitting

an impressive paycheck. “Success

departments

down with Marlene Hahn, President

isn’t measured in dollars,” she ex-

firms, using her talent for networking

plains. “It is having a passion for

and efficiently brokering deals to

what you do.”

garner

historically

Hahn

male-dominated and

not

Management

Services,

LLC. Hahn provided unique insight

tireless

work

and

ethic

major

widespread

and

lending

reputation

within the lending industry as a

indicator of her persona: “Making

women inspire her to work diligently

problem-solving powerhouse.

clients smile every day.” Hahn notes:

to stay relevant and influential for

“I realize every day that a smile and

the continued mutual success of her

Risk Facilitates Growth—Embrace It

a laugh will literally lift your spirits

business as well as those around her.

That’s not to say she didn’t encounter

and get you through anything life

her fair share of setbacks and

deals you.”

Marlene also actively supports St. Jude’s Children’s Hospital. For more

challenges. “Always have faith that there is a light at the end of the

A Different Type of Lending

information about Hahn Manage-

tunnel,” Hahn says to women looking

Hahn has been lending money for

ment Services, LLC feel free to visit

to emulate her trendsetting career

years throughout her career in the

www.hahnmsllc.com.

arc, regardless of the industry. “Don’t

finance sector. However, arguably

pass up opportunities and don’t be

the most valuable commodity she

intimidated by challenge. You must

has given is confidence through

have that inner belief to take the

her involvement with the Dress for

risks necessary for growth.”

Success charity—a global not-forprofit organization that empowers

Hahn is no stranger to risk-taking.

women

Although

fully

independence by providing a support

prepared to launch her own business

network, professional attire, and the

in 2010, she never let the fear of the

tools to help women thrive in their

unknown stop her from taking a leap

personal and professional lives.

she

didn’t

feel

achieve

economic

of faith. “I took a bet on myself and haven’t regretted it for one second.

Hahn knows firsthand the power of

That’s a wager everyone must bid

self-belief and the essential role it

at some point in their career,” she

plays in fostering career progression.

states.

That innate self-belief has

“Success is the best offense,” she

translated into both professional

emphasizes. “Women need to have the

success and personal fulfillment.

ability to own the room and be heard.

Hahn

Services,

I achieved some of my biggest deals

comprehensive

and landings of new clients by having

range of professional services and

the utmost confidence in myself and

consultation to mortgage servicers,

what I can provide to them.”

LLC,

Management provides

investors, equities,

hedge and

funds,

across

Accordingly, Hahn added another

country and is steadily growing

title to the many she has held over

new clientele. Indeed, Hahn doesn’t

the years—proactively becoming a

pull any punches when it comes

‘confidence broker’ by generating

to getting things done, prompting

over $15,000 for Dress for Success by

colleagues

calling on her expansive network to

admiringly refer to her as “The

gather and guide the next generation

Perfect Storm: sunshine mixed with

of up-and-coming talent. She finds

a little hurricane.” And while that

the rapidly growing contingent of

robust praise may cast Marlene in

highly impactful women currently

an intimidating light, her official

shaping the future of the lending

corporate slogan is a more accurate

industry to be inspirational. These

clients

Favorite Color: Orange Favorite Song: Sunshine on My Shoulder Favorite Food: Pizza Favorite Sport: Basketball Pet Peeve: Spelling / Grammar Errors Favorite Quote: “To Know Me Is to Love Me” Favorite Vacation Spot: Aruba Character Flaw: Admitted Control Freak Favorite Movie: JAWS Relationship Status: Single & Dating Her Dog, Thor

private the

and

banks

Marlene Hahn Fun Facts

alike

Marlene Hahn President Hahn Management Services, LLC http://www.hahnmsllc.com/

June 2022 Originate Report 37

CONTRIBUTED ARTICLE

SHARE PERSPECTIVE AND ADVICE By Contributing Writer for Originate Report

he Fay Group is made up of a family of companies that are structured to provide full lifecycle products, services and strategies in the mortgage and real estate sectors. This includes mortgage origination and aggregation, mortgage servicing, insurance, property management, real estate sales, title insurance, and

property renovation. This diversified business led by Ed Fay and his team of highly skilled executives includes a number of women leaders, all of which bring diverse perspectives and experiences to their roles.

Originate Report recently sat down with eight executive women from the Fay family of businesses to discuss and reflect on their careers. Here is what they had to say:

KIMBERLY HARE, PRESIDENT, FAY SERVICING Q: What does your business unit do and what are your day-to-day activities? Fay Servicing is the original and cornerstone company for Fay. As a mortgage loan servicer, we manage loans and borrowers from origination to ultimate liquidation or sale of the property. Our goal is to build relationships with customers and assist them with their mortgage needs in both good and challenging times. My day consists of overseeing the continuous changes being made by our regulators, the technology changes that improve our ability to service loans, managing the expectations of our clients, and most importantly, improving the services offered to our customers. I also train, lead, and mentor employees at all levels.

Q: Where did you start your career? How did that first opportunity help you get to where you are today? My career started in the banking industry in the 90s.   I had the opportunity to work for a small community bank that allowed me to learn banking regulations, operating rules, customer service, loan origination and servicing across all functions.  That knowledge led me to a small subservicing company where I started by overseeing their accounting, investor, and payment functions. When you work for smaller organizations, you are offered the opportunity to experience more than in “big shops” and therefore have more knowledge related to how and why processes occur. This knowledge then translates to the ability to lead, mentor, and change processes to improve production and best serve our customers. Managing the loan growth continuously, improving service levels, and utilizing technology led me to Fay in 2017. Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? The most helpful habit I learned long ago was to listen to conversations without controlling them.   Along with this practice came the ability to rephrase information in a manner that resolved conflicts or misunderstandings quickly.  In our fast-paced and ever-changing environment, keeping everyone on the same page is of the utmost importance. Q: What activities or resources would you recommend for other women in the industry to invest their time in? I recommend training across the company that you work within. Ask to job shadow other leaders to understand how your role affects their process. You must know more than just your role. Also, consider working for an organization that is smaller and welcomes the opportunity to include you and your skills in their team(s). Q: What advice do you have for women entering the space today? Start small and learn everything.   Know who your resources are and where you can interact with others in your same position.   Learn best practices and always know there is more to learn no matter how long you have been in this industry.

JENNIFER MCGUINNESS, PRESIDENT, INVIGORATE FINANCE Q: What does your business unit do and what are your day-to-day activities? Invigorate Finance is a closed loan mortgage conduit aggregator. We enter into contractual relationships with lenders to originate loans to our specifications and then buy the loans for sale or securitization. We specialize in Non QM, QM irrelevant (like HELOC), and business purpose loan programs. As the President of Invigorate, I am the team leader. We work to grow relationships with our current partners and bring on new partners. With an internal credit team, we can offer both delegated and nondelegated options to our lender partners, giving them comfort that we will purchase the loans and that they meet the underwriting guidelines. Full lifecycle operations and credit are under my purview with management of the groups that report to me. This includes sourcing, financing and funding, talent management, program creation, training, and investment strategy. Q: Where did you start your career? How did that first opportunity help you get to where you are today? The start of my career in this sector was actually an accident. I was planning to become a lawyer but put myself through school as a mortgage loan underwriter and processor. I ended up going down a legal route where I focused on foreclosures, bankruptcies and other complex real estate and debt related litigation. I was asked to help build and Fay Group Leaders: Continues on pg. 40

June 2022 Originate Report 39

Fay Group Leaders: Continued from pg. 39

run an acquisitions business that purchased scratch and dent loans and was a special servicer. This experience was the beginning stage of my life of loan knowledge basis and has led to senior and executive level roles with investment banks as well as REIT’s and Hedge funds. I have been lucky to have earned these diversified opportunities. In this sector of the business, most people are in one “silo” for their entire career i.e. credit only, trading only, etc. My background is multi-dimensional, so I look and assess from many different directions. Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? I know that I can accomplish my goals and know that without efficient collaboration, it is not possible to have successful outcomes. Leadership should be leading, not dictating. I will never expect my team to work harder than I do and if they believe we can do something better or they believe I am making an incorrect decision, I welcome the discussion and their ideas. I believe that not being afraid to stand up and say, “I want to own that project or this opportunity,” even in the beginning stages of my career. I may not have known everything to get it done on day 1, but I was confident that I would be able to learn what I needed which set me apart from the crowd. Q: What activities or resources would you recommend for other women in the industry to invest their time in? I have spent time mentoring other women who have entered the space and this has been very rewarding for both of us. I have also had excellent mentors and executive coaches who have helped me become who I am today. I am also an avid reader; do not believe a headline, do your own work to determine your views. I would counsel newer people entering the industry to seek mentors to help them learn, such as asking the person that you admire to show you how they became who they are and what they do. You may find that you want to pursue that direction, or you may find that you do not. This will help shape you and what your career should transform into. Q: What advice do you have for women entering the space today? My advice to the women in this industry is not to stand on the sideline but be in the game. Learning every aspect of the business can help you understand how other people do their jobs and how all the puzzle pieces fit together. In addition, do not be afraid to get creative. Look at things differently and try a new approach. Even if something has never been done before, that does not mean it is not a good idea.

DEBBIE COPELAND, CHIEF COMPLIANCE OFFICER, THE FAY GROUP Q: What does your department do and what are your day-to-day activities? Fay’s Compliance department supports Fay and the affiliated businesses such as Mortgage Loan Servicing, Residential and Business Purpose Loan Originations, Correspondent Lending, Title Services, Property Management, and Realty. Our team also includes Quality Control, Issues Management, and Regulatory Change. My typical day entails a breadth of responsibilities across the business teams as necessary to run Compliance, including many conference calls and meetings. Q: Where did you start your career? How did that first opportunity help you get to where you are today? I started my career at CitiMortgage, the mortgage lending division of the global financial services giant Citigroup, in St. Louis, Missouri. During my 25+ years of experience, I have had the pleasure of holding roles in almost every department within mortgage servicing and originations. These experiences allowed me to develop a strong understanding of the entire process as well as the applicable laws, rules, and regulations.

Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? I always look for a new challenge. Rolling up my sleeves and fixing the biggest problem in an organization is very rewarding and self-motivating. It is also what allowed me to gain exposure and opportunities to move to the next challenge and the next opportunity. Q: What activities or resources would you recommend for other women in the industry to invest their time in? The Mortgage Bankers Association (MBA) has a variety of learning and designation programs available. If you are interested in Compliance, obtaining their Certified Mortgage Compliance Professional (CMCP) Certification and Designation would be helpful. Networking internally and externally can also be highly effective, as well as LinkedIn. Q: What advice do you have for women entering the space today? Do not be afraid to speak up in a meeting, even when you may hold the most “junior” title in the room. It might just be the “aha” moment that saves the day, solves the problem, or moves things forward.

JULIE JOSEFORSKY, PRESIDENT, FINANCIAL SERVICES, THE FAY GROUP Q: What do your business units do and what are your day-to-day activities? I oversee our lending businesses, direct, correspondent, and wholesale, as well as our title insurance company and corporate marketing. I spend half of my time every day helping the businesses achieve their strategic objectives and spend the other half focusing on the day-to-day business. I also mentor employees at my company and help them grow. Q: Where did you start your career? How did that first opportunity help you get to where you are today? I started my career at Transamerica Financial Services, a full-service non-prime mortgage lender. I was an Executive Branch Manager, responsible for all facets of lending. That was an invaluable experience early in my career that allowed me to really understand how to run a business on a micro level. As my career has advanced, it has allowed me to do parallel work on a more macro scale. Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? Leadership has a servant component. As a leader you are there to enable and serve others, helping them to reach their full growth potential. Then, it is about working through your team members and ensuring that the business objectives are accomplished, rather than the other way around. One important habit for me is meeting with my direct reports weekly and returning phone calls and emails daily. In my role, I work with the Business Teams to develop a strategic playbook, and we use this to discuss current and future objectives. This is still a people business, so despite all the models, technology, and automation, we never undervalue the critical role of human relationships. Q: What activities or resources would you recommend for other women in the industry to invest their time in? Networking and mentoring. I could not have achieved any level of success without the help of others, so I want to give back. Networking is an important aspect of the job, and every interaction is an opportunity to form a relationship. Never stop learning and be willing to invest time and accept that others may know more than you do. Fay Group Leaders: Continues on pg. 42

June 2022 Originate Report 41

Fay Group Leaders: Continued from pg. 41

Q: What advice do you have for women entering the space today? Look for opportunities to start in a smaller organization and roles that allow you to stretch across disciplines to expand your knowledge and skill set. Early in your career, experience is greater than immediate financial gain, and the quality of that experience is important.

HELEN WILSON, CHIEF PEOPLE OFFICER, THE FAY GROUP Q: What does your department do and what are your day-to-day activities? I lead our people strategy at Fay. We are focused on developing programs that evolve and enhance the employee experience and culture. We focus on the recruitment, onboarding, and management of talent. It is important that our efforts align, support, and reinforce our strategic priorities. Relationships that we foster with our business leaders and the engagement we have with our employees are keys to our success. Q: Where did you start your career? How did that first opportunity help you get to where you are today? I started my career in the mortgage industry with a national lender. My interest was in enabling individuals to improve their performance by working more closely with our people and teams. I was hired into accounting and assigned to a special project that allowed me to work closely with the senior leadership team and participate in additional skills-based projects. This introduced me to members of the Learning & Development organization and led to a Training Specialist role, which set the stage for my career path in Human Resources.   Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? I think resiliency is important. There is a quote from Babe Ruth that I love: “Every strike brings me closer to the next home run.” We all strike out from time to time, but how we manage, grow, and improve from the situation is what is important. Q: What activities or resources would you recommend for other women in the industry to invest their time in? Both networking and mentorship have been critical to my career. Having a network is so important, and professional relationships that you can lean on for knowledge, suggestions, referrals, and expertise are essential. My network has also provided me with access to roles that have enabled me to grow my career, as well as connections to the talent and capabilities of others. Q: What advice do you have for women entering the space today? Do not be afraid. Share your thoughts, articulate what you need, negotiate on your behalf, and make the decisions that are best for you.   Balance what you do for yourself vs. what you do for others.

SHANA FELMAN, CHIEF ACCOUNTING OFFICER, THE FAY GROUP Q: What does your department do and what are your day-to-day activities? I oversee our Accounting shared services. My team works to ensure all aspects of finance and accounting, including treasury, payroll, accounts payable, accounts receivable, investor reporting, and investor accounting function correctly. I am responsible for cash forecasting, month-end close, financial reporting, and analysis. My day-to-day involves being the liaison for an audit or warehouse lender, providing financial reporting and month end financial analysis to other executives or the Board of Directors or working on strategic planning.

Q: Where did you start your career? How did that first opportunity help you get to where you are today? I started my career in public accounting at FGMK LLC. I intentionally pursued a firm within the Chicago area’s top 15 largest firms instead of the big 4 because I wanted to gain experience and exposure to all aspects of the accounting world. That experience provided me opportunities to have hands on involvement in all areas of accounting. FGMK helped lay a solid foundation for my career. Since then, I have remained within the real estate/financial services industry. Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? Leading by example and being a team player. In the accounting world, accuracy, attention to detail, adhering to deadlines, and providing value is key to success. It is important to take pride in your work and appreciate those who do good work around you, with you, and for you. Q: What activities or resources would you recommend for other women in the industry to invest their time in? It is important to invest time in networking, such as building relationships for a current need or leaving the door open for a future opportunity. Take the time to build relationships because they may develops into mentorships. Enroll in classes to maintain the latest knowledge on changes in the industry or expertise. Q: What advice do you have for women entering the space today? Do not take things personally; feedback helps you grow and learn. Be honest and ask questions. Do not sacrifice your principles or compromise your morals.

TESS SIWA, HEAD OF OPERATIONS, CONSTRUCTIVE CAPITAL Q: What does your business unit do and what are your day-to-day activities? Constructive Capital provides capital for investor financing with many different business products, such as short-term fix & flip, long-term rental loans, and even new construction financing. As Head of Operations, I oversee a significant portion of the business, including the business intake pipeline, escalations, asset/portfolio management, partner reporting, and systems projects. I work actively with my team members across the business to manage this day-to-day. Q. Where did you start your career? How did that first opportunity help you to get to where you are today? One of my most valued roles early in my career was when I joined Morgan Stanley in the mid-90s, starting in Sales. Based on early success, I was offered a management opportunity, and our team became the top Sales Team in the Region. I was asked to take on several responsibilities that were new to me. It was a great opportunity to continue building my experience and skill set, with responsibilities to manage process, underwriting, external vendors, title, and even our appraisal division. This experience was formative in that it helped me to learn about the true value of real customer focus, understanding the needs and demands of our customers and learning how to make it work. Q. What habits, mindset or perspective has helped you succeed as a businesswoman? Be accepting of new challenges and take them head-on to improve results, but also take them to improve yourself and corresponding skillset. Keep in mind that this is business, it is not personal. Q. What activities or resources would you recommend for other women in the industry to invest their time in? If you see something interesting, go for it. Learn, absorb, and embrace new challenges, and take away at least one important aspect from the experience. Fay Group Leaders: Continues on pg. 44

June 2022 Originate Report 43

Fay Group Leaders: Continued from pg. 43

Q: What advice do you have for women entering the space today? Stay focused on the matter at hand, even when it takes effort and arduous work. Always be willing to learn. Look for new opportunities to be empowered/trusted and then prove that you can get it done.

ALISA NEIRA, CHIEF OF STAFF, FINANCIAL SERVICES, THE FAY GROUP Q: What does your department do and what are your day-to-day activities? I manage two teams, both the PMO and Product Management resources. These teams collectively drive and support the execution of projects and strategic initiatives targeting risk reduction, regulatory compliance adherence, revenue generation, and operational efficiency. My day-today consists of partnering with executive leadership in the development and execution of their strategic plans and mentoring Project and Product Managers on how to navigate through project challenges, remove roadblocks, and implement strategic initiatives. Q: Where did you start your career? How did that first opportunity help you get to where you are today? My career started in the payoff and cashiering department for a small mortgage company and then led to positions with progressively more responsibility in the loan servicing and originations divisions with larger mortgage companies and banks. Through exposure to different departments and operational processes I developed a passion for project management, process improvement, and collaboration.  This led me to seek my PMP certification and go into consulting where I would manage large projects and programs. Q: What habits, mindset, or perspective has helped you succeed as a businesswoman? I believe that my willingness to accept challenges, learn new skills, ask for help, and collaborate with peers and mentors has helped me shape my career. Collaboration improves how teams work together, solve problems, and design solutions. Everyone can reach their goals while working in a positive environment. Q: What activities or resources would you recommend for other women in the industry to invest their time in? I recommend that women in the project and program management fields join their local PMI chapter and attend the events. Networking presents opportunities to meet people at various levels and introduce you to different fields of business. Join special interest groups on LinkedIn that align with your areas of professional interest and targeted areas for growth. Q: What advice do you have for women entering the space today? Be confident, believe in your potential, put in the hard work, step outside of your comfort zone, and accept the most challenging tasks and assignments to grow. Seek advice from those senior to you and find a mentor in your field.

For More Information: https://fayservicing.com/ | https://www.invigoratefinance.com/ | https://www.constructiveloans.com/

E N T S 27, 2022 S E R P P L JUNE L G I N C I A M CO ER

REE H T N EASO

The Podcast that Looks Behind the Curtain of the Private Lending Industry CATCH US ON THE 2ND AND 4TH MONDAYS OF EVERY MONTH

https://geracilawfirm.com/lender-lounge/ April June 2022 Originate Report 45

FEATURE ARTICLE

Harnessing the Power of Diversity By Mark Dewyea, Contributing Writer for Originate Report

Castro,

successes,” explains Castro. “Our

excellent

Aureus Finance Group

current leadership team at Aureus

Castro and the Aureus team are

Founder

CEO,

is indicative of what is achievable

seasoned professionals that have

embarked on her entrepreneurial

when professional and personal

watched the consistent upward

journey over fifteen years ago,

goals are aligned across the board.”

trajectory of the corporation over

hen

Trixy &

she had no idea that the young

results

Aureus.

the last two decades.

women she recruited to put in

Originate Report had the distinct

the sweat equity necessary to

pleasure of sitting down with

Building Things from the

build something truly unique

Castro to learn more about how her

Ground Up

would be the same individuals

extensive experience and notable

Although

that remain by her side as the

successes in a traditionally male-

of a dynamic firm currently

chief officers of her current

dominated industry provided her

revolutionizing the finance world,

venture. “A true team dynamic

with the insight and inspiration

she is in no way “new” to this

is one where all members are

to recruit and nurture a female

industry. Being a minority woman

invested in each other’s mutual

talent base that is now producing

in this space has presented a

Castro

the

CEO

myriad

challenges—some

no defaults. Capitalizing on her

range of cultures, ethnicities and

ability for predicting real estate

backgrounds united in seeing each

Castro has expertly navigated

trends,

other succeed.”

thanks to her natural business

underserved niche for real estate

acumen, ability to think outside

professionals needing access to

Castro recalls when her first

the box, and constant support

assets and financing for property

two employees came on board

from her hand-picked team of

acquisitions. This led her to found

during the creation of her first

dynamic

expected,

others

not—which

Castro

identified

female

professionals.

Genesis Auctions in 2011, creating

major venture, Genesis Capital

seasoned

entrepreneur,

the first technology driven real

over 15 years ago. Her current

corporate executive and fund

estate disposition platform for

Chief

manager, Castro has founded and

investor

sold multiple companies and is a

access to purchase distressed

recognized innovator in the United

properties and providing buyers

States real estate and mortgage

the capital to do so.

Officer, Brittany Starkey. These

ability to combine transactional

Attributing Success to the

what would one day become a

savviness

Team Dynamic

buyers,

giving

them

intuitive

risk

Whenever asked about her success

apart in the ultra-competitive

or what she has built, Castro

finance profession.

always starts with praise and credit to her team. She does not

Castro founded Genesis Capital,

feel that these successes are hers

LLC, one of the nation’s largest

but truly those of the team and

providers

money

the women that have been by her

loans, leveraging her expertise

side all these years, and the team

at deal structuring and client

they have currently recruited for

development

Aureus. “Aureus isn’t just simply

powerhouse

private

bank

made up of ‘women within the

Castro

finance world’” notes Castro.

borrower-centric

“Our company is comprised of

approach focusing on proactively

true female leaders that have

collaborating with her clients to

sacrificed

offer best-in-class loan programs

single day to make a difference.

that ultimately expanded the

These

company’s footprint nationwide.

scholars, fighters, heroes and—

She then led the sale of the

most importantly—supporters of

company

each other and all women. They

from

the

ground

instilled

private

January

create up.

Goldman

are

every

mothers,

stand out as a company, not only

Capital

for their strong female team, but

leader

as a true organization of partners,

originating over $2 billion in

colleagues, friends, and family

loans annually with virtually

that are representative of a diverse

became

Under

women

worked

her

leadership,

2018.

Sachs

and

Genesis industry

Brittney

Fairweather

was seeking just a part-time job along with now Chief Compliance

key leading entity in the finance

management strategies sets her

Officer,

Development

women helped push and build

finance industries. Castro’s unique with

Business

industry.

These

core

group

of women went on to recruit more

amazing

female

talent

and building a team that had inclusiveness at its core. Now, with Aureus as the crown jewel in a long legacy of companies that

Castro

established,

has having

successfully a

strong

female team is a unique element that empowers its employees to reach their full potential—as Michelle Czarnota, Construction Management Analyst at Aureus explains: “With over ten years of experience in this business, I have yet to come across a company with women leading in every sector, it is refreshing to see accomplished women in a male dominated industry. My role in construction management is ever evolving, consistently presenting new opportunities to learn and Aureus: Continues on pg. 48

June 2022 Originate Report 47

Aureus: Continued from pg. 47

grow in the business. Being a part of a groundbreaking company such as Aureus is a privilege as we revolutionize the real estate industry.” Castro truly believes that the interwoven

finance

and

real

estate sectors are the perfect place for young female professionals to explore their talents and be a part of shaping the future of these rapidly evolving industries. “I

would

encourage

women

from all backgrounds to not underestimate their potential for success in the finance world,” said

Left to Right: Jennifer Page-Peña (JPP), EVP of Operations; Roxy Ruiz, Director of Loan Operations; Trixy Castro, Founder & CEO; Michelle Czarnota, Construction Management Analyst;

Castro. “My passion is seeking

Stephanie Box, VP of Servicing Operations

out talents from all backgrounds

Not Pictured:

and using my experience to

Brittany Starkey, CCO; Brittney Fairweather, CBDO; Meghan Street, EVP of IT;

nurture and encourage them to be innovative trendsetters.”

Brandwyn Boyle, SVP of Marketing; Alena McCutcheon, VP of Human Resources; Megan Castleton, VP of Lending Operations; Cassidy Wallhorn, Marketing Relations Manager; Audrey Silver, Sr. Underwriter; Jolene Czarnota, Loan Operations Manager; Ashley Castro, Loan Officer; Patricia Diaz, Loan Processing Analyst;

That positive energy is inspiring

Megan Rankel, Loan Transaction Coordinator; Kristen Farhat, Sr Underwriter;

females to chase down their

Lorena Brown, Executive Administrative Assistant

dreams as part of the uniquely progressive group at Aureus. Just ask Loan Operations Manager, Jolene Czarnota, who has been involved in real estate in one way shape or form for 15 years ranging from small independent local builders, distressed real estate

open feedback. A place where

real estate fields—and is showing

employees have a clear sense

no signs of slowing down any time

of purpose, and everyone is

soon. With a forward-thinking

striving

same

and talented CEO at the helm of

objectives. When you hear about

a diversely talented team, it will

Aureus and our team you want to

be exciting to see what the future

be part of our success not just for

has in store for Aureus.

meet

the

disposition, conventional lending,

the financial gains but because

to private money lending who