Arbor Realty Trust

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Originations Analyst

Originations Analyst

ID 
2017-1209
# of Openings 
..
Job Locations 
US-NY-New York
Category 
Sales

More information about this job

Overview

Arbor Realty Trust, Inc. (NYSE: ABR) believes in building best in class talent from within through its entry level sales training program, Arbor Select.  The Arbor Select Program was established to develop and create a sales career path for Early Careers talent who have what it takes to become a Commercial Real Estate (CRE) Originator for a well-established niche CRE Multifamily Lender.  As a top GSE lender (#1 Freddie Mac SBL and top 10 Fannie Mae lender), Arbor is in growth mode and looking to grow its originations team with best in class talent. With a servicing portfolio of more than $15 billion, Arbor is a primary commercial loan servicer and special servicer rated by Standard & Poor’s with an Above Average rating.

 

For over 20 years, Arbor has been helping multifamily and commercial real estate clients achieve their financial goals by focusing on growing long-term relationships and conducting business as not simply another real estate lender, but a partner. We value our clients to such an extent that we are more comfortable calling them partners, and their relationships with Arbor are the foundation of our business.

 

The role of the Originations Analyst is to learn!  From industry knowledge, to financial CRE products, prospective and current borrowers and brokers, sales training, prospecting as well as learning how to originate multi-family and structured finance deals by teaming up and supporting more advanced Arbor Select OSA colleagues (Origination Sales Associates), the OA will be entrenched in the world of CRE lending. 

 

The OA will support OSAs in the structuring and preparation of loans for initial submission to the front end production team (Screeners, Processors & Underwriters) to ensure that each deal has the information necessary to expedite the screening process.  This includes research, analysis, detail follow-up and client interface to ensure that loan packages are complete. The role will also focus on facilitating and assisting in the management of direct lead generation through the entire loan cycle. Specific training, metrics, goals and ongoing support will be established to maximize growth leading to potential evolution into an OSA role within 24 months.  

Training will be provided in the following:

Product Knowledge

  • Term Sheets
  • Deal Sizing
  • Arbor Life of the Loan

-Sales

  • Cold Calling
  • Role Playing
  • Call Review
  • Systems – Salesforce, ALEX and Closer

-QC Training

-MBA and Reading Materials

  • MBA MF Site Inspection 2 day certification
  • MBA Life of the Loan
  • MBA Appraisals
  • Real Estate Principals Textbook
  • Real Estate Definitions
  • Smart Calling book
  • Cold Calling Techniques book

-Participation in UW and Servicing Site Inspections

-Shadow Screening, Processing, Underwriters to build knowledge and internal relationships

-Product Training

Responsibilities

 

The Originations Analyst will be based in New York City with periodic site visits to our Uniondale, NY and Boston, MA locations. You will have the following duties and responsibilities, including but not limited to:

 

  • Support Origination Sales Associates and Senior Originators, as necessary
  • Analyze and enter data from cash flow statements, rent rolls and borrower financial statements in order to determine a project’s ability to qualify for financing
  • Prospect and qualify new business sources
  • Track, qualify and follow up with assigned leads
  • Assist with managing OSA and Senior Originator’s pipelines of deals with internal personnel and customers
  • Presenting new transactions to Arbor’s Loan Screening group
  • Assisting Arbor’s Loan Processing team in collecting/reviewing due diligence and maintaining deadlines

 

As part of the Arbor Select Program, the performance of the Originations Analyst will be consistently assessed to determine potential for advancement to the next level position of the ASP, Originations Sales Associate (OSA).  This advancement will be based on, amongst other factors, the OAs ability to consistently demonstrate and display the key professional behaviors and tenacity associated with a sales career minded employee.  The following are the minimum requirements for advancement from OA à OSA:

 

  • Required minimum tenure of 18 - 24 months as an Originations Analyst, unless otherwise promoted based on other key factors that would ensure successful placement as an OSA
  • Full awareness and ability to articulate the value proposition of Arbor, it’s key competitive advantages vs competition and the CRE/GSE product lines and the fit for potential borrowers/brokers 
  • Have established relationships with the frontend processing teams and be capable of explaining the “Life of a Loan” and what it takes for a potential sale to become a loan
  • Must receive the recommendation for advancement to OSA by VP, Sales Program Manager, Arbor Select with approval by the COO.

Qualifications

 

Education: Bachelor’s degree in Real Estate, Finance or related discipline

 

Experience:  

Must have 1-3 years’ sales experience

Formalized sales training background required 

Experience in commercial or residential real estate preferred

Will consider finance, insurance, or financial advisor backgrounds

Knowledge/Skills/Abilities:

 

  • Natural relationship management persona
  • Assertive, competitive and a drive to delight customers and win business
  • Savvy and relentless follow-through
  • Excellent working knowledge of Salesforce, Microsoft Excel and Word
  • Strong analytical, organizational, written, and oral communication skills are necessary
  • Demonstrates ability to source and build a book of clients for long-term growth
  • Strategic thinker with entrepreneurial drive and passion
  • Positive attitude, hard worker, motivated self-starter, excellent interpersonal skills, creative, pro-active, well organized and detail-oriented

 

Travel: Up to 10%; depending on book of business

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