Originates new mortgage loans within established investment strategy, including underwriting, pricing and preparation of investment recommendations. Networks with correspondents, borrowers, legal representatives of borrowers and various internal committees of Western & Southern Financial Group. Helps to identify markets, property types and investment parameters for new mortgage loan investments. Solicits new business by establishing networks and contacts within the industry and through the nurturing and growth of the mortgage servicing correspondent network. Negotiates loan applications/commitments, loan documents and related legal documents. Works with minimal supervision and is responsible for making an established range of decisions, escalating to executive-level management when necessary and updating executive-level management on a regular basis.
Responsibilities
Position Responsibilities:
Business Network
Servicing Correspondents: Oversees working relationships with various mortgage banking firms throughout the United States. Leverages personnel of such firms to gain information, and directs their borrower contact on loan servicing matters.
Loan Origination: Manages network of brokers and mortgage bankers within geographic region. Candidate filters inquiries, structures potential investments and quotes transactions through this network. This process requires customer service and relationship building as it is a network of entirely independent contractors working on a commission basis.
Borrowers: Develops strong working relationships with high-net-worth individuals as well as corporate CFOs during the mortgage investment process. Such relationships are a primary source of future referrals of investment opportunities.
Analyze Existing and Potential Mortgage Investments
Financial Analysis: Prepares detailed real estate valuation and other economic analyses.
Market Research: Conducts market research to determine comparable rent levels, vacancy, competition, development quality and historical performance in order to determine investment risk.
Due Diligence: Coordinates with Closing Coordinator, Legal Department and Construction Management in evaluating loan documentation, appraisal reports, physical inspections, environmental reports and escrow/holdback agreements.
Formulate the Mortgage Investment Structure
Risk Allocation: Structures deal terms to appropriately mitigate risk to the investor.
Pricing: Negotiates optimal yield in a competitive environment. Also develops complex models used for matrix pricing portfolio sale/acquisition.
Documentation: Prepares application/commitment, loan modification and loan participation contracts which govern transactions.
Manage Investment Process
Client Funding: Prepares investment recommendations for client review and approval. In conjunction with approval, prepares commitment letters and/or modification agreements for legal review and negotiates all terms and conditions. Coordinates closing process with assistance of Closing Specialist.
Client Portfolios: Formulates recommendations for collection of substandard accounts. Reviews annual portfolio summary. Assists with preparation of Quarterly Potential Problem Loan Reports, Weekly Watch List and Monthly Board Report.
Documentation
Negotiates, recommends for approval and/or processes through assigned legal counsel, all appropriate documents for a given investment including:
Loan Application/Commitment Agreements
Loan Modification and/or Extension Agreements
Loan Documents and Guarantees
Lease Analysis
Appraisal Reviews
Environmental Reports
Structural Inspections
Other Responsibilities
Performs other duties as assigned by management.
Qualifications
Selection Criteria:
Demonstrated experience independently handling a wide variety of complex commercial mortgage investments.
Proven strong negotiation skills.
Demonstrated ability to market and procure new mortgage loan business.
Proven ability to develop and run real estate analytical programs, using user-friendly software and/or programs written for specific applications. This should also include formulating multi-variable calculations.
Proven ability to clearly communicate both written and orally with executive officers, clients and customers, in a clear, focused, concise manner, while following proper rules of punctuation, grammar, diction and style.
Demonstrated prior experience, skills and knowledge in insurance, banking or other financial services industry.
Demonstrated working knowledge of mathematics and principles behind monetary transactions.
Proven experience in structuring numerous large commercial real estate loan transactions to minimize risks and maximize returns.
Proven working knowledge of respective fixed income markets and their impact on mortgage markets.
Demonstrated expert in review of P&L statements on properties, leases, appraisals, engineer inspection reports, borrower financials and Phase I environmental reports.
Proven understanding of due diligence requirements and required submittals for mortgage loans.
Proven excellent analytical skills – ability to understand, evaluate and model complex real estate transactions.
Work Setting:
Works in an office setting and remains in a continuous stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings.
Performs substantial movement of wrists, hands and fingers for continuous computer work.
Educational Requirements:
Bachelor’s degree in Real Estate or Finance; MBA in Accounting, Real Estate or Finance.
Computer Skills and Knowledge of Hardware & Software Required:
Proficient in Microsoft Word and Excel; Proficient in Argus.
Certifications & Licenses (i.e., Series 6 & 63, CPA, etc.):
None required.
Position Demands:
Willingness to travel (3-5 days/month). Typical travel includes social interaction and networking which extends into late evening hours.
Extended hours may be required when cyclical market conditions present a high volume of business opportunities. Customer service demands can require applicant to handle multiple transactions simultaneously without compromising attention to analytical detail.
