AB: What is the secret to your success? Why do you think you’ve been successful as a broker? And what can competitors learn from you?
GL: I don’t know if I’d call myself successful. What has worked for me, coming out of commercial banking, is always keeping a credit hat on. I spend extra time thoroughly pre-workshopping non-vanilla deals before they’re submitted. That upfront effort saves time later, reduces rework and creates a smoother experience for clients. There are plenty of resources at our disposal — bankers, BDMs, credit hotlines, even other brokers — and I make full use of them.
