Roundtable: Technology, Marketing, Brokerage, Government Policy, Capital, Construction & Cyber Security in Real Estate with Andreas Senie


March 03, 2022 Andreas Senie Season 4 Episode 2 Roundtable: Technology, Marketing, Brokerage, Government Policy, Capital, Construction & Cyber Security in Real Estate with Andreas Senie
Show Notes Transcript

Join RoundTable Host Andreas Senie as he dives deep into the world of C-PACE Energy Loans with Anna Maria Kowalik. Anna Maria is responsible for business development and deal origination for Inland Green Capital LLC, a capital provider for commercial C-PACE projects and part of The Inland Real Estate Group of Companies, Inc., headquartered in Oak Brook, Illinois. In this role, she has been instrumental in closing the first three C-PACE deals in the State of Illinois and numerous others since Illinois' C-PACE Program inception in 2019; and cultivating relationships and deals across the nation. 

This bonus episode of the RoundTable included: 

Andreas Senie
Host, Founder CRECollaborative 
Non Profit & For Profit Business Technology Transformation Champion
CRETech Thought Leader, Founder & Brokerage Owner 

Your comprehensive all-in-one view of what's happening across the real estate industry -- straight from some of the industry's earliest technology adopters and foremost experts. Join us live at 6 PM EST on the 1st Thursday of each month, across all major social media channels and wherever you get your podcasts. This three-part show consists of:
Part I: Introductions and what's new for each panelist and the business sector
Part II: Sector Focus on the past month's most prominent news and paradigm shifts
Part III: What does all this mean for real estate businesses, and what you can do for the next 30 days

Join us as we dive deep into Technology, Marketing, Capital, Construction & Cyber Security trends affecting your business. 

#datadrivenbusiness #businessmanagement #commercialrealestate

CRECo ai RERT_02-17-22

[00:00:00] Andreas: welcome back to a, another real estate round table. I'm your host and Andreas Senie founder of real estate, brokerage owner, and third generation real estate developer. For this segment, our first of its kind, we are talking with Anna Maria from inland capital green capital, and that you would bring her on in, uh, we'll do introductions in our true show format three segments versus introductions.

The second is going to be the who, why and what Anna Marie, uh, as it relates to green lending nonprofit work, and really how you got here. Welcome and thank you for 

[00:00:55] Anna Maria: joining us today. And it's Anna Maria, Maria. 

[00:01:01] Andreas: Uh, I know you've been a guest on Jim's show before. Believe it or not. He said my name wrong, bro.

That was on every month and he just, it was a, it was a mental block. So I do apologize there, but as is our format, if you would go ahead and introduce yourself, you do it best. Um, I know you as a foremost expert in green energy for our friends name. And I'm really looking forward to diving deep into this sector with, 

[00:01:30] Anna Maria: well, basically I have the role of a senior VP, a director of business development for inland green capital.

And I've been with the company almost four years now. Um, actually, you know, the pace industry, uh, property assessed, clean energy across the country. It's fairly new. It's less than, um, 11 to 12 years. Uh, so basically, uh, the first deals were closed at the end of, uh, 2011 into 2012. So when you consider, uh, it's a novice industry and we're, um, I'm just very excited to be a part of it being impactful.

Um, being able to. Uh, change the, the climate and, and, uh, energy savings of, from project to project, uh, one project at a time. So, uh, I'm just thrilled to be in this industry. And, uh, and I think you have to love what you do in order to, uh, do it somewhat decently well, 

[00:02:36] Andreas: Uh, absolutely. And they, for those tuning in, for the first time, the, the pace program itself, uh, and even now in, in, in our industry and every industry.

The focus on profit and impact together, how to we make a impact on our world while making a profit, hopefully when we can do those and together in tandem, in alignment even better. So what is the, what is the CPS program for those that don't know overall? 

[00:03:03] Anna Maria: How does it work? So basically it's up to a hundred percent financing, which is.

Just in and of itself huge because, uh, you know, you're not going to find that in any conventional lending product, uh, of course there are limitations, you know, there are loan to values that need to be met. Uh, you know, it's, it's not just free a hundred percent of money, but, um, uh, it does cover. Any, uh, it's fixed rate long-term financing for any energy efficiency kind of, uh, project, uh, such as HVACS, or maybe modernization of elevators or, um, even new windows or, you know, Building envelope types of, uh, projects, uh, as well as renewable energy projects, such as solar geothermal, uh, you know, you name it and as well as, uh, Uh, electrical vehicle charging infrastructure, uh, to be able to support the coming evening movement and, uh, as well as resiliency, uh, in, in many parts of the country, um, and resiliency can take many forms, uh, not just talking about, um, Earthquake and, uh, you know, any kind of seismic activity or flooding, uh, but also simple things interior wise, such as, uh, air purification systems and things of that nature.

So, uh, especially since the pandemic, those kinds of resiliency items are becoming, uh, uh, more and more common and coming to the fore because of, uh, wellness issues and, uh, That with buildings. So I think it's just such a great encompassing product that, um, you know, provides a lot of, uh, benefits to the commercial property owner who decides to undertake it.

Um, and those benefits include transferability. Of the loan product, uh, because it's underwritten on the property itself. So it's the value of the property. That's the most important, um, uh, key, uh, measure here and as well as, um, you know, it, it, it's on the, uh, It's repaid through the special assessment mechanism.

Uh, so whether it's directly on the tax bill in some states, or, uh, aside from that, uh, as a special assessment contract, uh, it is, it stays with the land. It runs with the land and real estate terms so that, um, you know, uh, uh, an owner can do an improvement. Sell the property and, uh, literally walk away non-recourse uh, and it passes along.

So it's a, it's a very, um, uh, like I said before, encompassing, but also a flexible type of, uh, financing that you, you can't see anywhere else. 

[00:06:24] Andreas: Wow. So, and, and I'm gonna lean on your 23 years of experience as a property manager, as well as the 35 or 38 retail properties over 3.4 million. Oh yeah,

[00:06:40] Anna Maria: that's right. 

[00:06:41] Andreas: So 

[00:06:41] Anna Maria: when a new retrofit new construction in this industry, what's allowable, uh, adaptive, reuse, all of that. I've touched it in some way along in my career. And I'm very used to working with contractors with, um, municipalities. Uh, I've had a lot of, uh, real, uh, relationship connections, uh, across the board.

And so that, that certainly helps me in my current position. 

[00:07:09] Andreas: Absolutely understanding the needs. So you can, you can, uh, explain the financing options is a, is a key element, right? And the relationships and the experience to really, to call out any flags ahead of time. We know this will work or won't work because you've been there.

You've been in the trenches, so to speak. Uh, what is some of the most common usage you're seeing now? You mentioned, you know, post COVID HVAC systems, right? Air filtration, things of that nature. If I heard you correctly, that means I can come to you. And as part of an overall project to renovate my building, including let's say a touchless century nature system, can I do the touch with century?

Can I install that type of system on this type of. 

[00:07:51] Anna Maria: So, uh, a touchless entry we haven't tested yet, although I'm sure there are applications under the resiliency, however, uh, building control systems have definitely been tested. So, uh, those are the kinds of things that save energy. There always has to be an energy savings component to it.

Uh, so that, uh, not only are you saving dollars. But also kilowatt hours or therms, uh, uh, and, and an energy audit, uh, is typically done as part of the financing process. So it is important to, um, uh, to look at that component of it. So certainly. Building controls, uh, like when you enter into a room and the lights automatically come on and then when you leave, they shut off.

And, and the same thing with HPAC system controls that work the same way. In fact, we just had. Installed recently on, um, uh, one of the major deals that we closed last year with, uh, the Drake Oak Brook hotel and, uh, Oak Brook, Illinois, uh, where they did, uh, a compilation. Various types of energy measures, but it included these building control systems and for a hotel that's very important to not be wasting energy in our room all day long when no one's there.

[00:09:28] Andreas: Absolutely. When I was in India, my card, and this was a decade ago, my hotel room card was actually, I would come in the room and I'd have to stick it into a holder slot. And that would turn the power on for the. So that way there was zero waste. Yeah. You know, the bigger, the less ways, the better your bottom line.

And you're being impactful back to the earlier statement. How do we be impactful while being prof profitable? What type of limitations are on the program? Is there a dollar amount limitation? It any, any class of real estate non-AP. 

[00:10:03] Anna Maria: So, uh, for C pace, which is commercial property assessed, clean energy, and, uh, that is the prevalent product across the nation.

Um, uh, because it's a, uh, debt instrument that's repaid via the special assessment mechanism via taxes, uh, holds the same, uh, li. Uh, position as the tax bill. Um, it has to be legislated from state to state because every state's tax laws are slightly different. And you were going to ask a question maybe. 

[00:10:39] Andreas: No.

Uh, the first position with taxes was, was, it was interesting. Yeah. Yes. 

[00:10:45] Anna Maria: And so, you know, mortgage lender consent is required as a result because of course the mortgage doesn't subordinate to anything except Texas. Right. So how do they consent to S uh, the C pace loan when it becomes a part of that tax lien?

First and foremost, you are. Uh, improving the, the bank's collateral, uh, you know, at, uh, at no additional cost to them, uh, as well as there's is an accelerating product, whereas C paces not. Uh, so. Uh, for example, uh, let's say in a worst case scenario where there's a, uh, and this is just in very simple terms, because this can get into the weeds and extremely complicated.

I call CPAs the, the, uh, simplest, most complicated product out there. And, and so it's, it's very, very basic, but there's a lot of backend, uh, stuff that goes on. And so, um, in the scenario of, uh, A bankruptcy or foreclosure of a property, some kind of default nonpayment of the taxes and therefore of the, the special assessment.

Um, the, the entire loan for the C pace financing does not come from. Uh, only that which is currently or past due on the taxes at this particular point in time would be all that comes before the, the mortgage. And so in that sense, uh, it becomes a more palliative. Product for conventional lenders to approve.

And so a mortgage lender approval, I would say is first and foremost, because that could make or break the deal. Um, you know, in, in most cases we find that we're able to assist the commercial property owner and help their mortgage lender understand, uh, how this works and then they're not so opposed to it.

But there's that occasional holdout. Uh, and when that happens, then the C pace financing, isn't going to work along with that. Uh, there's that energy assessment component. And so we wanna make sure. Yeah, there are energy savings, uh, that there is some kind of, uh, impact environmentally to it, which is why green is in our name.

And, uh, and we have, uh, you know, that, uh, we have that goal it's, uh, it, it helps, uh, the commercial property owners come to, uh, their ESG goals individually as well. And so, uh, kind of win-win across the board. But another limitation would be, um, each state has different loan to values calculations. So, uh, for example, here in the state of Illinois, uh, which is where I reside.

And so, uh, we'll talk about that. Uh, the, um, loan at the pace loan to the value of the entire property, uh, can not exceed 25%. So if you'd have a million dollar property, you can do conceivably up to $250,000 in finance. 

[00:14:23] Andreas: So if I may, if I don't own the property yet, at what deal stage can the base loan getting to come involved?

Because you just said 25%, that's a significant chunk on the, on the capital stack, uh, you know, your equity and otherwise. So where do people typically bring you in or. Can I bring, 

[00:14:44] Anna Maria: so it's funny. So on. Um, so the, so it works different ways with different products. So if you're doing just a retrofit project, uh, you've owned the property, or even if you're buying a new property, it would have to happen.

You know, with full consent of the current owner and their current mortgage lenders. So, uh, we would have to come in if, if someone's buying an existing property and then going to renovate it once they've bought it, we have to wait until they've closed on the property and we'd come in after that. Um, if instead, uh, You know, they've owned this property, they're just going to improve it.

We can give up to the full, if that's all they're doing is energy efficiency, upgrades. We can do up to a hundred percent financing if they are under 25% of the total property value. And, um, When it comes to new construction. On the other hand, the sooner we're brought in the better just to fill the gaps of that capital stack.

Um, we typically would replace the, some of the higher, um, uh, interest, uh, products such as mezzanine financing or a construction loan. Um, you know, we could take some portion of that because. Any energy efficiency components are those, which we would, uh, you know, look at funding as fully as possible. Um, and.

You know, we can replace some owner equity as well. However, there are always going to be restrictions by the, uh, primary lender, uh, in a new construction scenario and, and, uh, we, um, the C pace and would never, uh, go beyond what the conventional lender requires. And, and so they, they might require.

Twenty-five percent of, uh, of, uh, owner equity or 20%. Um, we could replace a portion of that, but we still need the owner to have some skin in the game. 

[00:17:12] Andreas: That's what I was going to say. You can't, you're not the route to not having skin in the game. Right. But you, you are the route to maybe getting the deal done because there there's a 10% gap.

There's a Delta. Um, which has any developer will tell you, there's always a Delta that they could do better, uh, cost of money. Uh, so they'll know this, this has fantastic. So driving clean energy investment, you know, providing this impact for these owners, what type of, uh, draw down is there on the program?

How do you, how are the funds released? I mean, what does that look like? 

[00:17:46] Anna Maria: Two is very flexible and it's dependent. I always like to say. There are two components to every project or every deal, a property and project on the property level. You know, it, every property is so different from another it's very individual.

Every project is different dependent on the property. You put the two together, you get a third entirely different animal. So, uh, one of the things about, uh, financing and the C pace industry is, uh, that every deal is considered on a case by case basis. For the most part, I mean, there are some things that are, uh, you know, allowable across the board, uh, but.

Uh, you, you want to take a look at the individual project and what it's doing, what it's offering. And, and so basically, um, you know, you would have to, uh, see what the needs were. If it's a project in process, uh, you know, There might be, if the financing gets done in time, there might be draws just like construction draws, uh, what would happen?

Um, if instead, you know, uh, most of the work has been done before the PRA uh, the, the financing comes to fruition. Then we might pay out, um, at the entire amount upon closing. Uh, sometimes the mortgage lenders will have certain restrictions of escrowing. And so, you know, uh, that's another thing to consider.

So it's, it's really an open and flexible program. And I just thought of, uh, another thing that you, uh, had asked pardon me, if you know, I, I get to talk even I get so passionate about pace. Uh, Sometimes my mind goes. But, uh, you were asking about what kinds of projects are, uh, allowable or what is allowable under commercial pace?

So, uh, commercial is any kind of income, uh, producing property. And so basically, you know, Office, uh, retail, industrial, um, and, and even multifamily, uh, if it's five units or greater, and typically, you know, one owner least, uh, uh, kind of scenario works best, but, um, all kinds of, uh, unique, special use, uh, types of projects, including nonprofit.

Organizations, um, even though they typically don't pay taxes, if, if they show the ability to, uh, be able to accept a special assessment on the property, uh, that works, uh, you know, so, uh, you know, we do everything from self storage to, um, uh, there are agricultural uses as well. And, and so it runs 


[00:21:02] Andreas: game.

So the C pays commercial pace programs for income producing properties, all classes with some special exemptions, maybe. Uh, but as we talk about that, you said office and retail and how can I, so I have a new tenant coming in triple net. And, and I need to retrofit significantly. I'm going to put money in.

Can I share that cost and benefits straight through to the tenant? How does 

[00:21:27] Anna Maria: that work? 8:00 AM in most cases? Yes. So, so the simple responses, yes. I've noted it from my property management days that. Uh, some leases may exclude special assessments, uh, being passed through on the tax bill. And so, uh, that is one scenario perhaps in which it would not work.

So we always tell our, um, uh, owners during the process to ensure that the lease is taking on a greater expense 

[00:22:06] Andreas: as any other would understand. Just like the cost of money, right. If we can offset it and pass it, we will as developers and 

[00:22:14] Anna Maria: the whole concept of seat, uh, pace in general is, is that the increased, uh, loan amount while they, you know, because you're putting a loan out.

It's an automatic increase of expense, but it's offset some water to the most part by the energy savings. And, and initially in the, in the first few years, it will also have added a savings when it comes to, uh, the operating expense, uh, for repairs and maintenance from, you know, instance installation of a new system.

And, uh, and so it just has a lot of benefits. Um, Uh,

[00:22:58] Andreas: throughout the life cycle of the, of the real estate of the asset and the, you know, I was just listening to, I think, uh, Harvard business review was talking about how Walmart seven years ago, eight years ago said we're going to put solar panels on our buildings and it was not affordable that the technology wasn't where it is today.

And presumably if I have my building, you know, 10,000 square foot building and I put solar panels on.

[00:23:26] Anna Maria: And so it, you know, it's wonderful. Um, Uh, paces. So again, I'm going to say it's flexible. It's, it's very, open-ended, uh, in a lot of different ways, uh, you know, some states try to really, um, legislate it, uh, almost to death that, you know, uh, putting so many different restrictions, but the original concept of pace was to, you know, even be encompassing of, uh, technologies that may not exist.

And, and that, you know, uh, as they come about, uh, as long as they are, uh, creating the energy savings and having that impact on the environment would be eligible. So 

[00:24:10] Andreas: really having you on as an owner, as an investor's developer, having you on speed dial, whenever there's a consideration for that project, when I'm building my capital stack is the first call.

And when I, when I own the. Anytime I'm bringing in a new tenant, the tenant, or there's a large capital CapEx improvement expense that I'm about to undertake again, calling and saying, Hey, here's my last, what can we do if, and, uh, and as far let's say I get, I get a loan from you tomorrow. Um, three years down the road here on my 10,000 square foot building, and now I'm going to do something else.

Something else comes along and now these windows will transform the sun into heat in such a way that. Can I get, can I stack the loan one behind 

[00:24:54] Anna Maria: the other? Yes, you can. And, uh, it all, uh, It's possible. It depends on at that point in time, what the loan to values are, you know, and, and of course, um, I I'd be remiss if I didn't mention that combined loan to value together with any outstanding encumbrance mortgage, you know, uh, cannot exceed, uh, up to whatever the, um, A capital provider sees as their risk level, inland green can go up to a hundred percent, uh, combined loan to value.


[00:25:33] Andreas: I've got to ask, is there any provider that, you know, No way not going to happen, or is that an unfair question that we can't answer on this call? 

[00:25:42] Anna Maria: No. No. Uh, it's just that sometimes, and maybe even dependent on the deal we might require, uh, only up to 90% of that, uh, that valuation again, like I said before, From deal to deal, things can change or, you know, because it's all dependent on, uh, the quality, the nature of the property and, and the project.

[00:26:08] Andreas: So going back to traditional finance, I have a relationship with my bank, a couple of lenders, excuse me. A couple of lenders. Couple of investors got a track record. They love me, which means money gets to me faster. Right? It's approved. It's more likely to be approved for the CPS Perez program. How long does it take to do that?

Just to get your first one done. And then once you build that history, does that shorten, does it get you? Oh, 

[00:26:34] Anna Maria: absolutely. I noticed that, uh, each deal becomes easier and quicker as it goes along. Uh, the first ones are always, you know, a learning curve for all the parties involved and, and like I said, there are those uncontrollables of the energy audit, the mortgage lender consent.

Yeah. Uh, another, uh, uh, you know, uncontrollable eyesight is the owner themselves, how organized are they with their paperwork and, uh, you know, meeting all the, uh, uh, uh, substantiating documents requirements. Um, and, uh, and so every step of the way is impacted by these things, then, uh, Uh, close to the tail end, then you've got the, the documents and.

No lawyers need to stay in business. And so, you know, everybody has to have everyone look at the documents and make sure that everything's flowing appropriately and, uh, God bless them, you know, for that kind of work that they do because it's, you know, it can get very, uh, Uh, tricky. And then, uh, the governmental authorities who are the ones who are partnering on the assessment contract and, uh, whether or not they're doing the servicing or the capital provider is doing the servicing.

Um, you know, there's, uh, there are many different things to consider on that end, too. So I've seen deals. Um, you know, typically we, we say. Most deals can close within, uh, 30 to 90 days. Uh, It, you know, just like any other financing, uh, would take, um, I've seen C paste deals as long as I've done one in just a Brie weeks.

So, um, so it all depends on, uh, you know, all of these many different factors and how they interplay with one another. 

[00:28:48] Andreas: So. As talking about factors. Is there any regulation or any chance of this going away at a federal level or are you seeing bigger? Buy-in bigger awareness just because of this generational shift on 

[00:29:01] Anna Maria: yeah, it's growing, it's definitely growing across the nation.

So, uh, I believe like 39 states are now, uh, uh, if not fully legislated on the way. And there are several others still considering, uh, Yeah, there are at least 27 programs, uh, within each of those states. Um, uh, well, not individually 27 programs across the 37th state or 39 states. And, uh, and so basically you need to have a program in place to be able to facilitate that transaction.

Between the deal stakeholders and the governmental taxing authority. And then, you know, uh, providing a smooth process green, we are able to, uh, finance anywhere. There's an, uh, there's a state enabled legislation and there's an. Program. And, and sometimes we go in and we have to, uh, uh, also create our own little programs in order to get things going.

You know, 

[00:30:10] Andreas: it was going to be my next question on how many states does inland service and how, and it sounds like anyone can call anywhere in the us. And if it's, if it doesn't exist and Lynn would champion a program to get it done for the right deal for the right person, 

[00:30:26] Anna Maria: Potentially. Yes. And it all depends, you know, on a lot of different factors and, uh, you know, because sometimes it's, it's not possible without a boots on the ground, you know, but, uh, we do our best, 

[00:30:41] Andreas: well, I mean, it, it's always interesting to learn about how I can save money.

Bar none and reduce my, my capital costs, uh, as well as, as, as I said, you know, driving that impact as you pointed out. It's now on to the, and we rolled right through it. We introductions went right into talking about what you do because we're passionate and then you're passionate and then it comes through, uh, how and why do people reach out or when can they reach out?

How should they reach out to you to talk about this program? 

[00:31:16] Anna Maria: Oh, well, you know, F everything is so, uh, uh, Internet related today. Uh, you know, uh, people can just go to the website first and foremost, um, you know, reach out, uh, to us, uh, to capital providers across the country because it's very important, uh, uh, work that we do.

And certainly inland green capital campaign. Every deal out there and there are more than enough deals to go around for everyone. And so, um, you know, we, uh, we do like, uh, the open market, uh, concept and, uh, as far as capital providers, uh, as far as, uh, contractors, uh, making this available to as many commercial property owners, you know, I like to say that, uh, C pace.

Equitable kinds of programs out there. Um, since we are not particularly, uh, Underwriting the property owner, but the property itself, uh, there are so many opportunities out there to improve, uh, properties, uh, in neighborhoods that are sometimes neglected. And, and so, uh, There's an affordable housing component as well.

Uh, HUD in, uh, across the U S is beginning to accept, uh, uh, the CPS product as a partner. And, uh, so there are lots of opportunities opening 

[00:32:52] Andreas: up. That's very interesting. So apartments, everybody knows last year, apartments are our building area. Right? So how. Changing your CPAs will now be available early on the call.

You said any commercial income property, but affordable housing, you're talking 40 B development deals 

[00:33:10] Anna Maria: go. Yes. So I'm dependent on the considerate as part of the capital stack. Uh, you know, it can, it can vary, but, uh, HUD has issued, uh, Uh, a statement, uh, that they will partner with C pace. They will approve it.

Uh, in most cases on a state-by-state basis, then it has to be handled with the regional office. There has to be, uh, a letter of determination, uh, by. State's attorney general and, and there, it could take a little longer to get a deal, uh, with HUD done. Uh, but they're coming around also nationally. Um, there is a Fannie Mae and Freddie Mac are, are taking a look at C pace as well, uh, across the nation.

Um, you know, only, uh, four states. Out of the 39, uh, currently have a residential pace program. And so, uh, that is, uh, another upcoming sector, uh, across the nation. Uh, as, as time progressed. So, 

[00:34:29] Andreas: and just to only because you brought up residential, I wasn't going to do it, but to dispel any fears here, there, you know, residentially, there was talks about these programs.

They come in, you get, you get a free solar pill, uh, and it's not free. It costs, it could cost you because the person providing that loan and that type of financing, that green finance. Sorry, it goes also green as they sell it. Uh, you know, the guy qualifying is the contractor. This is the opposite of that.

This is the most stable way to reduce your costs. I'm hearing you correctly in a green way to be impactful. 


[00:35:02] Anna Maria: it is. I would certainly, uh, Qualify it 

[00:35:07] Andreas: as well. And, and the, with your background, that's no small thing. So that that's, that's a, that's a great, great applaud. And if my lender, if I call my lender and he doesn't know about pace, everybody should know of guessing.

[00:35:22] Anna Maria: I'm sorry. I missed that because you froze up just a little 

[00:35:26] Andreas: bit. If I, if I call my lender and Eddie, I asked him about pace and he goes, So, is that possible today? Oh, 

[00:35:35] Anna Maria: absolutely because it is such a new industry that a lot of people still don't know about it. That's why I'm very big on promotion of an education of, uh, because that's the only way the word is going to get out.

And, and that's why, um, You know, although the person who has the relationships, so the commercial property owner has the best relationship with his lender. As, uh, we always ask that they start the conversation first and we can always give them backup, uh, in the way of printed materials or a copy of, uh, uh, a sample blank lender consent form.

But then we can be. Conversations that the lender will understand. And so, um, we have, uh, uh, a team of, uh, area. So, uh, I, you know, I think we do a pretty good job of that. I would say probably 98% of our deals have closed, uh, when, once we've received lender consent. Um, and, and maybe there have been, you know, just one or two that have refused.

So that's 

[00:36:55] Andreas: pretty good. What does that look like in dollar volume? Just to, as a, an idea? 

[00:37:00] Anna Maria: Well, uh, you know, I, I, haven't taken a look at that, uh, lately, because I am, so I am so consumed with, uh, promotion and education and getting out there and, uh, the business development aspect. And so, uh, my, my expertise is a little bit in, in different areas.

[00:37:20] Andreas: A fair point and unfair question, lovey, really backtrack and say 

[00:37:26] Anna Maria: across the nation. I can tell you in the history now of see pace, and this is thanks. Uh, thanks to our, uh, The tedious

case Alliance. Uh, we, we do have, uh, stats out there that say that over a $2 billion in just commercial pace alone have, uh, have been, uh, financed over the. Uh, 10 years, uh, as well as, you know, created, uh, over 1800 jobs, uh, nationwide and, um, you know, Yeah, just a wonderful, uh, you know, great program that is growing by leaps and bounds.

And we see an almost geometric progression, uh, of growth. Uh, once a CPS program is established, uh, it just doubles and triples every year after that. And so it's, it's been great. 

[00:38:31] Andreas: So doubles and triples. So the 2 billion, 10 years. How much of that was in the last, let's say two years, 

[00:38:40] Anna Maria: a good majority of 

[00:38:41] Andreas: majority of it.

So it's just expanding. It's it's a compounding. Good. You're doing by pursuing this. 

[00:38:49] Anna Maria: Yeah. In, for example, in New York, a hundred dollars pay steel was, was done not too long ago. And so, uh, the, the industry itself just keeps growing. I 

[00:39:03] Andreas: love it. It's all wonderful. I, and I think you are right. We can talk about it in detail forever, but really it's up to the people listening and the PR the industry itself now to, to call and ask, I've got XYZ.

How can I, how can I be more impactful and intentional in my ownership to create a better, better worlds, create jobs as well as, you know, cost of money goes down and it's good profit. And it. In alignment, which, Hey, they haven't even figured that out for car batteries yet, but they're trying 

[00:39:38] Anna Maria: well. And, and, and even I I'm noticing in the solar industry, because we we've done quite a few, uh, solar projects, uh, the technology's always changing, uh, and, and, uh, you know, uh, I'm sure we're going to see more and more change and more and more opportunities for pace in the years to come.

[00:39:58] Andreas: I love it and they will be here. We're going to talk more about that on our next show. If you'll join us monthly round table with our other co-hosts, is that all being said? Uh, thank you for joining us today and sharing some knowledge. And can we talk you back to talk more? About the overall grid initiatives and your work non-profits uh, I mean, it's truly a pleasure speaking with you as far as reaching out, it'll bring

No, it lives group So it 

[00:40:34] Anna Maria: is, it is actually www dot inland green capital. 

[00:40:41] Andreas: That's what I thought. Yes. Okay. Uh, well that's 

[00:40:45] Anna Maria: my email address is. Anna Maria dot koala as spelled out.

[00:40:54] Andreas: All right. Thank you again at a Murray for joining us and spreading this message to our listeners, to the industry, and really just being a driving force for good. That's all for this segment of the real estate round table with special guests on a Murray. Co-op that say that right that time? I think I did find me, Andrea SW Sani at Twitter online and all your social channels where you can always reach out to this crackly I platform or direct 2 0 3, 3 0 7 2 2 42.

And I look forward to seeing everybody next time.