Building & Remodelor - Vol. 20, No 8 - June 2001 MAKING MORTGAGES ACCESSIBLE Michele Francis Directs Beechwood Capital By Regina Marcazzo

Prospective home buyers at Beechwood Organization developments like Country Pointe at Manorville will find on-site mortgage assistance from the formation of Beechwood Capital Company, LLC of Jericho. Under the leadership of mortgage expert, Michele Raab-Francis, the mortgage company opened its doors on March 22 and is looking forward to booking a projected $150 million in mortgages by year end.

"There's going to be representives on each and every job site. You're going to have a loan officer for each and every job. It's very uncommon," said Raab-Francis, explaining how builders will often juggle banks just to have someone there on the weekend. "This is a whole different scenario, " she said.

An affiliate of the Beechwood Organization, Beechwood capital Company, LLC will tap into the market, booking mortgages in Beechwood developments as well as others. The firm is a registered mortgage broker with the New York State Banking Department and all loans are arranged through third party providers.

The Beechwood Organization, which was formed in 1984 builds single, attached and detached homes on Long Island as well as two-family attached homes in Brooklyn and the Bronx. The company allows buyers to personalize their homes with a generous selection of pre-paid options and upgrades. Starting the capital business made a lot of sense. "We found that many of the mortgage companies we did business with were constantly being sold, bought, going out of business and so forth, and we have a pipeline of over 300 customers from our own organization coupled with what we believe will be other opportunities," said Michael Dubb. The Beechwood partner believes beginning Beechwood Capital provides both "tremendous opportunity" and protection.

Raab-Francis came with a great deal of experience. Her most recent position was as a loan officer at the former Roslyn National Mortgage Corporation. "The Beechwood Organization was my largest account at the time," said Raab-Francis, who is an expert on new construction lending. She was involved in the new company from the planning stage. "To me it was a perfect opportunity," she said, explaining that she was attracted to the "entrepreneurial" spirit of the new business and that she looked forward to the ability to be "a little more creative."

Beechwood Capital can custom tailor specific loan programs according to the needs of any given job site. "We are committed to bringing this company to a level of distinction in the real estate industry," Raab-Francis said. Courting the "other side" of the original loan is a big part of the company's target base. "With every one customer you have there has to be another. Never underestimate the value of a job well done, and never hesitate to ask for a recommendation," she said.

There's also a lot of enjoyment involved in the job as well. "The fun part is to see how many deals can you link together with one contract. That's the kind of entertainment that we have as loan officers." According to Raab-Francis, lenders were quick to respond as soon as they learned of the company formation. "It was amazing; the calls came in from top banks. It's because of the reputation Beechwood has in this industry," she said. Beechwood Capital will focus on the development of non-construction sources of business as well. The company will market itself to well-capitalized companies for relocation serving, as well as corporate affinity programs.

Running the day to day operations of Beechwood Capital, overseeing sales, handling existing clientele and originating her own loans are all part of a day for Raab-Francis. Over the next two months, the number of company employees will grow to around a dozen people with additional expansion expected.

Raab-Francis has a Bachelor of Science degree from Manhattan College and she has been employed by a number of financial institutions including American Home Mortgage and, Roslyn National Mortgage Corporation, where she was a member of the Presidents Club of Top Producers as a senior loan officer specializing in new construction from 1997 through 2001. She was a loan officer at M&T Mortgage Corporation in Huntington from 1994-1995 and she worked as a financial consultant for Shearson Lehman Brothers in Manhattan from 1985 to 1992 and at Oppenheimer Mutual Fund Group as a territorial sales manager in New York City and its environs from 1984 to 1985.

While her job is exciting and challenging, there's a lot more to Raab-Francis' day than running Beechwood Capital. She is a mother of four children, Mickey, 10; Caileen, 9; Bourke, 2 and Paddy, 4 months. Her husband, Arthur Francis, has his own construction business that involves excavation and drainage. A black Labrador, Max, is also a big part of their lives.

The Beechwood Capital director of sales and mortgage operations is able to juggle so many things because of a number of factors. "I've read a lot of books on time management," said the enthusiastic professional and mother, adding, "I have help at home and I have a very big support group of family."

She also believes its important for her children to learn to help themselves. "I enable them to do and be responsible and you'll find with that they're actually happier," she said. "My career is vital to their future and without it I can't give them what I want to give them in life." Raab-Francis runs five miles every day to relieve stress and her favorite thing to do during her spare time is to watch her children play. "They always will come first. You always find time as a mother," she said.

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