More Lenders, More Money.

Competition for retail lending is fierce. Existing lenders have fistfuls of dollars to hand out as new players with equally large treasure chests try to gnaw away at their market share. This trend is reflected in our Lenders Survey, which loosely ranks this country's top direct lenders and intermediaries. Consider it a work-in-progress — an attempt to update our first lenders list published in April 2002.

To perfect the rankings, we will need your help. Please send us any additions or changes, including year-end totals so we can have comparable numbers for all firms. Some would only provide total lending at the end of the third quarter, rather than estimates for the full year. That means rankings could change when the final 2004 numbers come in.

Looking Back

In 2002, the top-ranked direct lender, Morgan Stanley (which didn't, along with other leading lenders, respond to repeated requests this year) expected to provide $5 billion in retail financing for the year, a paltry sum compared with the almost $34 billion Wachovia projects it will lend this year. In fact, our top five respondents all should exceed the $5 billion mark. Retail lending is hot. It grew 27 percent through the first three quarters of 2004 compared with the same period last year, according to the Mortgage Bankers Association. (See story on page 20.)

The survey also indicates that the landscape is shifting west — from Wall Street. Where big New York banks dominated the 2002 list, top lenders now are diverse firms across the country.

The gap between surveys meant that we had to start from scratch again. We made every effort to contact the top players, though some did not return their questionnaires by press time. Still, the overall response was overwhelming. (A partial list of contributors is on page 46.)

Our 2004 rankings were compiled using Primedia Business' research capabilities. Lenders were encouraged to fill out an online survey, or fax us a form answering questions. According to their responses, we made our best attempt at ranking them.

To assure that the most accurate rankings are available on our Web site, retailtrafficmag.com, please send your latest numbers to me, at bkarlin@primediabusiness.com. Thanks for your help.

2004 Top Direct Lenders

  1. Wachovia

    301 S. College St. Charlotte, NC 28288

    Fax: 704-715-0047

    URL: www.wachovia.com

    Top officer: Bill Green

    Top financial officer or commercial mortgage lending officer: Brett Smith

    2004 loan production estimate: $33,780,970,000

  2. KeyBank Real Estate Capital

    127 Public Square Cleveland, OH 44114

    Phone: 888-539-2221

    URL: www.key.com/realestatecapital

    Top officer: George E. Emmons Jr.

    Top financial officer or commercial mortgage lending officer: E.J. Burke

    2004 loan production estimate: $13,800,000,000

  3. GMAC Commercial Mortgage

    200 Witmer Rd. Horsham, PA 19044

    Phone: 215-328-4622

    Fax: 215-328-1976

    URL: www.gmaccm.com

    Top officer: Robert D. Feller, CEO

    Top financial or commercial mortgage lending officer: Wayne Hoch, EVP, Finance

    2004 loan production estimate: $13,363,076,322

  4. Bear Stearns & Co. Inc.

    383 Madison Ave. New York, NY 10179

    Phone: 212-272-7918

    Fax: 212-272-7047

    URL: www.bearcommercialmortgage.com

    Top officer: Christopher Hoeffel, Senior Managing Director & Jeff Taschler, Senior Managing Director

    2004 loan production estimate: $6,200,000,000

  5. Prudential Mortgage Capital Co.

    100 Mulberry St. Newark, NJ 07102

    Phone: 888-263-6800

    Fax: 973-367-8210

    Email: pru_mortgage_capital@prudential.com

    URL: www.prudential.com/mortgagecapital

    Top officer: David Twardock, President

    Top financial or commercial mortgage lending officer: David Durning, Managing Director, Originations

    2004 loan production estimate: $5,581,000,000 *3Q

  6. TIAA-CREF

    730 Third Ave. New York, NY 10017

    Phone: 800-842-2733

    URL: www.tiaacref.org

    Top officer: Herbert Allison

    2004 loan production estimate: $2,600,000,000 *3Q

  7. ARCS Commercial Mortgage

    26901 Agoura Rd., Suite 200 Calabasas Hills, CA 91301

    Phone: 800-ASK-ARCS

    Fax: 818-880-3300

    Email: info@arcscommercial.com

    URL: www.askARCS.com

    Top officer: Howard Levine, President/CEO

    Top financial or commercial mortgage lending officer: Holli Leon, EVP Loan Production

    2004 loan production estimate: $2,100,000,000

  8. Archon Financial LP

    600 E. Las Colinas Blvd., Suite 450 Irving, TX 75039

    Phone: 800-710-7616

    Fax: 972-830-7698

    Email: info@archonfinancial.com

    URL: www.archonfinancial.com

    Top officer: Roddy O'Neal, Co-CEO

    Top financial or commercial mortgage lending officer: James Conway, Co-CEO

    2004 loan production estimate: $2,100,000,000

  9. BankAtlantic

    1750 E. Sunrise Blvd. Fort Lauderdale, FL 33304

    Phone: 954-760-5355

    Fax: 954-760-5554

    Email: jchiger@bankatlantic.com

    URL: www.bankatlantic.com

    Top officer: Alan Levan

    Top financial or commercial mortgage lending officer: Marcia Snyder

    2004 loan production estimate: $1,200,000,000

  10. GE Commercial Finance Real Estate

    292 Long Ridge Rd. Stamford, CT 06927

    Phone: 888-GE-FIRST

    Fax: 203-357-4475

    Email: elead_gere.usa@ge.com

    URL: www.gerealestate.com

    Top officer: Michael E. Pralle, President & CEO

    Top financial or commercial mortgage lending officer: Jonathan Kern, Chief Investment Officer

    2004 loan production estimate: $1,000,000,000

  11. Imperial Capital Bank

    888 Prospect St., Suite 110 La Jolla, CA 92037

    Phone: 858-551-0511

    Fax: 858-551-0625

    Email: ktobin@itlacapital.com

    URL: www.imperialcapitalbank.com

    Top officer: George W. Haligowski

    Top financial or commercial mortgage lending officer: Maria Kunac

    2004 loan production estimate: $795,000,000

  12. Bridger Commercial Funding

    100 Shoreline Hwy., Suite B-100 Mill Valley, CA 94941

    Phone: 866-331-3220

    Fax: 415-331-3390

    Email: info@bridgerfunding.com

    URL: www.bridgerfunding.com

    Top officer: Robert S. Schonefeld

    Top financial or commercial mortgage lending officer: Gregory S. Saunders

    2004 loan production estimate: $550,000,000

  13. KBC Bank

    125 W. 55th St. New York, NY 10019

    Phone: 212-541-0778

    Fax: 212-541-0740

    Email: declan.meagher@kbc.be

    Top financial or commercial mortgage lending officer: Declan Meagher

    2004 loan production estimate: $425,000,000

  14. RockBridge Capital LLC

    4100 Regent St., Suite G Columbus, OH 43219

    Phone: 614-246-2400

    Fax: 614-246-2481

    Email: gkfreytag@rockbridgecapital.com

    URL: www.rockbridgecapital.com

    Top officer: Ronald Callentine

    Top financial or commercial mortgage lending officer: Stephen Denz

    2004 loan production estimate: $325,000,000

  15. Armstrong Mortgage Co.

    1225 Dublin Rd. Columbus, OH 43215

    Phone: 614-481-8383

    Fax: 614-481-8833

    Email: bcarmstrong@armstrong-mortgage.com

    URL: www.armstrong-mortgage.com

    Top officer: Bradford C. Armstrong

    Top financial or commercial mortgage lending officer: Bradford C. Armstrong

    2004 loan production estimate: $185,000,000

  16. American Commercial Mortgage

    4980 Hillsdale Circle, Suite D-2 El Dorado Hills, CA 95762

    Phone: 916-334-2300

    Fax: 916-564-7470

    Email: info@americancm.com

    URL: www.americancm.com

    2004 loan production estimate: $97,000,000

  17. Compass Bank

    8080 N. Central Expwy., Suite 370 Dallas, TX 75206

    Phone: 214-706-8012

    Fax: 214-890-8668

    Email: luke.nolan@compassbank.com

    Top officer: Paul Jones

    Top financial or commercial mortgage lending officer: George Boltwood

    2004 loan production estimate: $75,000,000

  18. Sterling Commercial Capital

    60 Katona Dr. Fairfield, CT 06825

    Phone: 203-366-0320

    Fax: 203-366-0321

    Email: popert@sterlingcommercialcapital.com

    URL: www.sterlingcommercialcapital.com

    Top officer: Brian Opert

    Top financial or commercial mortgage lending officer: Brian Opert

    2004 loan production estimate: $75,000,000

  19. PMC Commercial Trust

    17950 Preston Rd., Suite 600 Dallas, TX 75252

    Phone: 972-349-3209

    Fax: 972-349-3265

    Email: m.brownmiller@pmctrust.com

    URL: www.pmctrust.com

    Top officer: Andrew S. Rosemore

    Top financial or commercial mortgage lending officer: Mary J. Brownmiller

    2004 loan production estimate: $60,000,000

  20. Wells Fargo Bank NA; Nebraska Real Estate Group

    1919 Douglas St. Omaha, NE 68102

    Phone: 402-536-2627

    Fax: 402-536-2210

    Email: michael.t.phelps@wellsfargo.com

    URL: www.wellsfargo.com

    Top officer: David Kramer, President

    Top financial or commercial mortgage lending officer: R. Hal Bailey

    2004 loan production estimate: $55,000,000

2004 Top Financial Intermediaries

  1. Holliday Fenoglio Fowler LP

    2000 Post Oak Blvd, Suite 2000 Houston, TX 77056

    Phone: 713-852-3500

    Fax: 713-527-8725

    URL: www.hfflp.com

    Top officer: John Pelusi

    Top financial or commercial mortgage lending officer: John Pelusi

    2004 loan production estimate: $16,824,759,851

  2. Cooper-Horowitz Inc.

    51 E. 42nd St., Floor 9 New York, NY 10017

    Phone: 212-986-8400

    Fax: 212-983-0512

    Email: adoneger@cooper-horowitz.com

    URL: www.cooper-horowitz.com

    Top officer: Barry Horowitz

    Top financial or commercial mortgage lending officer: Barry Horowitz

    2004 loan production estimate: $6,000,000,000

  3. Carlton Advisory Services

    250 Park Ave. New York, NY 10177

    Phone: 212-545-1000

    Fax: 212-545-8110

    Email: mjc@carltongroup.com

    URL: www.carltongroup.com

    Top officer: Howard L. Michaels

    Top financial or commercial mortgage lending officer: Michael Campbell

    2004 loan production estimate: $5,000,000,000

  4. Cohen Financial

    Two North LaSalle St., Suite 800 Chicago, IL 60602

    Phone: 312-346-5680

    Fax: 312-346-6669

    URL: www.cohenfinancial.com

    Top officer: Jack M. Cohen, CRI, CMB, CEO

    Top financial or commercial mortgage lending officer: Pam Kellam, CFO

    2004 loan production estimate: $3,796,000,000

  5. Sonnenblick-Goldman Co.

    712 Fifth Ave. New York, NY 10019

    Phone: 212-841-9200

    Fax: 212-262-4224

    Email: slai@sonngold.com

    URL: www.sonngold.com

    Top officer: Steven Kohn

    Top financial or commercial mortgage lending officer: Andrew Oliver

    2004 loan production estimate: $3,200,000,000

  6. George Smith Partners

    1801 Century Park East, Suite 1910 Los Angeles, CA 90067

    Phone: 310-557-8336

    Fax: 310-557-1276

    URL: www.gspartners.com

    Top officer: George Smith

    Top financial or commercial mortgage lending officer: George Smith

    2004 loan production estimate: $2,750,000,000

  7. iCap Realty Advisors

    100 North Riverside Plaza, Suite 2300 Chicago, IL, 60606

    Phone: 312-258-4227

    Fax: 312-258-4222

    Email: rberman@icaprealty.com

    URL: www.icaprealty.com

    Top officer: Ross A. Berman

    Top financial or commercial mortgage lending officer: Ross A. Berman

    2004 loan production estimate: $2,598,000,000

  8. GMAC Commercial Mortgage

    200 Witmer Rd. Horsham, PA 19044

    Phone: 215-328-4622

    Fax: 215-328-1976

    URL: www.gmaccm.com

    Top officer: Robert D. Feller, CEO

    Top financial or commercial mortgage lending officer: Wayne Hoch, EVP, Finance

    2004 loan production estimate: $2,014,116,988 *3Q

  9. Wachovia

    301 S. College St., NC5604 Charlotte, NC 28288

    Fax: 704-715-0047

    URL: www.wachovia.com

    Top officer: Bill Green

    Top financial or commercial mortgage lending officer: Brett Smith

    2004 loan production estimate: $788,373,000

  10. David Cronheim Mortgage Corp.

    205 Main St. Chatham, NJ 07928

    Phone: 973-635-6800

    Fax: 973-635-6091

    Email: Andrew@cronheimmort.com

    URL: www.cronheimmort.com

    2004 loan production estimate: $702,000,000

  11. D. Ansley/Holmes Co.

    P.O. Box 488 Austin, TX 78767-0488

    Phone: 512-476-1305

    Fax: 512-476-1887

    Email: jdholmesco@hotmail.com

    Top officer: J. David Holmes, President & Director

    Top financial or commercial mortgage lending officer: J. David Holmes, Steve McAllister, Randy Mason, Reagan Houston

    2004 loan production estimate: $600,000,000

  12. Beacon Realty Capital Inc.

    549 W. Randolph St., Suite 700 Chicago, IL 60661

    Phone: 312-207-0060

    Fax: 312-207-1827

    URL: www.beaconrealtycapital.com

    Top officer: Jim Ablan & Bill Johnson

    Top financial or commercial mortgage lending officer: Jim Ablan & Bill Johnson

    2004 loan production estimate: $410,000,000

  13. M. Tuck Capital Associates

    873 Main St. Hackensack, NJ 07601

    Phone: 201-525-0600; Toll Free: 800-801-9909

    Fax: 201-525-0137

    Email: info@tuckcapital.com

    URL: www.TuckCapital.com

    Top officer: Michael Tuck

    Top financial or commercial mortgage lending officer: Michael Tuck

    2004 loan production estimate: $400,000,000

  14. Dockerty Romer & Co.

    70 SE 4th Ave. Delray Beach, FL 33483

    Phone: 561-330-8000

    Fax: 561-330-8001

    Email: DRC@dockertyromer.com

    Top officer: Bob Dockerty

    Top financial or commercial mortgage lending officer: Craig Romer

    2004 loan production estimate: $340,500,000

  15. First United Mortgage Inc.

    45 Rockefeller Plaza, 20th Floor New York, NY 10111

    Phone: 888-844-7220

    Fax: 888-844-7230

    URL: www.fumhq.net

    Top officer: Kevin P. Meehan

    Top financial or commercial mortgage lending officer: Judy Brown

    2004 loan production estimate: $200,000,000

  16. Grace Capital Group

    One Technology, Suite I-821 Irvine, CA 92618

    Phone: 949-788-0999, x41

    Email: jbk@gracecapital.com

    URL: www.gracecapital.com

    Top officer: Jonathan Kieswetter

    Top financial or commercial mortgage lending officer: Jonathan Kieswetter

    2004 loan production estimate: $200,000,000

  17. Morris, Smith & Feyh Inc.

    2211 Lake Club Dr. Columbus, OH 43232

    Phone: 614-575-1094

    Fax: 614-575-1077

    Email: jmorris@msandf.com

    URL: www.msandf.com

    Top officer: Jeffrey M. Morris

    Top financial or commercial mortgage lending officer: Jeffrey M. Morris

    2004 loan production estimate: $165,000,000

  18. Gimbert Associates LLC

    6733 Curran St., Suite 200 McLean, VA 22101

    Phone: 703-893-3505

    Fax: 703-893-1255

    Email: info@gimbertassociates.com

    URL: www.gimbertassociates.com

    Top officer: Stephen C. Rozga

    Top financial or commercial mortgage lending officer: Stephen C. Rozga

    2004 loan production estimate: $150,000,000

  19. Wellington Mortgage Capital

    5777 W. Century Blvd., Suite 1660 Los Angeles, CA 90045

    Phone: 310-641-5711

    Fax: 310-641-5751

    Email: neildillon@aol.com

    URL: under construction

    Top officer: Neil J. Dillon

    Top financial or commercial mortgage lending officer: John Zwiers

    2004 loan production estimate: $114,000,000

  20. Chicago Capital Management Group

    1400 N. State Pkwy. Chicago, IL 60610

    Phone: 312-932-0770

    Fax: 312-932-0706

    Email: structuredfinance@cig-us.com

    URL: www.cig-us.com

    Top officer: Michael Gordon

    2004 loan production estimate: $100,000,000