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One nonprofit’s secret to navigating complex real estate deals

Watch video to learn more about Mercy housing.

Ongoing advisory helps affordable housing developer close complex deal

Watch video to learn more about APAH.

Portman Holdings focuses on large-scale urban projects

Watch video to learn more about Portman Holdings.

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Mercy Housing Finds Success Providing Affordable Homes

(Visual Description: Truist Commercial Real Estate

Truist title and logo

James Alexander, President, Mercy Housing Southeast)

James Alexander: I’m James Alexander. I’m the president of Mercy Housing Southeast. Our mission is to create service-enriched, affordable housing so that residents who live in housing we own can thrive.

(Visual Description: Thrive Sweet Auburn, Atlanta, Georgia)

James: The idea of Thrive Sweet Auburn came from Project Community Connections Inc. They’ve been serving homeless families for over 20 years.

(Visual Description: Drone footage by James Newsome, Strong Vision Photography)

It’s going to include 117 affordable apartment homes, but the housing really isn’t enough. It really needs to be matched with services.

We do that through connecting families in with health partners, free after-school programming, and economic mobility programs to assist families in chasing their dreams.

(Visual Description: When you care this much, you need a partner who does too.)

James: We started working with Truist in the early 2000s. With Truist, we’ve created over 10 different developments.

(Visual Description: Colin Whittier, Truist Relationship Manager)

Colin Whittier: It’s one of the most open and honest relationships that I’ve ever had in the financial industry.

James: It’s more about sharing challenges, sharing opportunities, having a candid conversation that I think opens up avenues to creativity and partnership that wouldn’t otherwise exist.

Colin: Like, at Thrive Sweet Auburn, there are a couple of electrical switchboards that were delayed due to supply chain issues, and these are the things that actually bring the electricity into the property. And we look at extensions on our project completion date and possibly extensions on the loan itself.

James: Affordable housing is complex. Sometimes there’s seven sources of funding and financing in it.

Colin: And with that comes a lot of rules and regulations and technicalities that it takes years and years of experience to really understand. So I have to call on other partners at Truist Bank to help me navigate the complexity of these deals and help make sure that they get completed.

It’s a great thing to be able to look at a property and a project like Thrive Sweet Auburn, and just realize that Truist is in this deal in so many different ways.

(Visual Description: Truist provided: $17M equity, $9M construction loan, ~$3M long-term debt, $1.9M donation to the Mercy Gap Fund.

Source: Truist Foundation)

James: Truist cares about the work that they do and the impact that they’re making. Truist has been a great partner in helping us to figure out how to overcome challenges over time, from advice around hiring key project managers to what’s happening in the economy overall and how to position a particular development.

They really see it as we do. It’s not about getting a deal done, but it’s how do we have a meaningful impact on the families and seniors who live in the housing so that they can be successful.

Colin: All the data says that if you want to really change somebody’s life, it starts with a safe place to live.

I think when we’re on our computers all day and we’re crunching numbers, you can get lost in that. But when I push away from the desk at night and I can take a step back, I think about just helping them, changing those people’s lives. Really makes the numbers mean something.

(Visual Description: Imagine tomorrow. Build it today.

Truist title and logo)

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Transcript

Strategic Advisory Helps APAH Close on Complex Deal

(Visual Description: Truist Commercial Real Estate

Truist tile and logo)

(Visual Description: Carmen Romero, CEO, Arlington Partnership for Affordable Housing (APAH))

Carmen Romero: Hi, my name is Carmen Romero. I’m the president and CEO at the Arlington Partnership for Affordable Housing. Affordable housing is definitely not easy, and it takes partnership to actually pull it off, and Steve Smith and Truist understand that.

(Visual Description: Steve Smith, Truist Relationship Manager)

Steve Smith: APAH’s mission is to develop and preserve affordable housing.

Carmen: We are equally committed to what happens after we fill the homes.

So we infuse that with a resident services commitment to both offer housing stability—so once you’re in our housing, we want you to stay housed—but also opportunity. How do you get to that next goal that you have for yourself or your family?

Steve: It’s really amazing how much respect APAH shows to their residents. They treat them as if they are their own kin. They really go out of their way to make sure they have what they need, not just to get by, but to thrive.

Carmen: We also are known for developing in high-opportunity areas where you have fantastic schools, no food deserts, jobs—because that’s how you break cycles of poverty.

(Visual Description: Courtesy: Make a Scene Media)

Carmen: And that’s part of what I feel our mission at APAH is to do.

(Visual Description: APAH’s next step? Ballston Station, Arlington, VA

Courtesy: Lloyd Wolf)

Steve: The Central United Methodist Church in Ballston had a vision to create affordable housing over top of their church building.

(Visual Description: Courtesy: APAH

The church had invested $4 million.

They needed $80 million to break ground.)

Steve: And the financing on affordable housing can be very complex, but we don’t shy away from that. We love it.

Carmen: When you want to do something hard, you want to make sure that folks are collaborating at all levels beyond me to solve the problems.

Steve: And so we’ve introduced them to our debt partners and our team leads for both equity and debt. Our credit risk partner, our banking team, our insurance team. And so we’re looking for ways that APAH has a need and we can fill it.

(Visual Description: Truist provided: $30.4M Low-Income Housing Tax Credit, $36.2M construction loan, Advisory support on funding challenges)

Carmen: Truist cares about us as an organization—really top to bottom—and that is important to me.

APAH, one of our core goals is to be an employer of choice, and part of that means selecting partners that treat our people the way I want them to be treated.

Steve: Truist and APAH, together we can solve problems and we can provide affordable housing no matter how complex.

(Visual Description: Once open, Ballston Station will give 144 families a place to call home.)

Carmen: Since 2017 when we first started working with Truist, APAH went from just serving the smallest jurisdiction to being a regional organization.

Steve: One thing I know about APAH is that they continue to look out at the horizon. They want to conquer the need for affordable housing in this region, and they're just bold enough to do it.

And if they go farther, we’ll go farther with them.

(Visual Description: Imagine tomorrow. Build it today.

Truist title and logo)

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Commercial Real Estate Banking

(Visual Description): Truist Commercial Real Estate

Portman Holdings

Building a Partnership

[music begins]

[John C. Portman IV] Portman Holdings is a development investment and management firm that focuses on large-scale complex urban projects.

My name is John C. Portman the fourth, president of Portman Holdings.

(Visual Description: John C. Portman Jr. picture is displayed on the screen)

My grandfather, our founder, our late chairman, John C. Portman Jr. founded the company as an architectural firm in 1953.

I wasn’t sure that I wanted to join the family business. My father, my grandfather, Ambrish, they were kind enough to say, "Well, why are you looking elsewhere? Why don't you consider coming here?"

[Ambrish Baisiwala] John was an invaluable partner to have in the company. That's why I was very keen that he come back and join the business.

My name is Ambrish Baisiwala, which is a real mouthful. And so most people just call me AB and I'm the chairman and Chief Executive Officer of Portman Holdings.

We’ve spend a lot of time trying to build an organization that's a very flat organization and so it's a very small team. Everybody is empowered and very encouraged to kind of speak their views and thoughts and if they have a point of view then to kind of debate that. So ultimately my role really is to first of all make sure that we have the best team possible.

So Portman, basically in partnership with Georgia Tech, developed an office building called Coda. And because of Coda, Anthem basically approached us and they said that they wanted to be inside that building, but we did not have enough space inside the building for them.

(Visual Description): Portman approached SunTrust now Truist with a proposition:

Would they be willing to move a branch, sell the resulting land to Portman, and finance a construction loan to make the expansion possible?

The answer was “yes.”)

[John C. Portman IV] Phase two has been under construction for several months now, it's now starting to go vertical and come out of the ground, it will also be a modern-looking tower in the heart of Midtown.

And they've been great in the sense of underwriting the entire construction loan, which is not a small loan, and syndicating whatever they needed to syndicate, and freeing up additional capacity and room for Portman for other projects.

[Ambrish Baisiwala] If they commit to something, they've always delivered. And if something changes, they've always managed to figure out a solution that is satisfactory to them. And it solves our issues as well.

[music ends]

(Visual Description): Truist Commercial Real Estate

Truist title and logo

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