A Street Pioneer Strikes Again Lewis Ranieri is back with a new company, a bigtime IPO, and a big new idea for banks.By Kimberly L. Allers; Lewis Ranieri
October 13, 2003
(FORTUNE Magazine) – Lewis Ranieri is besieged by thoughts--an endless parade of business ideas, inventions, novel approaches, and the occasional house design. "It's a plague," says the 56-year-old Wall Street icon, immortalized by Michael Lewis in his rollicking tale about Salomon Brothers, Liar's Poker. "I don't know why my mind works this way." Sitting in his modest Long Island offices, the bearded and portly "Lewie," as he's known, interjects new thoughts before completing old ones, truncates his sentences with long pauses and slight stammers, and usually laughs long before he reaches a punch line--his whole upper torso bobbing up and down.
In the 1980s Ranieri gained notoriety as a loudmouthed prankster when he was a trader and later head of the mortgage securities and real estate division at Salomon. He was known for giving instructions by screaming across a room while standing on top of a desk and waving his arms like a referee. Tales of his fierceness at work are also legendary. "It's not all true," Ranieri offers with a smile.
What is true is that Ranieri virtually built from scratch the $5 trillion mortgage-backed security market and in the process helped spearhead a populist movement to make home mortgages more affordable. Now the "father of the mortgage-backeds" is back with a new company, a bigtime IPO, and his latest big idea: helping banks manage their property problem. In an exclusive interview, Ranieri sat down with FORTUNE to talk about his latest project.
The company is American Financial Realty Trust (AFR, $14), and Ranieri is its chairman. In June the real estate investment trust, or REIT, raised $804 million in its initial public offering, the largest IPO for a REIT in six years and the largest IPO so far in 2003. AFR already has $2 billion in assets and offers a dividend yield of 6.9%, well above the 5.77% average for REITs. It is also the only REIT of its kind, serving financial institutions and banks.
For lenders, property has always been the biggest pain in their balance sheet. Branches and buildings can take up a big portion of a bank's assets. As of September 2002, U.S. banks owned $91.2 billion of property. The problem, explains Paul Reeder, director of the real estate group at SNL Financial, is that "property is a nonperforming asset. They'd rather divest themselves of their branches and free up the cash for other investments." Banks used to sell off unwanted branches one by one or region by region. (Selling a nice bank building to a nonbank buyer, by the way, is not easy--not when each one houses a 70,000-pound, reinforced-concrete nightmare, otherwise known as the vault.) Even owning property they want to keep creates operating expenses and clogs up a balance sheet with nonperforming assets.
Ranieri first began "noodling" (as he calls it) over the problem a couple of years ago. He decided there was a big opportunity for a company that could apply a sale-leaseback model to the banking business. In that arrangement a company buys entire lots of properties (in this case, local bank branches) and leases back to the seller any buildings it still wants--with terms that give the bank flexibility and control of the property. The sale-leaseback structure has become increasingly popular with movie theaters, chain restaurants, and even prisons in recent years (see sidebar). And local entrepreneurs have long offered it for banks on a limited regional basis. But the investment costs of applying it on a nationwide scale--combined with the logistical challenges of managing bank property--made it daunting to imagine a profitable national business.
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Lewis S. Ranieri: Your Mortgage Was His Bond - The bond trader turned home loans into tradable securitiesNOVEMBER 29, 2004
The past quarter-century has seen a revolution in finance. It's felt every time a homeowner refinances a mortgage or signs up for a credit card. No one person can claim to have lit the fuse for this revolution -- but Lewis S. Ranieri was holding the match. Joining Salomon Brothers' new mortgage-trading desk in the late 1970s, the college dropout became the father of "securitization," a word he coined for converting home loans into bonds that could be sold anywhere in the world. What Ranieri calls "the alchemy" lifted financial constraints on the American dream, created a template for cutting costs on everything from credit cards to Third World debt -- and launched a multibillion-dollar industry.
Salomon and Bank of America Corp. (BAC ) developed the first private mortgage-backed securities (MBS) -- bonds that pooled thousands of mortgages and passed homeowners' payments through to investors -- in 1977. Not a moment too soon: Skyrocketing interest rates were turning the business of savings and loans -- funding long-term mortgages with short-term deposits -- making it a financial death trap for banks just as the housing demands of maturing baby boomers began to surge.
Ranieri's job was to sell those bonds -- at a time when only 15 states recognized MBS as legal investments. With a trader's nerve and a salesman's persuasiveness, he did much more, creating the market to trade MBS and winning Washington lobbying battles to remove legal and tax barriers.
A less likely financial engineer would be hard to imagine. Ranieri, a Brooklyn native, set out to be an Italian chef until asthma ruled out work in smoky kitchens. A part-time job in Salomon's mail room set him on the path to trading. A large, volatile man, Ranieri built the firm's mortgage desk in his own image: "fat guys," as author Michael Lewis described them in Liar's Poker, promoted from the back office, who indulged in feeding frenzies and practical jokes while selling strange new bonds to doubtful investors.
But Ranieri also recognized that "mortgages are math." He hired PhDs who developed the "collateralized mortgage obligation," which turns pools of 30-year mortgages into collections of 2-, 5-, and 10-year bonds that could appeal to a wide range of investors. The homeowner in Albuquerque could now tap funds from New York, Chicago, or Tokyo, a change that Ranieri figures cuts mortgage rates by two percentage points. Soon everything from credit-card balances to auto loans was being repackaged.
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