Andrew Lanzaro, 33

What a difference a week makes. Andrew Lanzaro’s burning desire to play Division I lacrosse led him to Lafayette College (go, Leopards!). During his senior year, he took a one-week externship with a classmate’s parent at their firm, a lender to the seniors housing sector. 

“I got offered a job there,” said Lanzaro. “I had been thinking maybe sales and trading. Ten years ago, no one set out to say, ‘I’m going to seniors housing.’ ”

But the niche — which allows some creativity on the front end in structuring deals, as well as the ability to produce happy clients — stuck. When Berkadia was looking for an analyst 10 and a half years ago, Lanzaro took the job.

He is now partnered with Jay Healy, whom he’s supported for seven years. “I always tell the younger people you have to make yourself invaluable, and that’s what I try to do,” said Lanzaro. “When I get a task, I try to do it quickly and do it right, and also to take something off their plate. That way, if I left, they would have to do it.”

Lanzaro, who has had four job titles in his tenure, was promoted to director six months ago. Of course, there’s also a proactive side to climbing the ranks, and Lanzaro’s easy demeanor combined with a willingness to digest and comprehend 100-plus-page federal housing manuals has helped. His most recent success was a refinancing for The Park at University Village, an independent living facility, and The Inn at University Village, an assisted living facility, both in Washington state. The $102 million bridge loan proceeds took out an existing construction loan, preferred equity from a real estate investment trust, and a partner note from a major investor.

Berkadia itself funded the subordinate debt, for which it intends an agency exit. “In a sense, Berkadia is our client,” said Lanzaro. “My partner Jay and I spend time structuring deals to make sure they’re a sound credit, and they’ll get taken out the way that we say they will.”