Coco adds that the company has "traditionally been a vanilla lender and is looking to expand its CMBS business." The firm strategically aligns with key clients and develops the relationship over time.

The firm brought on six executives within the New York office of the North America Debt group, which now totals 12. Coco says he doesn't need headhunters because he keeps his eyes on people within and without the company and waits until the right program is in place for the right people. Coco tells GlobeSt.com exclusively of new additions in the Washington, DC office, which has more than doubled its sales volume. "We're both developing young people into top producers and adding those in senior roles who can hit the ground running."

In addition to bringing on new people, Coco says a rollout of new programs is also part of the strategy. If approved, new staff will be added as well. "We want to steadily grow the business, not spike it."