Financial Analyst Program

Commercial Real Estate

Wholesale Banking

Wholesale Banking
Overview

Wholesale Banking is a collection of business groups that provide capital, products,

and services to institutional and large corporate clients, mid-sized companies, real
estate developers and investors, government entities, and international trade finance
businesses.
Analysts are placed in non-rotational assignments in one of the following groups:
Commercial Banking
International Group Wells Fargo HSBC Trade Bank
Real Estate Group
Real Estate Investment Banking Eastdil Realty
Specialized Financial Services (Capital Markets)
-

Commercial Mortgage Permanent Debt Finance

Corporate Distributions and Syndications
Financial Sponsors Group
Gaming Group
Proprietary Investments Group
Real Estate Distributions and Syndications
Real Estate Merchant Banking
US Corporate Banking

Our Success Starts With You

Financial Analyst Program

People As a Competitive Advantage

How does a great company maintain superior financial performance while growing and
responding to technology, new products and volatile markets? Should its focus be on a
portfolio of businesses or products that will constantly change, reflecting market forces? No.
We believe its primary focus should be its people. We believe in people as a competitive
advantage. Our success starts with you.
Training
The Financial Analyst Program provides a platform for your success. We have built a culture
that values training and backs it with heavy investment. During your assignment, you will gain
knowledge of our corporate clients, credit policies, business practices, products, and services
through business case studies, off-site training seminars, and networking conferences. You will
have an opportunity to learn from professionals who are experts in their field.
Assignment
You will be hired directly into a non-rotational position into a Wholesale Real Estate office (see
following pages for practice groups) where you will gain hands-on training from your
designated business group combined with formal classroom training to supplement your
technical knowledge of the financial services industry. Analysts will be assigned to an office for
two to three years.

Real Estate
Practice Groups

Commercial Mortgage Permanent Debt Finance

Commercial Mortgage provides solutions to mid-sized commercial real estate investors and
developers seeking financing for income-producing properties. We also place competitively
priced debt for commercial real estate investors and developers with a variety of capital
sources including institutional investors, Wall Street, government-sponsored entities such as
Freddie Mac, and other banks. Permanent Debt Finance specializes in arranging financing for
investors in manufactured home communities, self-storage industries, multi-family units, office
complexes, industrial parks, and retail properties.
Real Estate Distributions and Syndications
This group supports Wholesale loan origination groups on real estate deals for which the loan
size is larger than the amount Wells Fargo desires to hold alone on the balance sheet. In
order to lead these larger transactions some portion of the loan must be distributed/sold, or
syndicated, to other banks or investors. Our team provides structuring and pricing guidance to
the originating unit and to manage the syndication process.
Real Estate Group (Recourse Lending)
This division provides services supporting the commercial real estate market. Our clients are
the top tiered experienced developers who have been successfully building their product type
for many years, through several real estate cycles. Products and services include construction
loans for commercial and residential development, land acquisition and development loans,
secured and unsecured lines of credit, interim financing arrangements for completed
structures, rehabilitation loans, affordable housing loans, and letters of credit.

Real Estate
Practice Groups

Real Estate Investment Banking - Eastdil Realty

As one of the premier providers of real estate investment banking services, Eastdil provides
creative solutions, sound strategic advice, and financial counsel to clients looking to
recapitalize their real estate assets. This group specializes in individual structuring and tailormade placement of sale, financing, joint venture, entity and other transactions in the domestic
and offshore, public and private, and debt and equity markets.
Real Estate Merchant Banking | REMB (Non Recourse Lending)
This division provides higher risk, higher yielding senior and mezzanine loans to experienced
real estate developers and investors. This group focuses on opportunities where a
developer/investor can create significant value through its construction, leasing or
redevelopment expertise. REMB prefers to take execution risk as opposed to market risk.
Products include short to intermediate term (i.e. one to three years), floating rate loans as well
as senior bridge, rehabilitation / construction debt, and mezzanine financing. We will lend at
higher than normal loan-to-value ratios in return for a higher than normal yield.

Training
College of Commercial Credit

COLLEGE OF COMMERCIAL CREDIT

This is a 3-phase program that introduces you to the key components of underwriting:
Phase 1 | Minneapolis
During this two week session, you will learn about credit fundamentals and risk analyses
through classroom lectures, discussions and business case studies.
Specific real estate training includes:
- One half day seminar on Wells Fargos real estate lending philosophy
- One day course on real estate math
- Two days of real estate case studies
- Commercial real estate loan analysis exam
Phase 2 | Home Office
Over a period of six to nine months, you will complete assignments that incorporate the key
learning components from Phase 1.
Phase 3 | San Francisco
You will participate in a two day seminar to determine a simulated banks strategy and loan
portfolio composition.

Training
Coursework

COURSEWORK
External and Internal Classes
To supplement your work experience, you will take external courses in intermediate
accounting and finance. Some of these requirements can be waived depending on your
undergraduate coursework. At the same time, you will also participate in internal seminars
and modules focusing on financial statement spreading, cash flow analysis, and credit
fundamentals.
Self-Study Classes
You will also take self-study courses that will reinforce your knowledge of Wells Fargos
business divisions and the financial services industry. These classes include Essentials in
Treasury Management, Functions of Depository Institutions, Financial Risk Management,
International Banking, Institutional Investments, and Wholesale Credit.
WEB-BASED CLASSES
Introduction to Treasury Management
These are six interactive eLearning courses that cover a broad overview of Wells Fargos
treasury management environment covering disbursements, electronic products,
optimization, collections, and information reporting.
Commercial Loans to Business
Provides analysts an introduction to financial analysis and risk management in a multi-step
program that includes pre-tests, interactive course modules and quizzes, and a final exam.

Training
Annual Conference, Quarterly Assessment

ANNUAL CONFERENCE | San Francisco or Los Angeles

All analysts meet for a professional development conference once a year. The conference
consists of seminars and workshops that will build upon your knowledge of the financial
services industry as well as an executive speaker series, corporate receptions/dinners, and
team building exercises that provide an opportunity for networking and socializing.
QUARTERLY ASSESSMENT
You will be responsible for completing an assessment form at the end of each quarter which
covers your accomplishments and achievements for the prior quarter and objectives for the
coming quarter with a particular focus on completing the FAP requirements. You will have an
opportunity to share your evaluation with your manager for mutual feedback.

Training
Post - FAP

Following your assignment in the Financial Analyst Program, you can embark on a number
of career paths:

Outstanding performers are eligible to apply to the Credit Management Training Program
(CMTP), which is a six-month advanced training program based in San Francisco that will
enhance your credit, finance, and accounting skills through intensive case studies,
seminars, and executive lecture series. Upon completion of CMTP, you will be placed
within a Wholesale Banking office in a role where you will manage a client portfolio and
lead major transactions.

You can explore other career opportunities at Wells Fargo by working closely with either
the Director or Assistant Directors of the Financial Analyst Program for placement options.

Apply to graduate school to advance your personal and academic career goals.

Qualifications
Commercial Real Estate

Candidates must be a US citizen or US Permanent Resident

An undergraduate degree in business administration with a concentration in real estate

finance is preferred but not mandatory. We will also consider liberal arts majors on a caseby-case basis.

A minimum cumulative GPA of 3.30 (B+). If your GPA is below this threshold, please
provide an explanation in your cover letter

Coursework in accounting and corporate finance is preferred. Students who have not
taken these classes must demonstrate a numerical aptitude, analytical ability, and a strong
appetite for intellectual challenges

Internship/part-time work experience in real estate and/or the financial services industry

Proven leadership qualities and strong potential in sales, marketing and client service
excellence

Demonstrated verbal and written communication skills

Solid judgment and a strong determination to work under pressure

Geographic flexibility for career opportunities throughout the US