Brokering Commercial Mortgages – What It’s Really Like

Brokering commercial mortgages certainly can have its perks. It is generally viewed as a very prestigious profession and brokers get to deal with highly sophisticated borrowers on most of their transactions. The income potential is truly uncapped as well as some of the seasoned commercial brokers bring home over 7 figures. This is without having a lot of fixed expenses or a large support staff to manage. It’s no wonder that so many residential brokers are entering the market as their side of the business is still taking the brunt of the capital market woes.

However this is a tough and competitive business and one should not fool themselves that it will be a cake walk. Rather new commercial brokers need to be prepared and need to know exactly what they are doing. One of the main differences we hear from residential brokers is the lack of conformity from one lender to the next, in both process and underwriting guidelines. Also, the lack of broker protection is alarming to many newbie’s as they learn that many banks will not accept deals from brokers or allow them to get paid on the settlement statements. Rather some banks will expect brokers to get paid outside of close and directly from the borrower.

New commercial loan brokers have to become very efficient in all aspects of the business but especially in pre screening deals. Every time you work on a loan you are investing your time into it and if it has a low (or no) probability of closing you will quickly be hard pressed. It is so easy to work on un-fundable deals. Often the borrower has been through the “wringer” and will be very willing and pleasant to work with. All along they are playing poker with you and not telling you that they’ve been to 10 other banks and 3 other brokers and no one can get it done. So in protecting themselves they will waste your time. So, the successful broker will collect the whole package, sit down with it for 20 minutes and make a couple of decisions 1. Can I get this done? 2. If yes, do I want to work on this deal.

The most complicated part of prescreening loan requests is being able to extract all income out of the borrower’s tax returns that can be used to service the proposed mortgage. A lot has been written about calculating DCR (divide the NOI by the debt service) but how do you really get to the NOI. This is often more complicated on owner occupied transaction than on investment deals. This goes beyond just adding back depreciation or interest. The broker has to be very good at reviewing the entire set of tax returns, which on most owner occupant deals is a combination of personal, business and the real estate entities returns.

It’s important to remember that most deals get deigned due to lack of sufficient income.

The other major part of this is after the broker has a good understanding of the borrowers loan request, they need to know which bank or lender to take it to. Again this goes beyond just the banks matrix or published guidelines. The broker needs to know what the bank really likes. The last thing you want is the phone call from the bank, 3 months into the deal, that underwriting has canned the deal for BS, random reasons. And, unfortunately, this does happen all the time. Again you need to really know what the lenders appetite is and what they are really funding so you avoid this and get paid for all of your hard work.

Best Ever Prospecting Letters for Commercial Brokers

In commercial real estate brokerage the prospecting letter process really works. To be successful at it you need to plan the process and control your actions as you progress.

Why will the ‘letter’ process help your prospecting efforts today? Well, it’s because the letters are less inclined to be ‘binned’; that is of course if you plan them correctly and follow the rules.

Here are some facts in comparing letters to emails:

  • Prospecting emails are not very successful at all. Most of the people you send them to will delete the communication quickly. As a by-product of the process you must have their approval to communicate in that way, otherwise you will be breaking the laws on ‘spam’.
  • A letter is very professional as long as you do not ‘overdo it’. In commercial real estate the best letter is compiled on one single page. The contents should be contained in no more than 4 paragraphs. Sign the letter personally in blue ink. Ensure that your signature is legible and professional (don’t sign in a ‘scrawl’ as it sends the wrong message).
  • Create the correspondence to introduce your upcoming telephone call. Make the call a few days after the letter has been received. The prospect will be expecting your call and will be more inclined to take it.
  • Always put your business card in the envelope. Don’t put anything else in a prospecting letter. The object is to sell yourself and your upcoming telephone call. Don’t confuse the message with bulky brochures on other issues and property matters. Focus on the one thing that is important, and that is your upcoming telephone call.
  • Design the letter for the person you are writing to. In other words you should have separate letters covering sales, leasing, property management, and retail. Get away from the generic approach and be specific to a part of the industry. Sell your upcoming telephone call on that basis.
  • Get a reference book on ‘words that sell’ or ‘phrases that sell’. Add a few words from the books into your letter to increase readability.
  • Every good prospecting letter should have a great headline. You want the person to read the message. Perhaps the headline you use could reflect local property activity or changes. Understand the concerns of the market and match the letter to the focus of investors, property owners, or tenants as the case may be.
  • The letters should be sent every 60 to 90 days. As part of that process, follow-up as many of the letters that you can. It directly follows that you should not send out too many at once and thereby create a situation where you cannot make the calls.

This is a system of prospecting. The letters are part of the bigger picture. They do not replace cold calling, but they add to the momentum that you would have in other prospecting processes. Start using the system as a boost to your market share.

A Meeting Planner Can Help Organize Your Business Meetings

Private-sector employees have now to attend plenty of meetings regularly. These people are aware that a badly planned meeting can cause plenty of stress apart from being boring. In order to plan a proper meeting and avoid being tedious companies that lack the organizational skills can use the help of a meeting planner. These people play a dual role by being the organizer as well as the facilitator for the meetings. Generally, there is a feeling among companies that organizing a meeting is not difficult and all that needs to be done is arrange a few chairs and invite the staff. Unfortunately, these habits can lead to a meeting becoming repetitive and over a period of time, the staff members may consider such activities as unnecessary.

A meeting planner will work differently and will, in the first place get all information necessary from the company about the meeting. He or she will then configure the area to suit the type of meeting planned. Setting up the room before the event is something, which they will be looking forward to. Such events deliver the best results when people attending the same can get their message across and therefore, a circular roundtable arrangement is best suited. Configuring a room like a classroom will make it seem that lectures are being delivered and will make the meeting look less interesting.

The planners will also look into the factors of organizing the get together in a proper way. They will have an agenda prepared apart from handouts or pamphlets that may be required. A tangible guide for the business meeting will be prepared to help both the speakers, and the listeners remain on the same page. Such factors will help the meeting progress smoothly.

Livening up the meeting is another factor that will also be considered. It is a fact that most business meetings tend to get repetitive over a period of time. Therefore, some distractions are necessary in order to liven up the audience. Managers of an organization may not realize this factor, but a meeting planner will definitely consider them.

The primary job of a meeting planner is in specializing and helping an employer make business conferences run better. The best among the lot have all the skills required to organize, prepare and ensure that all individuals get the information that the employer needs to exchange. They also spare the time to allow for an interactive session during which questions can be asked and answers received.

Gone are the days when managers of a company could be entrusted with the task of arranging such matters. Today this is a specialized task, which is better managed by a business-meeting planner.

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