Commercial Mortgage – 5 Factors That Affect Deal Flow

Niagara Falls or babbling brook. How is your flow? How do you get commercial mortgage clients in the door? Do you have the budget and time to undertake a massive marketing campaign? Could experience with multiple property types and applications increase your value to the commercial market? Where are your deals located? How is the market in your area? Is your referral network bringing you enough business? These are all questions you need to consider when you think about how to increase your deal flow.

Of course every commercial loan you work will not close; that is not the reality of the commercial mortgage industry. You need to be in front of the right people at the right time with the right solution to even be considered. Here are the 5 main factors that affect your deal flow which ultimately affects your cash flow. The first step is awareness; knowing what the issues are will allow you to determine a solution. Rate yourself in each of these areas:

-Referrals: Referrals are king in the mortgage industry. This is by far the number one way for a commercial broker to get business. This certainly works well for those that have been in the industry for years and have a large network, but what about those new to the industry? Can you survive waiting on someone to refer you when no one knows you exist?

-Marketing: This is how we let our potential clients know who we are and that we can provide them with a solution for their commercial financing needs. The problem is that there are hundreds of other solutions out there all competing for the same client. Without the budget and knowledge to do it right, it is very difficult to get a good return on your marketing investment.

-Expertise: What you know and how long you have been in the business has a dramatic affect on deal flow. Of course, those that have been in the commercial business for 10 years have a greater client base and referral network. You can’t buy experience, no matter how much you spend, but what you can get is training. Through continuing training, especially at the beginning of your commercial career, you can build the knowledge it takes to get the deals done. Share that knowledge with your potential clients and you have set yourself up as the expert in the field, despite your lack of experience.

-Geography: It is no surprise that by serving a larger geographic area, you will be exposed to more deals. However, without the support of a large national company this is very difficult and potentially cost prohibitive. The downside of most national commercial finance companies is that by bringing the deals to you they will expect something in return. Often a big chunk of your commission. It’s a catch 22, you get more clients, but now you need even more than before just to break even.

-The Market: Some markets are hot and some are cold that is the reality of the industry. If you are only serving a small geographic area and that area goes cold, what do you do? The key is to ensure that your client base is as diverse as possible, not only by location, but by property type and industry.
What to do?

Build your commercial finance business. Start by looking at the percentages that each of the above are contributing to your total deal flow and set targets for the coming year as to what you want the percentages to look like. For example, if referrals now make up 10 percent of your total business, set your targets for 20% next year and establish the game plan to do it.

For marketing, are you tracking a cost per closed loan? Do you know what you’re spending for the revenue you’re generating? Begin to cull out the sources that are not generating the returns you require.

When looking at geography, start to examine how you can expand the markets you serve. This will both increase your deal flow and minimize a downward movement in any one particular market. In effect, it is diversifying your portfolio. Look for a partner that can introduce you to new markets and provide you with lead sources into those markets.

In summary, deal flow in the commercial mortgage industry is driven by your presence. When the market knows you’re there and do quality work, your flow will build exponentially. The next step is to formulate your plan to increase that presence and identify the partners that can help you do it.

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.

The Purpose of Business Meetings

The current situation and investigation of the GSA’s Las Vegas event has many people up in arms about the investment that companies, associations, and governmental agencies make on hosting business meetings. People who question the purpose and power of business meetings are rattling the cage and making noise just as they did after “Muffin-Gate” in 2011 (the over hyped and twisted story that a DOJ paid $16 per muffin at a meeting coffee break). But there is more to meetings than the costs to produce a meaningful conference.

While it can sound expensive, the realities of hosting events do cost money. Hotels, meals, transportation, professional speakers, entertainment, and other necessary items have associated bills. But when a meeting becomes a “happening” there is value created. Looking at pieces of the puzzle separately can cause some to misinterpret the real power that happens when people gather together. Throughout history man has collected in groups to share the best ideas, learn, grow, entertain, have fun, and get inspired for the future.

Of course there are those who abuse the system, make poor spending decisions, and waste money. I am not condoning bad behavior. Meetings are not something you just “do”… as you need trained professionals to help you organize or you will fall prey to all sorts of mistakes. Too many jump in thinking “how hard can it be?” and wing-it in their planning. A conference has so many parts that you should never expect the right results without the proper planning and experience.

Some people think that the meetings industry is dead. I spoke to one person recently who said she never goes to business meetings, and thus was convinced that conferences were dying. NOT TRUE. Many business meetings are growing and new conferences spring up daily around the world. The meetings industry is a multi-billion dollar business that employs over 1.7 million people in the United States.

The problem with all the discussion about meetings is there is not a clear understanding of the purpose of business gatherings. If you talk to different people you will get different answers. Some think meetings exits to educate. Others to entertain. Networking opportunities are regularly cited as a reason to attend. There are those that believe meetings a perk, while just as many view them as an obligation. Associations can acquire much of their income from conferences and at the same time other companies and agencies have them as expenses.

Every meeting that is planned can have different purposes (even meetings that are put on by the same organization).

Since there is not a single purpose for business meetings there will always be controversy as people tend to only look at things the way they want to see them. Those who want to see meetings as expensive can make that argument, but if you have ever been to a conference where you made a connection that changed the direction of your career, or learned something that inspired you to achieve more… then you know why there will always be business meetings.

All opportunities come from people, and bringing groups together is a way to create more opportunities.

I believe meetings exist for many of reasons, but too often even the organizers cannot tell you the clear purpose. Working to appeal to a variety of people can leave an event too vanilla to become spectacular to anyone. If you cannot clearly articulate the reason to host the meeting, why can you expect attendees to understand the purpose?

Knowing the answer to “why” will make the event better for everyone!

What was the last meeting you attended and why was it great? (or why was it blah?).

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