Commercial Mortgage Broker – Ally and Shark Wrangler

You finally found that commercial property you want to buy – fantastic! Now what? All you need is the money and where do you get that? A commercial lender, of course. You can go to the Internet and type Commercial Mortgage Lender into the search box and that will get you over 1.6 million options to look through. Doesn’t seem like a good way to spend your time.

Another option may be your local bank, the one that knows everything about you including your financial history, current holdings, and existing bank account. Negotiating a favorable rate with your local bank is like playing poker while showing everyone else at the table your hand. You lose the edge, the bargaining power to get the best deal. This is not saying that your bank will purposely strike you a bad deal, but unless you are borrowing millions of dollars and are a regular source of volume, they have no truly compelling reason to give you their best rates. Besides they already have your money and unless you are going to borrow $10 Million or so it is probably just not worth their time.

While there are many different ways to go about financing a commercial property there is only one right place to start and that is with an experienced commercial mortgage broker. Someone that has sailed the commercial finance seas many times and knows the locations of all the rocks, waves, shallows, and pirates that will surely sink your ship. Realize that a mistake in commercial mortgage financing can cost you thousands or millions of dollars. These pitfalls include lockout periods, balloon payments, prepayment penalties, and resource loan structure.

A commercial mortgage broker is one of your strongest allies. Their job is to become intimately familiar with your financing needs and find solutions to meet those needs. They utilize their voluminous lender relationships to bring you the best deal possible based on your property type, financial situation, strategy, and timing. A broker has access to wholesale rates that are rarely offered to you, the consumer. Even the “preferred rates” offered by longtime contacts at your bank rarely compare as favorably.

Working with a bank for a commercial mortgage is similar to feeding the fat goldfish in your aquarium. They have come to expect food regularly provided them and will get around to eating when they are ready. On the other hand, working the commercial mortgage market through a broker is like dangling live bait over a shark tank. Lenders will go after the deal like a hungry shark, but you certainly don’t want to be the one holding the bait. That’s the job of your mortgage broker. The result will be the right deal for your situation and you didn’t lose any fingers in the process (or your shirt for that matter). Notice I didn’t say lowest rate, I said best deal. Often one’s best financing option is not the lowest rate – more on that in another article.

Brokers are matchmakers – intermediaries. They bring together those who have with those who need. It is all about relationships. It is paramount for you to trust your broker. If you find it hard to have a relationship with your broker it is likely that others will have a hard time as well. If a broker can’t understand you and your needs, they will not be of service to you or your needs. A broker must maintain relationships with you and with lenders. If they have a hard time establishing a relationship with you then what about their relationships with lenders? As with any business relationship, go in with your eyes open.

Bottom line is this. Give a broker a shot. On your next commercial loan take a little extra time and compare what a commercial broker can do with what the local bank can do. My bet is that you will find that the broker is the best bet and you may be on your way to developing a wonderfully profitable relationship with a mortgage industry professional.

How Should a Commercial Broker Prospect For New Clients

In any sales job you must have a good prospecting model. Commercial real estate sales and leasing is no different. The prospecting model in the commercial real estate industry is however quite special to the type of property you work around and the clients that you deal with. The database that you create has to capture property investment detail such as area, property type, price range, rent levels, special property needs, and location detail. The database you use should be versatile enough to do that.

It’s worth expanding on this prospecting point so that you can construct the prospecting model that works for you. You have to have leads and lots of them to make money in commercial real estate. It’s not really the office that you work for that actually matters, although it will have some minor impact. The real results that you get in the industry come from one activity that you and only you control; it’s called prospecting.

Those people that start up in the industry do not really ‘get it’ for some time. They think that business ‘walks in the door’ of the office. Only a small amount of business will come to you in that way. In fact the more you sit in the office, the less successful you will be. I tell many new people to the industry to spend no more than 2 hours a day in the office, and the rest of your time in your market.

So what should you do ‘in your market’ each day? Here are a few main activities that are obligatory.

  1. Get a map of the streets that contain the property listings that you are interested in. Check out the good properties in the street and note them on the map. Any properties of note should be tracked down as to who owns them.
  2. Walk the streets each day, entering the businesses and asking to speak to the business owner or General Manager. Leave your business card if the right person is not available. Do at least 10 businesses per day. What you are looking to do here is introduce yourself but more particularly find out if the business is a tenant or an owner of the property. This is invaluable market intelligence.
  3. The golden rule of prospecting contact in commercial real estate is for you to make direct contact with the people that are qualified prospects at least every 90 days. This cycle does not stop. You should be doing at least 5 of those every day over a 90 day period. When you do your numbers this indicates that you should be working at least 300 qualified prospects.
  4. Suspects are the other people you contact and they are approached simply to see if they should become prospects in your group of 300.
  5. Send at least 5 letters a day to people that you know own the best properties in your area. Always follow up these letters with a telephone call.
  6. When you have made a sale or a lease in an area, make contact with the nearby owners with a letter telling them of the success. Always follow up those letters with a telephone call.
  7. Meet the tenants or occupiers of any neighboring properties that are adjacent to things that you have listed for sale or for lease.
  8. When a sign board goes up on a property through another agency, make sure you personally canvass the other properties adjacent and near to those listings. Most property owners would rather compete through another real estate agent should they want to also list their property for sale or for lease.
  9. Look for vacant property, as this is always a reason to contact the owner to see if they want to sell or lease the property. A vacancy is usually a landlord ‘pain’ factor that requires relief.
  10. Check out the local planning authority each month to see if any new developments or rezoning applications are going through. The local planning authority is most likely located at the local council and they usually have minutes that are available for public scrutiny.
  11. Work the investment cycle of buy, lease, and sell in your area. Property investors will usually buy a property, hold it for 5 years (on average), lease it during that period, and then position themselves for another purchase or sale. This then says that you can work out the best listing opportunities from the lists of properties in your area that were purchased about 4 to 5 years ago.
  12. Create a great database from your enquiries for other properties. A carefully constructed and executed property sale or leasing campaign will always leave you with many leads for other property opportunities. One good property marketing campaign will leave you with well qualified contacts that you can shape up for future opportunity.
  13. Make lots of calls each day. The telephone has to be your friend so get used to using it. Sure you will make lots of calls to suspects and most of them will say ‘no’ to your offering. The best way to make lots of calls in commercial real estate is simply to use the ‘Yellow Pages’ of businesses in your area. A carefully crafted telephone conversation will identify whether the business is a tenant, a property owner, or a property buyer. All of these categories offer opportunity.
  14. Monitor the ‘time on market’ of other agents listings. Not only will these be a source of listings later for you, but the ‘time on market’ will give you an idea of what is selling or leasing and what is not. Avoid overpriced listings at all costs unless you believe the property owner will bring their price down.
  15. Check out all ‘for sale by owner’ listings. They may not sell or could be a later source of listing for you when the property owner has given up trying to do the job themselves.
  16. Business owners will tell you a lot about the area and the neighboring properties. You just need to ask the questions. Taking to business owners every day will help you build your resources for listing opportunity.
  17. Strengthen relationships through constant 90 day contact with all your prospects. Create lots of qualified prospects through sifting through lists and direct telephone calls to suspects.

You may look at the list and say that it is obvious; surprisingly most commercial real estate people do very little of what is on the list. Why is that? They simply lack the personal focus and do not follow through each and every day. If you follow the rules in commercial real estate, you will become very successful. Commissions will flow toward you and you will be the agent of choice.

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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