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.

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.

Running Business Meetings

Business meetings may involve just a few individuals, or at times, many people. Not everybody is born with the talent to address so many people, especially when the object is to promote an idea or product or explain some financial statement. It may involve the takeover of a business, starting of new business, or negotiations of a deal. It may be called to obtain the approval of shareholders to sell assets of the company, or raise share capital. It may be necessary to consult experts or partners on any business matter, or plan how to deploy surplus monies on hand.

Even briefing meetings and brainstorming meetings for coming out of any crisis can be classified as business meetings. Periodical review of productivity, marketing, and financial liabilities, etc., are all part and parcel of business meetings, as are pitch sessions. Likewise, meetings where personnel requirements, and other issues related to personnel are discussed also qualify as business meetings. In addition to these, there might be creditors, and debtors meetings.

Based on the type of business that is to be conducted, meetings may be classified as conferences, seminars, board meetings, annual general meetings, extraordinary general meetings, creditors, meetings, debtors meeting and sales meetings.

Any business meeting should be conducted with a predefined agenda. This is absolutely essential otherwise the matters that are discussed at the meeting may end up completely overshadowing the important matters that need to be resolved immediately. The agenda may be accompanied by some documents providing details and explanations on various items in the agenda. This enables the recipients to mull over the contents, and come up with their input on the matter.

A reasonable notice needs to be given so that no stakeholder feels excluded from the meeting. The time and venue of the meeting too needs to be clearly defined in such notice.

There are legal provisions for calling shareholders meetings, and board meetings. When the meeting involves just a few individuals, like a board meeting, then such notice may be given verbally. But it is always advisable to have documentary evidence, or an email to prove that the meeting was called, and reasonable notice was given.

Since one discussion can lead to another and the meetings can end up nowhere, it is always better to conclude matters that can be resolved quickly first, and keep complex matters that require extensive discussions for later part of the meeting. For ensuring this, there has to be somebody who conducts the meeting, and opens each item for discussion and resolution. It is the responsibility of this person to ensure that the matters discussed do not deviate from what is stated in the notice or agenda. The person leading the meeting needs to ensure that any new matters if made are duly noted so that another meeting may be called, and opinions of all concerned on the matter can be obtained.

Another problem with large gathering is that people tend to repeat the same questions or the same opinions. The person conducting the meeting needs to ensure that this is minimized, as everybody’s time is valuable. Using a timer helps.

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