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.

Business Meeting Agenda – Valuable Strategies

We will take a look at the agenda for a business meeting. This is the key to an efficient meeting and if badly considered becomes, not only a significant demotivator, but can waste a lot of time.

The meeting agenda:

To start with, you will only need an agenda if a meeting happens. It is simple to begin creating an agenda for a meeting in advance.

The agenda will be circulated at some time to those invited. Mainly for the initial meeting, to fulfill the meeting objectives, make the team as small as required. For regular official meetings the list of attendees should be consistent but could be different for further meetings.

The template:

Many meetings should adhere to a similar style, so employ a template. Features of the agenda might be the following:

Time of the item…

This is the beginning of the agenda item but it may also indicate the duration of the item. This would naturally go into the next item start time. This enables everybody to identify the length of time allotted to the item on the agenda and allows the chairperson to encourage attendees to keep to it.

The time in the agenda should permit an introduction and a review of the discussion at the finish, say 5 minutes in total.

Item title…

It should be included after dialogue and gaining the leader’s (see below) agreement, before producing the agenda. The length of the item should be agreed. Furthermore, the chairperson might ascertain from the leader if there are any expected results that may emerge from the presentation.

Item reason…

This component ought to describe the purpose for incorporating the agenda item and possibly any expected conclusions. This will help concentrate awareness on the major issue and should encourage people to consider it more ahead of the meeting. It enables the chairperson to keep the dialogues on track.

Allowing individuals to reflect more on every item, by illustrating it in this manner, will help to secure added contribution from a broader region than merely from the department of the discussion leader.

The topic leader…

This establishes the person who will guide the discussion of this particular agenda item. The leader has a duty in presenting the argument and defining any conclusion in a summary at the end.

Preparation…

This is an opportunity to determine anything that should be performed before the meeting in support of the agenda item. This is for all attendees and not just for the leader of the dialogue.

Apart from forearming people, and enabling them to effectively contribute in the meeting, it can help to speed up the discussion and thus achieve the outputs for the agenda item more speedily. This can save considerable time and decrease blank and uninterested faces at meetings.

Hence, headings for the agenda template might be ‘time, item topic, purpose, leader and preparation’.

Agenda ideas:

You might want to add additional items to the business meeting agenda apart from the main points for discussion. For example, ‘an introduction’ which could be used to suggest any specific problems but also to reiterate areas of the meeting policy.

You could like to end the meeting with ‘any additional business’. This enables the highlighting of any impromptu concerns but significantly offers a point for the chairperson to thank the attendees for their contribution to the discussions and to agree the date of the next meeting.

Attendee suggestions:

If you must send a replacement, make certain that the chairperson realises it. Offer a justification for your absence and identify any concerns that this action might incur.

If you are unable to turn up, can you present the required data to the chairperson in person? This will guard against using up the time of another person. The chairperson can then introduce the results of the dialogue in the slot for the agenda item.

Make certain that you get a distributed agenda in lots of time to consider additional items in addition to your own.

If you must leave the meeting at a specific time notify the chairperson, who may tell the meeting at the outset, just in case it could influence the presentation of a separate item.

It is just as much the responsibility of the leader of the dialogue to retain focus as the chairperson, particularly when faced with questions that could be wandering from the item purpose. Protracted discussions might be more effectively served by continuing them outside of the meeting.

The leader ought to complete the talk by summing up and spelling out the main points.

When, as an attendee, you are not happy with the format of the meeting, take it up with the chairperson external to the meeting. Don’t disrupt a meeting on a personal campaign.

If you turn up at a meeting go equipped and primed to contribute, and not just on your own agenda topic.

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.

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