Why Use A Commercial Mortgage Broker?

Value beyond expectations, that’s why.

If you have ever thought about financing a commercial real estate property, the thought of using a commercial mortgage broker may have crossed your mind. However, if you are like some people, you may have debated using a commercial mortgage broker based on the belief that it is more expensive to use a broker rather than go directly to a lender. This common belief is a myth.

The reality is that there are a number of ways in which you can save money by engaging a mortgage broker to provide you assistance with your commercial real estate financing needs and objectives. If you take the time to determine the value of using a commercial mortgage broker you will surely see that it is money well spent.

-Locating a Lender

Locating a lender to fund your commercial mortgage is not as easy as it may seem. Due to the wide range of property types, loan types, and special circumstances a single lender simply cannot offer loan programs for all potential loans. You may waste a considerable amount of time simply trying to find a single lender that offers the program you need. A qualified and experienced mortgage broker will have multiple lender relationships in place who can offer a wide range of lending options. Some brokers may even have relationships in place that give you access to hundreds of lenders offering an unbelievable amount of loan options.

-Risks in working with a single lender

You may spend the time and locate a single lender that can meet your needs, but you are not out of the woods yet. By working with a single lender or bank you are putting all your eggs in one basket as they say. The approval process can take a good deal of time that you may not have. Then what happens if the loan application is not approved by that lender? Can you afford to go through the process a second time risking a similar outcome? By working with a broker, your loan application can be submitted to multiple lenders. This not only increases the chances that your loan will be funded, but it also gives you and your broker more bargaining power to get the best deal.

-Cost Variations Between Lenders

One of the most significant ways in which you can save money by using the services of a commercial mortgage broker rests in the fact that there can be notable differences in the interest rates, costs and other fees charged from one lender to the next. A broker will help you in identifying the most reasonably priced options available from these different mortgage lenders. On first blush the cost differences from one lender to another may seem small. But remember, in most instances we are talking about loans in the millions of dollars. Even if the interest rate difference is minimal on the surface, over time this can add up to a significant amount of money.

-Brokers Specialize

Commercial mortgage brokers, especially the good ones, will often specialize in a certain property or loan type. The added experience provided by a specialist guarantees that they have experience with exactly the loan you are looking to secure. Each and every property type and loan type has its own set of issues and pitfalls so it pays to find a broker that services your individual needs. In comparison, if you have a problem with your plumbing you want a plumber, not a general contractor.

-Inherent Expenses of Searching on Your Own

People tend to forget that when they are devoting time shopping around looking for a commercial mortgage lender – or anything else for that matter – it takes you away from other pursuits, including money making pursuits. Therefore, you do need to keep in mind that by engaging the services of a commercial mortgage broker you free up more of your valuable time to engage in other efforts that are more profitable than aimlessly wandering around looking for a mortgage lender.

-Support Services

Another avenue through which a commercial mortgage broker can help you save money is through their existing relationships with other industry professionals. A good commercial mortgage broker has a preassembled network of professionals including appraisers, accountants, lawyers and other service providers that they work with on a regular basis. Not only do you not have to spend the time to find these required resources on your own, but often times you can get a reduced rate on the services due to the brokers existing relationship.

-Fees of Commercial Mortgage Brokers

You need to understand that commercial mortgage brokers appreciate that they are in a very competitive business. Therefore, these professionals are now taking great pains to make their services as affordable as possible. Don’t be afraid to negotiate the broker fee. And don’t be afraid to ask your broker questions regarding how they came up with the fee proposal. The good thing about using a broker is that they do not get paid unless your deal closes.

It is true that in the end, you do pay a fee for utilizing the services of a commercial mortgage broker. These fees can range from half a point to two points on conventional loans up to five or so points on a hard money deal. However, you will find, as many commercial investors have in the past, that working with a commercial broker will help ensure that your needs are met and that you get the best deal in the process. The bottom line is that what you are paying for is a professional on your side, someone to watch out for your best interests. Similar to the way a lawyer protects your interests in legal matters. You wouldn’t go to court without a lawyer, so don’t finance your commercial mortgage without a broker.

The Art of Brokering Commercial Loans

Doc’s Secret # 2: Biggest Mistake of the New Commerical Broker

I take many calls each day as “The Money Doctor”. I receive tons of calls from broker’s around the country. These are all good, honest hardworking people. Many of these calls could have been avoided because the beginning commercial broker is not aware of the proper and proven operating strategies.

The conversation typically goes like this:

“Hey Doc, I’m new at this and I just landed a mega deal. Are you sitting down? I have signed an exclusive with a borrower for a $25M dollar deal to finance a health care facility. I sold the client that I could get the cash for him. My question is this: “Doc, where can I get a loan for this guy?”

My heart goes out to the broker and to the client! “Why didn’t you find the lender first , find out what areas the lender is interested in and what their requirements are? Then advertise for that certain type of loan? If you did this, then when your future clients call you would know where to take the loan and your clients would be seeking that specific type of loan.

If you did it this way, then all you have to do is qualify the borrower, collect the documents and package them to your lender’s request. That is much easier and will cause fewer gray hairs!
Unfortunately, these brokers are calling because they didn’t do it that way. Now the broker is scrambling for a lender , while stalling the borrower: not a good position to be in! The chances of success, of obtaining a commission on that $25M lead is slim, unless of course he wants to co-broker (and of course I’ll be happy to help! J)

Please the secret here is simple. Many brokers suffer from Lender Phobia. They are literally afraid to speak to the “Checkwriter”. Do yourself a favor and call some lenders and interview them. Lenders expect to be called by professionals. They make money when you bring them good loans. They want your business.

There are many broker friendly commercial lenders. It is important for your career to begin to groom your lending relationships. These are the people that will put money into your pocket month after month.

To Your Success!

Do I Need a Commercial Broker To Invest in Commercial Property?

When investing in real estate an important decision to make will be whether or not you want to have a broker help make your real estate deals. Often, the answer to that question will have to do with where you are in your investing career. For those that are just beginning a broker can be a very useful tool in finding opportunities, what an investor should look for and what they don’t want to see in a property, and negotiating a deal that will make everyone happy. Those that are a bit seasoned in this area may not need so much help, but still can benefit in one way or another.

When preparing to purchase a commercial property for investment you may want the assistance of a broker. Having as much experience as they do in this field, a broker will be able to give good, solid reasons why a property may or may not be a good investment. If an investor is considering purchasing a building in order to section it off and lease out “stores” to those in retail, a broker may be able to let them know that this is not a good idea because there will shortly be a large shopping center being developed within a mile of this building. This would make it more difficult to lease out the spaces and it may not be a worthwhile investment unless the investor can come up with a different use for it. Without the knowledge of the broker, the investor may have ended up losing money due to a bad investment once the shopping mall came along.

A broker may also be able to hunt up other properties for investment. If, as an investor, you find that a property that you’ve been considering is not a good investment, a broker may be able to tell you about a few other properties that could be good for use in the way that you’re planning. A broker will also have information about properties before they even get listed. Sometimes this can work in your favor. If the Realtor knows of the property and tells you about it, you see it and are interested, you may be able to negotiate with the owner of the property before it ever gets listed. This may give you the heads up on properties that others may have outbid you on. You will not have to worry about competing with other investors because they will not have known of the property. A broker may do this for you if they will still get a commission on the deal or they may forgo a commission or two in order to claim you as a client and keep you coming back. If they make you money, you’ll be more willing to make them money. This can be a win win situation on both sides of the fence.

If you’ve been working with brokers for a while and have a reasonably good idea of what you’re doing as an investor, you may not want to work with a broker at all. Even if a broker has given you a property or two, they will not continue to do that for long. All other properties will have part of the profits divided with the broker. If you feel that you’ve gained enough experience to deal without a broker, you can potentially save yourself thousands that would otherwise be a commission to the broker.

Being able to work without a broker will mean that you’ll have to have some communication with those that are selling properties. If you’ve done a lot of networking in the time that you’ve been investing, chances are that you have done some networking and meeting of people that do what you do. You may know owners of several commercial buildings of your area. They may know that you are a good business to deal with when they decide to sell their property. In this case, there is little else that a broker will do for you besides deal with the legal end of the sale.

If you’ve paid close attention in the closings and have looked closely at the paperwork that’s changed hands during the meeting at the close of the sale, you should be able to handle this part yourself. The documents that brokers use to close a commercial property sale can be purchased at most business office supply stores and several bookstores. Additionally, you can draw up these documents yourself with the help of your computer and printer. If you purchase the documents once and make several copies of the blank documents, you’ll have a good start. After you’ve done a few closings yourself you may add some documents that pertain to your business dealings or you may always use the documents purchased. Either way, you will be able to handle the closing of property transactions which will again save you thousands over using a broker.

A broker can have their uses. When you are starting out in the field of commercial investing, they can be a wealth of information and very helpful in your transactions. In the beginning, they may be well worth the investment that you have to put into them. Over time, they may not be as necessary as previous. If you make a point to network with others in the same or related fields, you will find yourself getting information thrown at you left and right when a commercial property comes up for sale. That will eliminate the need for the broker in that sense. If you pay close attention to the closings and gather the necessary paperwork to learn how a property closing works, you will eliminate entirely the need for the broker and this will save your company thousands at each closing. It makes good business sense to use a broker in the beginning, but learning about their job will ultimately raise your profit margins as you eliminate their need and then the use of them at all.

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