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.

The Different Types Of Commercial Insurance Brokers

To the average man or woman on the street, the world in which commercial insurance brokers live and operate will be little more than a mystery. The field of insurance in general is still barely understood by laymen and women, and with commercial insurance being one of its most specialised branches, this effect is felt several-fold.

Few people seeking to take out this type of insurance will be aware, for instance, that there are several types of commercial insurance brokers on the market, each with its own specific ways to operate, strengths and limitations. At best, most of these men and women will be aware of the existence of the main, larger insurance companies, with the countless smaller operators being known to only a minuscule portion of the overall demographic, mostly through research or word of mouth. Yet, on occasion, these alternative types of commercial insurance brokers may actually be more suited for what an individual or business is after than the more ‘mainstream’ alternatives; it is with that in mind that the present article seeks to introduce prospective clients to the different types of commercial insurance companies available, so that they may assess which will best suit their specific situation.

Insurer-Owned Brokers

Insurer-owned companies are perhaps the most widespread and prolific sub-section of the commercial insurance market, and many of the most popular and best-known commercial insurance brokers fall under this category. As the name indicates, these outfits are owned by large insurance companies, who typically dictate their standards and practices. In certain countries, this model was considered the industry standard for commercial brokers for decades; it has, however, recently begun to lose ground, as the effectiveness of these types of outfits began to dwindle. Nowadays, many experts make a case for the model being outdated, and it is predicted that insurer-owned commercial insurance brokers will continue to lose market space in years to come.

Broker Networks

Broker networks comprise several small commercial insurance brokers, all of which share resources, assets and market opportunities between them. In its ideal form, this is considered to be a beneficial model for companies that choose to join one of these networks, with many of them advertising better commissions for individual brokers and service conditions for the companies as a whole; however, adhesion to this type of network remains uneven between countries.

Consolidated Brokers

Consolidated commercial insurance brokers result from one company assimilating, buying out or otherwise consolidating any number of smaller ones, in similar fashion to a corporate merger. At one point, these types of companies were the most common type of commercial insurance brokers in certain markets, with consolidations happening as frequently as once a week. The practice has significantly lost steam since then, however, mainly due to the fact that the exact benefits to be reaped from consolidation processes are not always clear. This has caused many brokers to sour on the practice, and much like insurer-owner brokers, it is thought that this type of brokerage firm may lose even more ground in years to come.

Independent Brokers

The fourth and final type of brokerage firm are independent brokers, that is, brokers which are not associated with either of the three types described earlier in this article. These tend to be smaller, often family or owner-run companies, with smaller and more personalised client bases, and frequently focused on more specialised or less explored areas of the field. Customers resorting to an independent broker can expect a more personalised service, with a higher rate of face-to-face interactions and more time devoted to each case. This type of company is less prevalent in the modern landscape than any of the previously listed ones, but there are still a few independent commercial insurance brokers left, and they tend to attract a small yet loyal customer base.

These are, in broad strokes, the main types of commercial insurance brokers available to customers. It is, therefore, up to each individual to work out which business configuration would be most suitable to their specific needs, in order to avoid disappointment down the road.

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.

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