How To Be A Commercial Power Broker

You have received your first commercial deal! If you are like most of the brokers I’ve counseled lately your story is probably similar to the one below:

What does the average “money broker” ( I prefer to use the term capital consultant) do? First, the want to know the loan amount and then they quickly tack on 1-5 points (they assure me they are never greedy) and then they take an executive summary and shoot it around the internet asking lenders if they can close this loan in 14-21 days!

WRONG! WRONG! WRONG!

These brokers are not taking the correct actions. They are simply planning to fail. Why? They are ignoring the proven strategies used by seasoned commercial brokers.

Want to know the “Secret”?

Before you submit any loan proposal to any lender, you must find out:

The number of deals that lender has closed in the past, and how many they intend to close in the current year.

This is critical to your success! And how do you find out? ASK! Ask the lender by phone or email if they are looking for this type of loan and at the amount your borrower requires. If it is a medical office building ask them how many of these have they closed? And how many do they intend to close this year?

You want to hear: “Oh, we did many of these loans last year and we intend to do many this year!” Don’t send your prime office building to a lender that’s seeking to fund retail centers!

Find lenders and develop a personal relationship with them. Find out what their sweet spot is. In summary, Never submit a loan deal to any lender unless you are able to verify that the lender has closed many of the specific types of deals that your are seeking funding for and that they are currently actively lending.

Seasoned commercial brokers have honed their lender relationships over the years. You can begin this week by contacting at least one lender and interviewing them. At the end of one year you could easily have 52 lenders that you’ve developed a file on and what their lending parameters and preferred property types are.

One year from now you too can be a seasoned “Power Broker”.

To your Success!

Commercial Broker Fee Agreement – Exclusive Or Non Exclusive?

Commercial mortgage brokers are constantly asking themselves if they should ask their clients for an exclusive relationship or go the “easier route” and secure a non exclusive fee agreement. What’s the difference? What’s the pros and con’s of both? That’s the point of this brief article.

An exclusive relationship within the commercial mortgage field can be thought of as a listing agreement within the real estate brokerage side of the business. Or more specifically the exclusive agreement should be thought of as a tenant representation agreement for those that are familiar with that agreement.

Essentially the exclusive agreement states that the borrower agrees to work with the mortgage broker on an exclusive basis with shopping for lenders, negotiating term sheets and coordinating the processing and closing of the loan (among other legal issues I’m not qualified to discuss). The commercial mortgage broker is handling the whole transaction on behalf of the borrower and typically is looking out for the borrower interests. A non exclusive agreement still covers a lot of the same issues but gives the borrower the right to work with other lenders/ brokers. So there’s no guarantee that you’ll win the deal and or get paid.

The main advantage for the commercial mortgage broker to get an exclusive is that the borrower has committed to working with the broker, and at the end of the deal the broker will get paid. For those reading this article that have worked on deals for months with borrowers and to find out they lost it because of 10 basis points or slightly lower fees know how bad this can sting.

Most exclusive fee agreements cover a lot more than the exclusivity issue; retainers, expenses covered, minimum fees are some of the more important issues. For example having a borrower send you a thousand dollar retainer and a signed exclusive agreement says a lot; that he’s on board and going to work with you.

There are disadvantages though of going for an exclusive agreement. The obvious is that many borrowers simply will not want to sign off on this. It can be a hard sell. They’ll want you to “get them quotes” or “see what you can offer” first. Basically the borrower will want to keep total control and will only want to work with you if you can produce the best deal. So you stand to lose working on the deal if they don’t agree. You may know that perfect bank for the deal and or just want to work on it with the hopes of building a solid relationship along the way.

Also, YOU may not want to work on the deal on an exclusive basis. Believe me when I tell you that if your borrower agrees to a 5 page agreement and sends you a $1000 retainer, that they will want to get their money’s worth and are not going away. If they deal is weak and you find you can’t get it done, you’ll have to invest a lot more time into the deal than wanted and or break off the relationship and risk tarnishing your reputation.

So, unfortunately there’s no simple answer if you should go for an exclusive commercial mortgage broker fee agreement or not. But you should get you borrower to sign something that says you’re working with him and that you’ll get paid at close.

Video Conferencing Software For Executing Online Business Meetings

Online meetings are the conferences or meetings that are conducted with the aid of the internet. These meetings can be differentiated into two types they are the casual online meetings and professional business meetings. To conduct the casual online conference, there are various options available on the Internet; they are Google+ Hangouts and Skype. But for professional business meetings, these video chat options do not work out. The business meetings always need a professional web conferencing solution.

Video conferencing solution eases the business executives to interact effectively with one another as if they are meeting in live or in person. This solution enables the users to have interactions with the people who are separated by a thousand miles of distance.

In the recent years, the advancements in the web conferencing technology have renovated the online meetings towards more mobile and flexible. In the preceding years, the conferencing solution was hardware based, where the organizations have to set up a boardroom to conduct the meetings. This setup will be composed of a huge range of hardware components.

Normally the online meetings are conducted to have an interaction with the business executives are far located. Let us consider a case: A business executive is on business tour and he/she must have to attend the meeting. In this situation, such executive cannot search for a boardroom and log on to the meeting. As a solution to this case, video conferencing software can be used. Through the software based application, the business executive doesn’t have to look for a boardroom; rather he/she can log on to the meeting through his/her wireless PC.

During the time of the meeting, the business executives do have a need of presenting some documents. The software video conferencing solutions are integrated with certain fruitful features, by which the online meeting can be more interactive and lively. Whiteboard sharing, file sharing, desktop sharing, referendum, voting and co-browsing are some of the most helpful features for executing the online meetings successfully.

The basic software and hardware requirements needed for making use of the video conferencing software are: standard PC (Laptop, iPad or Android based mobile phone), internet connection either broadband or leased line or a software license to make the application installed in the PC.

Web conferencing software provides ample benefits for the organizations, in terms of minimizing cost of resources. Through this solution the business executive doesn’t have a need to all the way travel from his place to the meeting place. This will cut down certain expenses such as air fares and hotel bills.

Lastly it can be justified that, the video conferencing software is the best loom for executing the online meeting in an effective way.

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