Commercial Mortgage Broker Fee Agreement

Now having a good commercial mortgage broker agreement in place with your borrower is more important than ever. As CMBS lenders like Lehman, Silver hill, etc have been taking the worst of it, we as commercial mortgage brokers are now forced to originate our commercial mortgages through traditional sources, i.e. regional or smaller banks.

These banks that for years saw their market share shrink are now in control. Many of them never bothered to increase their risk thresholds and or change their underwriting guidelines to stay competitive. They are now reaping the rewards of that prudence. Bottom line, they still have money to lend and many times their rates are considerable better than the rest of the market.

The challenge however for commercial brokers is that most of these smaller banks are not broker friendly. Or more accurately stated most of them are not set up to work with brokers like the CMBS lenders. For example it’s very rare that a smaller bank will pay rebate or ysp. Once in a while you may find a bank that will pay a .5% or 1% referral fee, but that’s it and it’s rare to find.

Rather many of these banks expect you to get paid on top of their 1% bank fee. Or worse many of them will want you to make your fee outside of close… When was the last time you chased a borrower for a $15,000 commission? If you don’t have it set up right from the beginning you will have a difficult time ever collecting. And besides collecting you will have a hell of a time competing on the deal.

So the point here, besides that this current market reality is not a lot of fun, is that if you think you’ll have to take your deals to a local banks, you’d better have your commercial mortgage broker fee agreement signed and in place before you bother to work on the deal.

Best Ever Prospecting Letters for Commercial Brokers

In commercial real estate brokerage the prospecting letter process really works. To be successful at it you need to plan the process and control your actions as you progress.

Why will the ‘letter’ process help your prospecting efforts today? Well, it’s because the letters are less inclined to be ‘binned’; that is of course if you plan them correctly and follow the rules.

Here are some facts in comparing letters to emails:

  • Prospecting emails are not very successful at all. Most of the people you send them to will delete the communication quickly. As a by-product of the process you must have their approval to communicate in that way, otherwise you will be breaking the laws on ‘spam’.
  • A letter is very professional as long as you do not ‘overdo it’. In commercial real estate the best letter is compiled on one single page. The contents should be contained in no more than 4 paragraphs. Sign the letter personally in blue ink. Ensure that your signature is legible and professional (don’t sign in a ‘scrawl’ as it sends the wrong message).
  • Create the correspondence to introduce your upcoming telephone call. Make the call a few days after the letter has been received. The prospect will be expecting your call and will be more inclined to take it.
  • Always put your business card in the envelope. Don’t put anything else in a prospecting letter. The object is to sell yourself and your upcoming telephone call. Don’t confuse the message with bulky brochures on other issues and property matters. Focus on the one thing that is important, and that is your upcoming telephone call.
  • Design the letter for the person you are writing to. In other words you should have separate letters covering sales, leasing, property management, and retail. Get away from the generic approach and be specific to a part of the industry. Sell your upcoming telephone call on that basis.
  • Get a reference book on ‘words that sell’ or ‘phrases that sell’. Add a few words from the books into your letter to increase readability.
  • Every good prospecting letter should have a great headline. You want the person to read the message. Perhaps the headline you use could reflect local property activity or changes. Understand the concerns of the market and match the letter to the focus of investors, property owners, or tenants as the case may be.
  • The letters should be sent every 60 to 90 days. As part of that process, follow-up as many of the letters that you can. It directly follows that you should not send out too many at once and thereby create a situation where you cannot make the calls.

This is a system of prospecting. The letters are part of the bigger picture. They do not replace cold calling, but they add to the momentum that you would have in other prospecting processes. Start using the system as a boost to your market share.

Choosing the Perfect Venue For a Business Meeting

If you are searching for the perfect hotel in Sydney which can host a world class business meeting then the internet is the best medium which will help you decide. A business meeting requires a calm and stress free environment so that business can be explained without any disturbance. A perfect venue will not only provide you with world class services but will also help in communicating effectively. Most of the Sydney city hotels understand the requirements and provide services accordingly. Business meetings are held at various levels and different hotels provide services at various levels as well which tests the researching abilities of the organizer.

While choosing a hotel for a business meet you should make sure that the venue meets following requirements:

The most important is the location of the hotel or the venue. You should always choose a venue which overcomes the geographical barriers. Easy accessibility of the venue will ensure that you customize the event according to your own wish. Make sure that the venue is reputed enough so that the people who are coming to attend the meeting reach without any problem.

Each and every business meeting should be visualized before hand so that you can have a clear picture in your mind as to what you need and how you need. You should always choose a hotel which provides all sorts of business facilities which will help in catering to your needs.

The space can be a very sensitive issue and you should be very careful while deciding for the space required. The scale of business meetings differs by and large and you should always choose the venue accordingly in order to have a perfect business meet.

It is highly advised that you should search for reviews written by real clients on the internet. These reviews will help you gain all the information about different hotels across Sydney. There are hundreds of hotels all around the city and you can easily choose the one which suits your requirement. If the budget is an issue then you can easily find some of the best budgetary hotels which provide quality services as well. It is believed that the venue has a big role to play in the success of a business meeting which makes choosing the venue as one of the most critical decisions. Every year thousands of business meetings are held in Sydney and you can easily find a perfect venue for a successful business meeting.

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