Triple Your Income by Adding Finance to Your CRE business

[Christopher Perez]

Instead of earning potential on 1 out of 20 deal, what about adding finance and earning on 20 out of 20?  Make sense? 

Marketing Ideas/Sources for Commercial Mortgages

 Pure networking is the absolute best method of marketing these commercial mortgages. Everything you do in your daily activity can be a vehicle to marketing this service. Talk to every person with whom you come in contact during your daily activities and go through the details needed for the Executive Summary. Group meetings are pure gold from MeetUp.com to investors. You literally can grab 10-20 deals at one meeting and become the go to source for lending.  Bank turndowns are ideal, but one must be careful when cultivating this market. Do not approach the bank itself (unless it’s your uncle who owns the bank), but approach the individual loan officers you know who are in contact with the customers. Give them your card and have them refer the customer to you. You can help banks retain deposit accounts for those customers who don’t qualify for their programs.  Think of the other types of small business activities that are somewhat aligned with the types of customers you are seeking, and develop a cross-sell marketing alliance with them. (i.e., call on alarm system companies and people who sell life insurance to small businesses; call when you see a sign tacked up on a telephone pole offering health insurance to individuals or small business owners…all of these people traffic with our customer types).  Check public records to find balloon notes filed at your local courthouse.  Check public records to find private mortgages (person to person) filed at your local courthouse.  UCC filings on equipment (Dunn and Bradstreet may be able to supply lists).  Research classified ads for commercial properties and contact the seller or realtor.  Network with CPAs, attorneys, and financial planners.  Join your local Chamber of Commerce for lists of businesses in the community.  Listen for radio ads directed at self-employed business owners and network with those companies who place the ads.  Research tax sales on commercial properties.  Contact leasing agents specializing in commercial properties.  Being an IAP comes with commercial leads but always look for other sources as well.

 Realtors are always looking for lenders who handle commercial mortgages.  Social media, Facebook, Linkedin, Twitter, Craigslist, etc.

Tips for calling on realtors: Call a local realtor and ask if they represent or list commercial properties for sale. If they say yes, you introduce yourself as a new commercial lender (Most know the term Account Executive) for the area: Tell them you would like to send them some information, and then send a letter. The letter and brochure should include the types of loans you can offer. At the end of the call, make sure to ask if they are currently working on any deals that may have a financing need!

Tips for calling on business owners: for the local business owner you drop off a flyer or card and let them know if they need financing, a business loan, refinance, or want to buy or sell a property to have them give you call. You are a lender. You have the money! Once you get the lead, fill out the Executive Summary and we can find out which programs will work best for them. We will be able to quickly determine what further documents are needed and get that loan closed.