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!

Three Basic Rules of Proper Business Meeting Etiquette

Individual behavior conveys a great deal about who you are as a person, both professionally and personally. Most of the time good common sense, allows us to know what acceptable behavior is and what it is not, especially when we are in a business meeting. Your professional demeanor or lack thereof can contribute to making or breaking a business deal and will also affect how your clients, your supervisor and your co-workers treat you in a work environment. That is why it is very important that you use proper business etiquette when attending any type of meeting.

Basic rule number one of proper etiquette is to always be punctual whenever you are going to a meeting.

If you’re able to, get there a few minutes early even better. This demonstrates to the other attendees that you care enough about the meeting to show up early and that you are an attentive participant. Be polite and shake the hand of the person who is hosting the meeting and to thank them for inviting you to participate.

Basic rule number two is that you should always be properly prepared and have everything in order for the meeting.

It is a good idea to know what the meeting is about and do some research on the topic, so that you will know in advance what is most likely going to be discussed. Bring any supporting documents and other information that will enable you to be an essential asset during the meeting. By being prepared and having researched the topic prior to the meeting you will be in a position to advise your manager and co-workers more effectively on the subject as well as being able to knowledgeably ask and answer questions regarding the subject at hand. By being properly prepared for the meeting you are demonstrating to your employer, clients and co-workers that you are well organized and focused.

Basic rule number three of proper etiquette is to be courteous and pay attention during your meeting.

You should never speak out of turn, be impatient to get your own point across or talk over those who are attempting to make a point that is different from your own. Don’t do anything else while another person is speaking during the meeting, because this exhibits a lack of interest and a lack of respect for the other person.

If it is up to you to host the meeting, you should be well prepared and give all the participants advance notice of the date, time and location of the meeting. Send e-mail invitations, as well as office memos, which will allow your co-workers time to prepare in advance. You should also inform your co-workers of the topics that will be discussed and provide them with a detailed agenda. Your meeting should have a definite start and end time so that items on the agenda can be discussed more efficiently. If you have guest speakers or presenters you should ask them how much time they will require for their presentations and schedule accordingly. This will keep the meeting moving smoothly without too much time lapse between topics. Guide the progression of the meeting by staying on track and focusing on the key points.

Above all, be diplomatic, calm and avoid arguments. As the meeting comes to an end, summarize the topics discussed and wrap up everything. If a follow-up meeting is required let the attendees know that you will inform them of the time and place. Remember that using proper business etiquette when attending any type of meeting is vital to the success of your professional career, so always put your best foot forward and mind your manners.

Planning an Off-Site Business Meeting

Conducting a business meeting is one of the most important events in the business calendar. As a business owner you might need to conduct some meetings with the customer at a peaceful and a calm location, so that the meetings will not have any distractions from your day-to-day business. When conducting such client meetings it is very important for the business to consider certain factors. These factors include the availability of a meeting place with good infrastructure, proper communication to all the attendees well in advance and provision of good quality food to the people attending the meeting.

When one looks for an ideal destination to conduct the meeting, the person should also look for the availability of a meeting place in the destination with the entire required infrastructure such as chairs and tables, proper ventilation, projectors in working condition and provision for working with laptops.

These are only some of the major facilities that are required for meetings. There are other factors that might be minor, but also extremely important to smoothly conduct the meeting. Thus before booking the hall, one should have a checklist of items that needs to be available in the meeting hall. While talking to the meeting hall representative, the business owner can ask for the availability of all the items in the check list.

The business owner should ensure that the meeting schedule is circulated to the target audience some weeks in advance. Complete details including the meeting hall location in the town, landmarks to easily identify the meeting hall, the start time of the meeting and the lunch break and the end time. The meeting attendees also should be informed whether lunch will be served there. The meeting agenda should clearly mention the topics to be discussed and who is going to deliver the speech for that topic.

On the day of the meeting, the person responsible for making the arrangements should reach the meeting place well in advance. The person should be there at least an hour before the meeting starts. By reaching early, the concerned person can cross check whether all the arrangements are in place for the meeting to start on time. There should not be any last minute surprises.

While conducting the meeting, it is important for the participants to strictly adhere to the schedule mentioned. Speakers should not deviate too much from the topic of discussion and should talk only about the topic planned.

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