Real Accounting’s Post

🔍 Unlocking Successful Partnerships: What Lenders Expect from Brokers 🔍 Hello, CRE professionals! Building strong relationships with lenders is key to closing deals efficiently and effectively. Here’s how you can position yourself as a valued partner in the eyes of lenders: Key Insights for Brokers Working with Lenders Comprehensive Deal Packaging Lenders appreciate thoroughness. Compile detailed information about the property, borrower, and financials. A well-prepared package can expedite the approval process and demonstrate your professionalism. Clear Communication Maintain transparent and consistent communication. Lenders value brokers who can clearly articulate client needs and provide updates without prompting. This builds trust and streamlines the process for everyone involved. Understanding Lender Requirements Different lenders have different criteria. Familiarize yourself with their specific requirements, such as credit scores, loan-to-value ratios, and documentation standards. Tailoring your approach to each lender's needs can increase your chances of success. Market and Industry Knowledge Demonstrating in-depth market knowledge positions you as a reliable expert. Provide insights into market trends, risks, and opportunities. This not only helps in crafting compelling deal narratives but also reassures lenders of your expertise. Responsiveness and Reliability Being prompt in your responses and reliable in your follow-through makes you a desirable partner. Lenders prefer working with brokers who can meet deadlines and provide accurate information swiftly. Building Long-term Relationships Focus on developing long-term partnerships rather than just completing individual transactions. Nurture these relationships by consistently delivering value and maintaining a reputation of integrity and professionalism. Problem-Solving Skills Be ready to address potential issues that arise in the lending process. Whether it's a documentation hiccup or a valuation concern, proactive problem-solving can make a significant difference. Moving Forward By focusing on these key areas, you can strengthen your relationships with lenders and enhance your effectiveness as a broker. Remember, successful partnerships are built on trust, transparency, and mutual respect. What strategies do you use to enhance collaboration with lenders? Share your experiences below! 👇 #LenderRelations #CommercialRealEstate #BrokerTips #RealEstateLending #ProfessionalGrowth #FinanceLobby

Why Some Loan Officers Get Stuck at $30-$50M While Others Break $100M: After coaching over 200 loan officers and learning from five who fund over $150M a year, I've noticed two key differences: How Many Pillars Does Your Business Have? Loan officers who rely solely on one pillar, like realtors, often plateau at $30-$50M. Realtor referrals don’t easily compound—they can only give you a portion of their business. This linear approach leads to a ceiling because growth depends on continuously adding new realtor relationships. Compound Growth with Multiple Pillars Those who break $100M build a second pillar, like past clients. Client referrals compound over time—one happy client can refer three or more clients over the years. This compounding effect allows for exponential growth, far beyond what one referral source can sustain alone. The takeaway: If you’re ready to scale, consider adding a new business pillar that compounds over time.

2025 is going to be the best time for LOs to diversify their referral sources for multiple reasons: 1. The consistency of realtor referrals is the lowest it's been in years 2. One builder relationship can generate 5+ loans monthly, without sacrificing your realtor partnerships 3. Builders are the solution to the inventory problem, so the opportunity will just continue to grow over the coming decade Now is the time to establish builder connections and secure a steady stream of business!

What’s one piece of advice you’d give to someone just starting in your field? 1. Understand the Market Learn the different types of loans available (e.g., personal, business, mortgages). Research the lenders in your area or online, understanding their terms, rates, and requirements. 2. Focus on Building Relationships Cultivate relationships with lenders and clients; networking is crucial in this industry. Be trustworthy and prioritize clear communication to build a solid reputation. 3. Master Financial Concepts Understand credit scores, interest rates, and underwriting criteria. Stay updated on financial regulations and industry trends to provide sound advice. 4. Develop Sales and Negotiation Skills Being able to sell your services and negotiate terms with lenders and clients is vital. Listen carefully to clients’ needs and present solutions that truly fit their situations. 5. Leverage Technology Use CRM (Customer Relationship Management) tools to track leads and follow-ups. Stay on top of loan management platforms and apps that make the process seamless. 6. Be Transparent and Ethical Clearly explain terms, fees, and risks to your clients. Always act in their best interest to build long-term trust and referrals. 7. Invest in Professional Development Obtain relevant certifications if required in your area. Join professional organizations or attend seminars to enhance your knowledge and credibility. 8. Be Patient and Persistent Building a client base takes time. Consistent effort and excellent service will pay off. 9. Market Yourself Effectively Develop an online presence with a professional website and active social media profiles. Ask satisfied clients for testimonials and referrals to grow your business organically.

𝗔 𝗗𝗮𝘆 𝗶𝗻 𝘁𝗵𝗲 𝗟𝗶𝗳𝗲 𝗼𝗳 𝗮 𝗟𝗼𝗮𝗻 𝗢𝗳𝗳𝗶𝗰𝗲𝗿: 𝗪𝗵𝘆 𝗜𝘁 𝗙𝗲𝗲𝗹𝘀 𝗟𝗶𝗸𝗲 𝗬𝗼𝘂’𝗿𝗲 𝗔𝗹𝘄𝗮𝘆𝘀 𝗣𝗹𝗮𝘆𝗶𝗻𝗴 𝗖𝗮𝘁𝗰𝗵-𝗨𝗽 7:00 AM: You’re checking emails before coffee. A borrower needs an update on their loan, and an agent wants to discuss rates. 9:00 AM: A prospect calls, but you're scrambling to prepare for a closing. The call is rushed, and you know the follow-up will land on your to-do list. 11:00 AM: It’s time to market yourself. You draft a social post and try to edit a video, but now it’s noon, and lunch becomes another email session. 2:00 PM: A borrower has questions about documents. You chase down underwriting for updates while fielding texts from two agents. 5:00 PM: You promised yourself time for lead follow-ups, but the day is a blur of client calls, urgent emails, and juggling deals. Sound familiar? Loan officers are some of the hardest-working professionals I know, but wearing this many hats comes at a cost. It’s nearly impossible to focus on the activities that actually grow your business—building relationships, improving your marketing, or scaling your production—when every day feels like a race against the clock. This is the problem my team at EmpowerLO is laser-focused on solving. By consolidating tools and automating repetitive tasks, we give loan officers time to focus on what truly matters: scaling their business and creating meaningful client experiences. If you’re tired of running in circles and want to see how we’re simplifying the chaos, feel free to message me.

Right now, most loan officers are struggling and many are in significant financial stress. But here’s what I’ve learned over the past few days since rates have entered the opportunity zone: The top 1% producing managers like Jeremy Forcier are filling their pipeline with closable REFIs. In fact, Jeremy has taken over $17M in REFIs over the past few weeks, and Jeremy also has a great strategy that brings value to Realtors and helps close even more REFIs. I’ve also spoken to lots of loan officers – some have a sales process that takes over 30 minutes per REFI and others have a sales process that compresses time, taking less than 15 minutes. It’s never been more important to study your current REFI sales process this week and over the next 30 days. Obsess over-optimizing your REFI sales process and borrower presentation so that as interest rates continue to come down, you have the most effective a) sales process and b) scripting and borrower presentation. This is how you’ll optimize this REFI opportunity. Producing managers - it’s time to find your workflow and make sure that you and all your loan officers in your branch have the fastest and most effective workflow to create the most convenient and valuable refi experience for your database. Loan officers - By making REFIs your north star, you can create wins and make it through the holiday season to prepare for a thriving 2025. Let’s make each week count! #TrustEngine  #MortgageCoach  #AlwaysBeCoaching

One thing we see in discovery calls that always shocks us... Often lenders using a legacy system, pay an for an application fee and ongoing renewal fee. The problem with this fee structure is it can get EXPENSIVE. Especially when...partners keep renewing with you year after year....but never send you a single loan. We've seen lenders invest $XX,XXX every single year into approving and renewing partners that don't send any business. Here's how you can turn this situation around: Do a monthly review of your approved partners and figure out who's producing and who isn't. Understand why they aren't sending you business: Is it because they don't know how to originate your products? --> Maybe they need to be educated. Did their AE switch and there hasn't been a new AE assigned to them? --> Maybe there needs to be better communication when an AE changes. Was there a previous transaction that went south? -->Maybe you need to share recent updates to your operations. Is there a negative perception of your channel in the market? -->Maybe you need to figure out why that is and start taking steps towards changing that. These are just a couple examples but I think you should use the "5 Whys" framework here. You want to get to the root cause of why a partner renews with you yet doesn't send you any business. Everyone that isn't sending you business isn't in the same boat. You'll need to slice and dice this list. The whole point is to figure out where to allocate resources and where not to allocate resources. Once you have the data and insights, then you can build out your sales motion and marketing campaigns. At Loanscape - We are baking this into the platform so you don't have to sift through all the data to figure this out. Our goal is to give you these insights on a silver platter so you can just focus on taking action.

👥 Business owners and finance brokers. Let me share a recent scenario that highlights the incredible customer experience of using a broker compared to going directly to your bank. 🏦💼 I was speaking with an established construction worker with over a decade of experience in their industry. 🏗️ Previously they purchased a residential property deciding to go through a broker. What a seamless process it was with the loan being structured with their primary major bank! 🤩 Everything was explained clearly, and the entire journey was made easy and stress-free. 🏠✨ But here's where things get interesting. For their investment purchase, they decided to skip the broker and go directly to the lender. 🏦 However, this decision resulted in a lot of back and forth and confusion. They had countless questions that were left unanswered, leaving them feeling frustrated. 😔 That's when they realized the true value of using a broker. They advised that the customer experience was much better prevously when using a broker, they are right! The broker not only simplified the process but also provided guidance and support every step of the way, and the pricing would have been the same! 🙌💯 So, business owners and finance brokers remember this scenario when it comes to guiding your clients. Using a broker ensures a smoother and more enjoyable customer experience, saving time and avoiding unnecessary headaches. 🌟💼💰 If you have a scenario or would like to find out more about the value of utilizing the services of a broker, reach out. Fraser 0437513338 #customerfirst #finance #broker #businessloan

The #1 Mistake Loan Officers Make with Leads Leads don’t close themselves. Here’s how to fix that." You’ve got the leads, but they’re not converting into appointments. The problem? Lack of proper follow-up and systems. Here’s how to stop leaving money on the table: 🕐 Speed to Contact: The faster you reach out, the higher the chance of conversion. 📱 Consistent Follow-Up: Most deals are closed after 5–7 touches. Automation makes this easy. 💡 Strategic Outreach: Target your ideal clients with ads and messaging tailored to their needs. Our RFY system gives you the tools and support to master all of this. From ads to VAs to CRMs, it’s everything you need to go from leads to loans. Want to see it in action? DM me 'System' or book a 15-minute call to learn more.

𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐒𝐭𝐫𝐨𝐧𝐠 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐰𝐢𝐭𝐡 𝐋𝐞𝐧𝐝𝐞𝐫𝐬: Advice on establishing and maintaining good working relationships with lenders. Building and nurturing strong partnerships with lenders is a cornerstone of effective brokerage, enabling brokers to access a wider range of loan options, negotiate better terms, and ultimately deliver superior service to their clients. 𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝𝐢𝐧𝐠 𝐭𝐡𝐞 𝐈𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐜𝐞 𝐨𝐟 𝐋𝐞𝐧𝐝𝐞𝐫 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬: Lenders are the lifeblood of the commercial loan industry, providing the capital that fuels business growth and development. For brokers, cultivating strong relationships with lenders is essential for accessing financing options, gaining insights into market trends, and staying ahead of the competition. By fostering trust, communication, and mutual respect, brokers can position themselves as valuable partners in the lending process. 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲𝐢𝐧𝐠 𝐭𝐡𝐞 𝐑𝐢𝐠𝐡𝐭 𝐋𝐞𝐧𝐝𝐞𝐫𝐬: Not all lenders are created equal, and finding the right partners is crucial for success in commercial loan brokerage. Brokers should research and vet potential lenders based on their expertise, track record, lending criteria, and responsiveness. 𝐄𝐬𝐭𝐚𝐛𝐥𝐢𝐬𝐡𝐢𝐧𝐠 𝐈𝐧𝐢𝐭𝐢𝐚𝐥 𝐂𝐨𝐧𝐭𝐚𝐜𝐭: Craft a compelling introduction that highlights your expertise, market knowledge, and commitment to delivering value to clients. Personalize your outreach to each lender, demonstrating genuine interest in their lending programs and alignment with their business objectives. 𝐂𝐮𝐥𝐭𝐢𝐯𝐚𝐭𝐢𝐧𝐠 𝐓𝐫𝐮𝐬𝐭 𝐚𝐧𝐝 𝐑𝐚𝐩𝐩𝐨𝐫𝐭: Brokers should focus on cultivating trust and rapport with lenders by consistently delivering on promises, providing accurate and transparent information, and acting with integrity and professionalism. Building a reputation as a reliable and trustworthy partner will not only strengthen existing relationships but also attract new lending opportunities in the future. 𝐌𝐚𝐢𝐧𝐭𝐚𝐢𝐧𝐢𝐧𝐠 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧: Effective communication is key to maintaining strong relationships with lenders. Stay in regular contact with your lender partners, providing updates on client opportunities, discussing market trends, and seeking feedback on loan submissions. Be responsive to lender inquiries and requests, demonstrating your commitment to collaboration and partnership. 𝐍𝐮𝐫𝐭𝐮𝐫𝐢𝐧𝐠 𝐋𝐨𝐧𝐠-𝐓𝐞𝐫𝐦 𝐏𝐚𝐫𝐭𝐧𝐞𝐫𝐬𝐡𝐢𝐩𝐬: Building strong relationships with lenders is not a one-time effort—it requires ongoing nurturing and investment. Take the time to understand the evolving needs and priorities of your lender partners and adapt your approach accordingly. Celebrate successes together, address challenges collaboratively, and always prioritize the mutual benefit of the partnership. #commercialloanbroker #lenderrelationships #brokeragetips #financenetworking #partnershipbuilding #loanindustryinsights #businessgrowth