Colorado Commercial Mortgage Brokers

Commercial mortgages are loans taken for the purchase of property that is, only intended for business or commercial use. Properties like shopping centers, industrial centers, offices, golf courses, resorts, hotels, parking garages, and car washes are termed as commercial properties. In Colorado, the best way to apply for a mortgage for a commercial property is to contact a commercial mortgage broker.

Colorado commercial mortgage brokers are usually a part of the Colorado Association of Mortgage Brokers (CAMB). It is a non-profit organization, aimed at providing assistance to professionals specializing in real estate. Commercial mortgage brokers are provided with training programs to keep them up-to-date with the latest trends and practices through this organization. The Colorado Association of Mortgage Brokers is also a part of the National Association of Mortgage Brokers.

It is necessary to get commercial property financed, at a competitive rate as it directly affects the finances of the organization. Commercial brokers come into the picture once a company decides on the location and price of a property. Usually, organizations opt for a ‘commercial interest only’ loan, as it provides them with an option of paying, only the interest for the first few years of the loan. A commercial loan can be for period of anywhere between five to thirty years. The rate for these loans can be either fixed or adjustable.

To become a commercial mortgage broker it is necessary to get a license. The appropriate regulatory bodies that are set in place regulate all the brokers. A regulator body will ensure that the broker complies with the laws. However, to know how a broker treats the customers and if the services provided by the broker are satisfactory, it is advisable to get an opinion from other similar business companies.

Commercial mortgage brokers advice the companies in deciding the best loan option. They help their clients understand the whole method of writing a proper loan application, processing the loan file and closing the loan. This helps the companies save a considerable amount of time and money.

Why Use A Commercial Mortgage Broker?

Value beyond expectations, that’s why.

If you have ever thought about financing a commercial real estate property, the thought of using a commercial mortgage broker may have crossed your mind. However, if you are like some people, you may have debated using a commercial mortgage broker based on the belief that it is more expensive to use a broker rather than go directly to a lender. This common belief is a myth.

The reality is that there are a number of ways in which you can save money by engaging a mortgage broker to provide you assistance with your commercial real estate financing needs and objectives. If you take the time to determine the value of using a commercial mortgage broker you will surely see that it is money well spent.

-Locating a Lender

Locating a lender to fund your commercial mortgage is not as easy as it may seem. Due to the wide range of property types, loan types, and special circumstances a single lender simply cannot offer loan programs for all potential loans. You may waste a considerable amount of time simply trying to find a single lender that offers the program you need. A qualified and experienced mortgage broker will have multiple lender relationships in place who can offer a wide range of lending options. Some brokers may even have relationships in place that give you access to hundreds of lenders offering an unbelievable amount of loan options.

-Risks in working with a single lender

You may spend the time and locate a single lender that can meet your needs, but you are not out of the woods yet. By working with a single lender or bank you are putting all your eggs in one basket as they say. The approval process can take a good deal of time that you may not have. Then what happens if the loan application is not approved by that lender? Can you afford to go through the process a second time risking a similar outcome? By working with a broker, your loan application can be submitted to multiple lenders. This not only increases the chances that your loan will be funded, but it also gives you and your broker more bargaining power to get the best deal.

-Cost Variations Between Lenders

One of the most significant ways in which you can save money by using the services of a commercial mortgage broker rests in the fact that there can be notable differences in the interest rates, costs and other fees charged from one lender to the next. A broker will help you in identifying the most reasonably priced options available from these different mortgage lenders. On first blush the cost differences from one lender to another may seem small. But remember, in most instances we are talking about loans in the millions of dollars. Even if the interest rate difference is minimal on the surface, over time this can add up to a significant amount of money.

-Brokers Specialize

Commercial mortgage brokers, especially the good ones, will often specialize in a certain property or loan type. The added experience provided by a specialist guarantees that they have experience with exactly the loan you are looking to secure. Each and every property type and loan type has its own set of issues and pitfalls so it pays to find a broker that services your individual needs. In comparison, if you have a problem with your plumbing you want a plumber, not a general contractor.

-Inherent Expenses of Searching on Your Own

People tend to forget that when they are devoting time shopping around looking for a commercial mortgage lender – or anything else for that matter – it takes you away from other pursuits, including money making pursuits. Therefore, you do need to keep in mind that by engaging the services of a commercial mortgage broker you free up more of your valuable time to engage in other efforts that are more profitable than aimlessly wandering around looking for a mortgage lender.

-Support Services

Another avenue through which a commercial mortgage broker can help you save money is through their existing relationships with other industry professionals. A good commercial mortgage broker has a preassembled network of professionals including appraisers, accountants, lawyers and other service providers that they work with on a regular basis. Not only do you not have to spend the time to find these required resources on your own, but often times you can get a reduced rate on the services due to the brokers existing relationship.

-Fees of Commercial Mortgage Brokers

You need to understand that commercial mortgage brokers appreciate that they are in a very competitive business. Therefore, these professionals are now taking great pains to make their services as affordable as possible. Don’t be afraid to negotiate the broker fee. And don’t be afraid to ask your broker questions regarding how they came up with the fee proposal. The good thing about using a broker is that they do not get paid unless your deal closes.

It is true that in the end, you do pay a fee for utilizing the services of a commercial mortgage broker. These fees can range from half a point to two points on conventional loans up to five or so points on a hard money deal. However, you will find, as many commercial investors have in the past, that working with a commercial broker will help ensure that your needs are met and that you get the best deal in the process. The bottom line is that what you are paying for is a professional on your side, someone to watch out for your best interests. Similar to the way a lawyer protects your interests in legal matters. You wouldn’t go to court without a lawyer, so don’t finance your commercial mortgage without a broker.

How Should a Commercial Broker Prospect For New Clients

In any sales job you must have a good prospecting model. Commercial real estate sales and leasing is no different. The prospecting model in the commercial real estate industry is however quite special to the type of property you work around and the clients that you deal with. The database that you create has to capture property investment detail such as area, property type, price range, rent levels, special property needs, and location detail. The database you use should be versatile enough to do that.

It’s worth expanding on this prospecting point so that you can construct the prospecting model that works for you. You have to have leads and lots of them to make money in commercial real estate. It’s not really the office that you work for that actually matters, although it will have some minor impact. The real results that you get in the industry come from one activity that you and only you control; it’s called prospecting.

Those people that start up in the industry do not really ‘get it’ for some time. They think that business ‘walks in the door’ of the office. Only a small amount of business will come to you in that way. In fact the more you sit in the office, the less successful you will be. I tell many new people to the industry to spend no more than 2 hours a day in the office, and the rest of your time in your market.

So what should you do ‘in your market’ each day? Here are a few main activities that are obligatory.

  1. Get a map of the streets that contain the property listings that you are interested in. Check out the good properties in the street and note them on the map. Any properties of note should be tracked down as to who owns them.
  2. Walk the streets each day, entering the businesses and asking to speak to the business owner or General Manager. Leave your business card if the right person is not available. Do at least 10 businesses per day. What you are looking to do here is introduce yourself but more particularly find out if the business is a tenant or an owner of the property. This is invaluable market intelligence.
  3. The golden rule of prospecting contact in commercial real estate is for you to make direct contact with the people that are qualified prospects at least every 90 days. This cycle does not stop. You should be doing at least 5 of those every day over a 90 day period. When you do your numbers this indicates that you should be working at least 300 qualified prospects.
  4. Suspects are the other people you contact and they are approached simply to see if they should become prospects in your group of 300.
  5. Send at least 5 letters a day to people that you know own the best properties in your area. Always follow up these letters with a telephone call.
  6. When you have made a sale or a lease in an area, make contact with the nearby owners with a letter telling them of the success. Always follow up those letters with a telephone call.
  7. Meet the tenants or occupiers of any neighboring properties that are adjacent to things that you have listed for sale or for lease.
  8. When a sign board goes up on a property through another agency, make sure you personally canvass the other properties adjacent and near to those listings. Most property owners would rather compete through another real estate agent should they want to also list their property for sale or for lease.
  9. Look for vacant property, as this is always a reason to contact the owner to see if they want to sell or lease the property. A vacancy is usually a landlord ‘pain’ factor that requires relief.
  10. Check out the local planning authority each month to see if any new developments or rezoning applications are going through. The local planning authority is most likely located at the local council and they usually have minutes that are available for public scrutiny.
  11. Work the investment cycle of buy, lease, and sell in your area. Property investors will usually buy a property, hold it for 5 years (on average), lease it during that period, and then position themselves for another purchase or sale. This then says that you can work out the best listing opportunities from the lists of properties in your area that were purchased about 4 to 5 years ago.
  12. Create a great database from your enquiries for other properties. A carefully constructed and executed property sale or leasing campaign will always leave you with many leads for other property opportunities. One good property marketing campaign will leave you with well qualified contacts that you can shape up for future opportunity.
  13. Make lots of calls each day. The telephone has to be your friend so get used to using it. Sure you will make lots of calls to suspects and most of them will say ‘no’ to your offering. The best way to make lots of calls in commercial real estate is simply to use the ‘Yellow Pages’ of businesses in your area. A carefully crafted telephone conversation will identify whether the business is a tenant, a property owner, or a property buyer. All of these categories offer opportunity.
  14. Monitor the ‘time on market’ of other agents listings. Not only will these be a source of listings later for you, but the ‘time on market’ will give you an idea of what is selling or leasing and what is not. Avoid overpriced listings at all costs unless you believe the property owner will bring their price down.
  15. Check out all ‘for sale by owner’ listings. They may not sell or could be a later source of listing for you when the property owner has given up trying to do the job themselves.
  16. Business owners will tell you a lot about the area and the neighboring properties. You just need to ask the questions. Taking to business owners every day will help you build your resources for listing opportunity.
  17. Strengthen relationships through constant 90 day contact with all your prospects. Create lots of qualified prospects through sifting through lists and direct telephone calls to suspects.

You may look at the list and say that it is obvious; surprisingly most commercial real estate people do very little of what is on the list. Why is that? They simply lack the personal focus and do not follow through each and every day. If you follow the rules in commercial real estate, you will become very successful. Commissions will flow toward you and you will be the agent of choice.

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