Do I Need a Commercial Broker To Invest in Commercial Property?

When investing in real estate an important decision to make will be whether or not you want to have a broker help make your real estate deals. Often, the answer to that question will have to do with where you are in your investing career. For those that are just beginning a broker can be a very useful tool in finding opportunities, what an investor should look for and what they don’t want to see in a property, and negotiating a deal that will make everyone happy. Those that are a bit seasoned in this area may not need so much help, but still can benefit in one way or another.

When preparing to purchase a commercial property for investment you may want the assistance of a broker. Having as much experience as they do in this field, a broker will be able to give good, solid reasons why a property may or may not be a good investment. If an investor is considering purchasing a building in order to section it off and lease out “stores” to those in retail, a broker may be able to let them know that this is not a good idea because there will shortly be a large shopping center being developed within a mile of this building. This would make it more difficult to lease out the spaces and it may not be a worthwhile investment unless the investor can come up with a different use for it. Without the knowledge of the broker, the investor may have ended up losing money due to a bad investment once the shopping mall came along.

A broker may also be able to hunt up other properties for investment. If, as an investor, you find that a property that you’ve been considering is not a good investment, a broker may be able to tell you about a few other properties that could be good for use in the way that you’re planning. A broker will also have information about properties before they even get listed. Sometimes this can work in your favor. If the Realtor knows of the property and tells you about it, you see it and are interested, you may be able to negotiate with the owner of the property before it ever gets listed. This may give you the heads up on properties that others may have outbid you on. You will not have to worry about competing with other investors because they will not have known of the property. A broker may do this for you if they will still get a commission on the deal or they may forgo a commission or two in order to claim you as a client and keep you coming back. If they make you money, you’ll be more willing to make them money. This can be a win win situation on both sides of the fence.

If you’ve been working with brokers for a while and have a reasonably good idea of what you’re doing as an investor, you may not want to work with a broker at all. Even if a broker has given you a property or two, they will not continue to do that for long. All other properties will have part of the profits divided with the broker. If you feel that you’ve gained enough experience to deal without a broker, you can potentially save yourself thousands that would otherwise be a commission to the broker.

Being able to work without a broker will mean that you’ll have to have some communication with those that are selling properties. If you’ve done a lot of networking in the time that you’ve been investing, chances are that you have done some networking and meeting of people that do what you do. You may know owners of several commercial buildings of your area. They may know that you are a good business to deal with when they decide to sell their property. In this case, there is little else that a broker will do for you besides deal with the legal end of the sale.

If you’ve paid close attention in the closings and have looked closely at the paperwork that’s changed hands during the meeting at the close of the sale, you should be able to handle this part yourself. The documents that brokers use to close a commercial property sale can be purchased at most business office supply stores and several bookstores. Additionally, you can draw up these documents yourself with the help of your computer and printer. If you purchase the documents once and make several copies of the blank documents, you’ll have a good start. After you’ve done a few closings yourself you may add some documents that pertain to your business dealings or you may always use the documents purchased. Either way, you will be able to handle the closing of property transactions which will again save you thousands over using a broker.

A broker can have their uses. When you are starting out in the field of commercial investing, they can be a wealth of information and very helpful in your transactions. In the beginning, they may be well worth the investment that you have to put into them. Over time, they may not be as necessary as previous. If you make a point to network with others in the same or related fields, you will find yourself getting information thrown at you left and right when a commercial property comes up for sale. That will eliminate the need for the broker in that sense. If you pay close attention to the closings and gather the necessary paperwork to learn how a property closing works, you will eliminate entirely the need for the broker and this will save your company thousands at each closing. It makes good business sense to use a broker in the beginning, but learning about their job will ultimately raise your profit margins as you eliminate their need and then the use of them at all.

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.

How To Be A Commercial Power Broker

You have received your first commercial deal! If you are like most of the brokers I’ve counseled lately your story is probably similar to the one below:

What does the average “money broker” ( I prefer to use the term capital consultant) do? First, the want to know the loan amount and then they quickly tack on 1-5 points (they assure me they are never greedy) and then they take an executive summary and shoot it around the internet asking lenders if they can close this loan in 14-21 days!

WRONG! WRONG! WRONG!

These brokers are not taking the correct actions. They are simply planning to fail. Why? They are ignoring the proven strategies used by seasoned commercial brokers.

Want to know the “Secret”?

Before you submit any loan proposal to any lender, you must find out:

The number of deals that lender has closed in the past, and how many they intend to close in the current year.

This is critical to your success! And how do you find out? ASK! Ask the lender by phone or email if they are looking for this type of loan and at the amount your borrower requires. If it is a medical office building ask them how many of these have they closed? And how many do they intend to close this year?

You want to hear: “Oh, we did many of these loans last year and we intend to do many this year!” Don’t send your prime office building to a lender that’s seeking to fund retail centers!

Find lenders and develop a personal relationship with them. Find out what their sweet spot is. In summary, Never submit a loan deal to any lender unless you are able to verify that the lender has closed many of the specific types of deals that your are seeking funding for and that they are currently actively lending.

Seasoned commercial brokers have honed their lender relationships over the years. You can begin this week by contacting at least one lender and interviewing them. At the end of one year you could easily have 52 lenders that you’ve developed a file on and what their lending parameters and preferred property types are.

One year from now you too can be a seasoned “Power Broker”.

To your Success!

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