Deals Come From Relationships
Deals come from relationships. Property owners, real estate brokers, attorneys, accountants, and other originators all know people who need commercial loans. Your job is to make it known that you place commercial loans and that you are reliable. Every person you help is a source of future deals and referrals.
Start With People You Know
Start by helping people you already know. Tell property owners, brokers, and investors what you do. Offer to look at a deal and tell them honestly if it can be financed. When you help someone, ask for referrals — your reputation for honesty and for actually closing deals is your entire business.
Set Clear Expectations With Borrowers
When a borrower is ready, be direct about the process: what you need from them (documents), what you will do (package and place the deal), and how you get paid (a fee at funding, protected by a written agreement). Clear expectations at the start prevent problems at the end.
The Business Compounds
This business compounds. Every funded deal builds your reputation, your lender relationships, and your referral network. The originators who succeed are the ones who are honest, fast, and reliable — deal after deal. Focus on closing deals you can actually fund, and the business grows.
Module Check
What is the most important asset for building a loan origination business?