Commercial Mortgage – 5 Factors That Affect Deal Flow

Niagara Falls or babbling brook. How is your flow? How do you get commercial mortgage clients in the door? Do you have the budget and time to undertake a massive marketing campaign? Could experience with multiple property types and applications increase your value to the commercial market? Where are your deals located? How is the market in your area? Is your referral network bringing you enough business? These are all questions you need to consider when you think about how to increase your deal flow.

Of course every commercial loan you work will not close; that is not the reality of the commercial mortgage industry. You need to be in front of the right people at the right time with the right solution to even be considered. Here are the 5 main factors that affect your deal flow which ultimately affects your cash flow. The first step is awareness; knowing what the issues are will allow you to determine a solution. Rate yourself in each of these areas:

-Referrals: Referrals are king in the mortgage industry. This is by far the number one way for a commercial broker to get business. This certainly works well for those that have been in the industry for years and have a large network, but what about those new to the industry? Can you survive waiting on someone to refer you when no one knows you exist?

-Marketing: This is how we let our potential clients know who we are and that we can provide them with a solution for their commercial financing needs. The problem is that there are hundreds of other solutions out there all competing for the same client. Without the budget and knowledge to do it right, it is very difficult to get a good return on your marketing investment.

-Expertise: What you know and how long you have been in the business has a dramatic affect on deal flow. Of course, those that have been in the commercial business for 10 years have a greater client base and referral network. You can’t buy experience, no matter how much you spend, but what you can get is training. Through continuing training, especially at the beginning of your commercial career, you can build the knowledge it takes to get the deals done. Share that knowledge with your potential clients and you have set yourself up as the expert in the field, despite your lack of experience.

-Geography: It is no surprise that by serving a larger geographic area, you will be exposed to more deals. However, without the support of a large national company this is very difficult and potentially cost prohibitive. The downside of most national commercial finance companies is that by bringing the deals to you they will expect something in return. Often a big chunk of your commission. It’s a catch 22, you get more clients, but now you need even more than before just to break even.

-The Market: Some markets are hot and some are cold that is the reality of the industry. If you are only serving a small geographic area and that area goes cold, what do you do? The key is to ensure that your client base is as diverse as possible, not only by location, but by property type and industry.
What to do?

Build your commercial finance business. Start by looking at the percentages that each of the above are contributing to your total deal flow and set targets for the coming year as to what you want the percentages to look like. For example, if referrals now make up 10 percent of your total business, set your targets for 20% next year and establish the game plan to do it.

For marketing, are you tracking a cost per closed loan? Do you know what you’re spending for the revenue you’re generating? Begin to cull out the sources that are not generating the returns you require.

When looking at geography, start to examine how you can expand the markets you serve. This will both increase your deal flow and minimize a downward movement in any one particular market. In effect, it is diversifying your portfolio. Look for a partner that can introduce you to new markets and provide you with lead sources into those markets.

In summary, deal flow in the commercial mortgage industry is driven by your presence. When the market knows you’re there and do quality work, your flow will build exponentially. The next step is to formulate your plan to increase that presence and identify the partners that can help you do it.

Five Reasons Why Sunny Nelson Is an Ideal Business Meeting Venue

If you’re looking to hold a business meeting or conference with international visitors or people from throughout New Zealand, you may be wondering where to find the right venue. Ideally you will be looking for a place that is accessible, meets your catering, size, and budget requirements, and suits the style of the occasion.

These days, many people are choosing a Nelson business meeting venue for its flexibility, quiet location, and range of function venue options. Nelson is situated at the top of the South Island of New Zealand, which is a great central location for both North and South Island delegates, and is easy to get to for international travellers.

Let’s take a better look at five reasons why the sunshine capital of New Zealand, Nelson, will make an ideal business meeting venue for you.

1. A range of venue sizes for a small meeting or a large function.

Whether you are looking to hold an intimate meeting with just a few important people, or a large seminar or conference for a wider audience, Nelson has a range of business function venues to suit you. Known for its hotels, historical buildings such as Broadgreen Historic House which was originally constructed in 1855, and award winning restaurants like Hopgoods and Boutereys, you can choose a venue to suit your style, budget, and size requirements.

2. Quiet, tranquil locations.

If you are holding a seminar, function or business meeting, you’ll know how important it is to have your audience or colleagues relaxed and focused. Having a comfortable Nelson business meeting venue in a tranquil rural setting means you are away from the hustle and bustle of the city, and you will have everyone’s full attention. If you prefer you could choose to spend time in one of the three national parks in the region – Kahurangi, Nelson Lakes and Abel Tasman.

3. Easily accessible.

If you have people coming to your meeting from all over New Zealand, Nelson is an easily accessible location for everyone. Avoiding the busier airports, your colleagues, guests or audience can simply fly in to Nelson airport from almost anywhere in New Zealand, and travel just a short distance to a nearby conference venue.

4. A choice of modern or historical venues to inspire any occasion.

Nelson is known for its history, but also for its artistic community. Many of the buildings feature beautiful, modern furnishings for a lavish affair, or select a more classic, historical building for serious business meetings.

5. Close to parking, restaurants and amenities.

In Nelson, you don’t have to worry about finding parking, rushing through busy traffic, or driving a long distance. Serviced by the fourth busiest airport in New Zealand, Nelson offers business meeting venues which are very close to the main city centre, hotels, restaurants, and cafes, so your conference or meeting attendees will spend minimal time in transit, and more time engaging with the topic at hand!

A Nelson business meeting venue will make sure your colleagues, clients or audience are well rested, comfortable and giving you their full attention. Have a look around for a venue that meets your specific style, size and budget requirements, and you’re sure to find the perfect fit!

Tips for Planning Business Meetings

It is always advisable to consult professional meeting planners if you dream of planning successful business meetings. These are professionals who are very knowledgeable and who are certain to make your event a successful one. It is not mandatory to seek the services of one however, since with a few guidelines, you can successfully plan a meeting. Below are quality tips to help you out.

The theme is very important. It is important that the agenda is compelling so that you can attract a lot of attendees. It is true many business people like to attend events, but no one is going to attend any event that sounds dull. Additionally, the agenda should have one theme to avoid overwhelming your attendees. Remember the theme is what holds your meeting together.

You have to choose a convenient date for the meeting. Even with the most appealing agenda in this world, a meeting that is not scheduled on convenient date is likely to be assumed. Depending on the main reason of the meeting, choose the best time for everyone. If it is a seminar for instance, scheduling it in the morning is advisable. Appreciations are best scheduled after work. Do not schedule them on holidays.

The guest list you compile must be an appropriate one. Remember that your business agenda must address a specific audience. It is therefore important that you carry out some research on any guests you would like to invite, to ensure they are well suited. If your meeting is open to the masses, get in touch with them as early as possible. Advisably, you should invite guests of similar rank like yours.

Make a point of inviting your guests as early as possible. This is one of the most crucial factors that determine the attendance you are going to get. In addition, you have to constantly remind them about it, especially those who have confirmed that they are going to attend. Come up with unique ideas to create excitement for the event.

The partners you choose must be reputable. This is a business meeting, and any business partners you choose must have the best reputation ever. Take your time to research comprehensively about any partners you would like to be involved with. Researching on the internet about a company is advisable, but it is not enough. Consider asking around about the company in question.

No meeting can be successful without a viable budget. Make a point of planning well in advance to avoid getting unpleasant surprises in the long run. If there will be food and accommodation, plan appropriately so that you know the amount of money the event needs. Equipment and labor are other things that should be planned for in advance as far as money is concerned. You should also set aside enough money for unforeseen expenses.

You have to be flexible when planning business meetings. Anything can happen and you need to know what to do. The equipment you have hired might not work, your chief presenter might get held up somewhere or maybe the caterers fail to show up. Prepare yourself for such incidents so as to tackle them well in case they arise.

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