Best Ever Prospecting Letters for Commercial Brokers

In commercial real estate brokerage the prospecting letter process really works. To be successful at it you need to plan the process and control your actions as you progress.

Why will the ‘letter’ process help your prospecting efforts today? Well, it’s because the letters are less inclined to be ‘binned’; that is of course if you plan them correctly and follow the rules.

Here are some facts in comparing letters to emails:

  • Prospecting emails are not very successful at all. Most of the people you send them to will delete the communication quickly. As a by-product of the process you must have their approval to communicate in that way, otherwise you will be breaking the laws on ‘spam’.
  • A letter is very professional as long as you do not ‘overdo it’. In commercial real estate the best letter is compiled on one single page. The contents should be contained in no more than 4 paragraphs. Sign the letter personally in blue ink. Ensure that your signature is legible and professional (don’t sign in a ‘scrawl’ as it sends the wrong message).
  • Create the correspondence to introduce your upcoming telephone call. Make the call a few days after the letter has been received. The prospect will be expecting your call and will be more inclined to take it.
  • Always put your business card in the envelope. Don’t put anything else in a prospecting letter. The object is to sell yourself and your upcoming telephone call. Don’t confuse the message with bulky brochures on other issues and property matters. Focus on the one thing that is important, and that is your upcoming telephone call.
  • Design the letter for the person you are writing to. In other words you should have separate letters covering sales, leasing, property management, and retail. Get away from the generic approach and be specific to a part of the industry. Sell your upcoming telephone call on that basis.
  • Get a reference book on ‘words that sell’ or ‘phrases that sell’. Add a few words from the books into your letter to increase readability.
  • Every good prospecting letter should have a great headline. You want the person to read the message. Perhaps the headline you use could reflect local property activity or changes. Understand the concerns of the market and match the letter to the focus of investors, property owners, or tenants as the case may be.
  • The letters should be sent every 60 to 90 days. As part of that process, follow-up as many of the letters that you can. It directly follows that you should not send out too many at once and thereby create a situation where you cannot make the calls.

This is a system of prospecting. The letters are part of the bigger picture. They do not replace cold calling, but they add to the momentum that you would have in other prospecting processes. Start using the system as a boost to your market share.

Commercial Brokers – Adjusting to the Pain of the Property Market Today

This commercial property market presents most agents and property owners with a few challenges. That being said, opportunities always exist for those that work hard and look deep enough for a solution.

When the commercial and retail property market gets tougher there are some rules that should generally be worked through:

  1. Existing tenants are the lifeblood of the income and the cash flow for the property. Those tenants are also likely to be under some pressure in similar ways to the property owner. Flexibility in lease terms and conditions is required to ensure that good tenants stay in the property for the medium term. It is better to have a tenant paying 80% rent than a long term vacancy that pays nothing.
  2. Any anchor tenants will be important to the stability of a property that includes smaller specialty tenants. This is the case in retail property. Special management procedures are required. Work closely with any anchor tenants to ensure that their occupancy remains stable and productive. A successful anchor tenant attracts people to the retail property.
  3. Market rent reviews should be negotiated with a view to tenant stability; that means sensible and flexible rent terms that work for the tenant and the landlord. There is always a compromise situation that can be achieved when it comes to a rent review. If a landlord gives the tenant some leeway or benefit, then the tenant should be asked for some benefit back to the landlord (renovation, longer lease term, exercise of option, etc).
  4. Negotiate any lease options as early as possible to ensure that the existing tenants do not look to move elsewhere. Other landlords will be on the hunt for tenants for their properties.
  5. The maintenance of an existing property should be watched and managed well. There is a fine balance between low maintenance levels that destroy property usage and productivity, versus delayed maintenance that keeps presentation at reasonable levels for tenants and customers. When people and businesses move away from a property due to low levels of maintenance and presentation, it is a hard trend to stop.
  6. Incentives for any new lease will encourage new tenants to a property; they will also help existing tenants to potentially take up a new lease in the same premises that they currently occupy now. It is important to keep a check on existing incentives being offered by other landlords in the same general location. Do not lose your good tenants to another landlord for the sake of a few thousand dollars in rent. The vacancy downtime will cost you a lot more.

When the property market gets slower or tougher, all parties involved in property investment and occupation should cooperate and be open to more flexible lease terms and conditions. In this way they can spread the property pain and maintain a reasonable cash flow in slower times.

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.

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