COMMERCIAL EDITION VOLUME 8 ISSUE 11 NOVEMBER 2008
12 | From the Editor
Plus: A look at our new Mortgage Metrics blog
14 | Q&A with former foreign-investor-group leader
Plus: Helping Hands and a look at next month’s features
16 | Property TypeCast: Industrial revolution?
Plus: Spotlight: Philadelphia
19 | Coping with Construction
BY PENNY ROACH, THE GRANITE COMPANIES
It’s no secret that the residential-construction market has dwindled — just ask
construction lenders. When faced with a construction loan, know what they’re
now looking for when faced with a decision to fund.
24 | What to Bring to Your Multifamily Lender
Being prepared with mountains of material may be the best way to secure
multifamily financing BY CHERYL HIGLEY, RBC STREAMLINE
30 | 3 Funding Sources Still Standing
Small Business Administration, portfolio and hard-money lenders could
be worth your while BY JEFF RAUTH, COMMERCIAL FINANCE ADVISORS
36 | Why Due Diligence Is Necessary
Strong environmental assessments make for strong deals
BY DEREK EZOVSKI, ENVIRONMENTAL DATA RESOURCES
40 | The Immunity of Multifamily
Health of apartment sector remains strong despite ills of market
BY RICHARD H. ZAHM, SECOND ANGEL BANCORP
44 | Building Better Relationships: 4 Tips
Learning how to work with funding sources is imperative to staying in
business BY KENT SULLIVAN, CONSORTIUM FINANCIAL GROUP INC.
46 | Securing Funding with Securities
Stock loans and similar funding sources deliver brokers another lending
vehicle BY ADRIAN SKILES, ARTICE FUNDING
50 | Negotiate Your Way to the Top
Brokers can close deals on their own terms with these tips
BY TOM NINNESS, CHERRY CREEK MORTGAGE
58 | Commercial Credit Facilities: The 4 C’s
Consider the essential steps to finding the best value for you and your
company BY DAN MURPHY, RBA CAPITAL
60 | Boost Business Without Breaking the Bank
By following seven steps, you can create a strong database of viable
clients BY CHRIS J. OSKIERA, COMMERCIAL CAPITAL FUNDING CORP.
68 | The 4-1-1 on the 504
Recent changes make the U.S. Small Business Administration’s loan
program more relevant BY CHRISTOPHER HURN, MERCANTILE COMMERCIAL
70 | A Deal’s Success Is in the Details
Underwriters no longer just look at the property — they look at the
borrower, too BY SHAUN ADLER, KC CAPITAL
76 | Quit Pickin’ on the Rookie?
New brokers might make mistakes, but a new referral option could help
soften the blow BY JIM LEVIE, THE MORTGAGE FIRM INC.
78 | The Art of Listening
Hearing what your client is really saying during the application stage is
crucial to funding BY ANDREW BOGDANOFF, REMINGTON FINANCIAL GROUP
ONLINE THIS MONTH
» Mortgage Metrics: Commercial
Each Thursday, Scotsman Guide’s industry analyst tracks mortgage-product trends via our product-search-engine and Loan Post results.
» Inside Small-Balance
The latest update on loans of less than $5 million from Boxwood Means
Inc.’s Randy Fuchs.