Scotsman Guide - November 2008 Commercial Edition

C^ArO^ticleN^sTENTS
COMMERCIAL EDITION VOLUME 8 ISSUE 11 NOVEMBER 2008
DEPARTMENTS

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

LEAD ARTICLE

19 | Coping with Construction
Realities
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.

ARTICLES

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.

19

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 CAPITAL LLC

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. scotsmanguide.com/COMmetrics