Articles
COMMERCIAL EDITION VOLUME 9 ISSUE 3 MARCH 2009
DEPARTMENTS
12 | From the Editor
Plus: News from the past month
14 | Q&A: Urban Land Institute’s Stephen R. Blank
Plus: Helping Hands and a look at next month’s features
16 | Spotlight: Raleigh/Durham, N.C.
Plus: Property TypeCast examines retail-market turmoil
LEAD ARTICLE
19 | SBA May Save the Day
BY JEFF RAUTH, COMMERCIAL FINANCE ADVISORS INC.
The U.S. Small Business Administration’s loan programs may
have seen a volume and loan-value decline. But these loans
are still available and beneficial to commercial brokers’ small-business clients. Find out the factors that contributed to the
decline and how to help your clients work around them.
19
ARTICLES
22 | Buy Down Mortgages, Build Up Business
Negotiating to lower clients’ existing loans can help them access more
capital BY JEFFREY WOLFER, KENNEDY FUNDING INC.
24 | Give Small-Balance Clients Big Choices
If new brokers follow three tips, funding smaller loans should be less of
an adventure BY JOY HUNNER, GEM COMMERCIAL LENDING
26 | Policing Environmental Policies
With regulatory changes in mind, keep an eye on lenders’ environmental
guidelines BY DEREK EZOVSKI, ENVIRONMENTAL DATA RESOURCES
28 | Better Camaraderie Will Benefit Clients
Brokers should work with agents to enhance communication and build
borrowers’ trust BY JAMES HUANG, BRC ADVISORS
30 | Catch New Business with Corporate Lending
Opportunity could lie in areas mortgage brokers may not have considered
previously BY ANDREW BOGDANOFF, REMINGTON FINANCIAL GROUP INC.
32 | Commercial Chatter: Hits and Misses
What’s true? What’s not? The devil — and the deal — often is in the
details BY FRED HOLLISTER, GLOBAL FUNDINGS
36 | Top o’ the Market to You
Private lenders may be well-positioned to help brokers find the upside of
a down market BY KURT LEFTEROFF, SECURED PRIVATE CAPITAL LLC
42 | 3 Tips for Working Virtually
A tight lending environment requires the ability to always be there for
clients and closings BY MICHELLE LABROSSE, CHEETAH LEARNING
46 | How to Think Like an Investor
A property’s income production often is more important to investors than
appreciation BY DR. KEN RICH
48 | Alternative Ways to Raise Capital
In trying times, brokers can help their clients dig deeper to find the
money they need BY G. ALEX MORFESIS, TRUSTED CAPITAL SOLUTIONS LLC
ONLINE THIS MONTH
» Inside Small-Balance
Catch the latest developments in loans of $5 million and less
scotsmanguide.com/3461
» Mortgage Metrics: Commercial
Track trends in products and property types in our blog, updated
each Thursday scotsmanguide.com/COMmetrics
View these Web-only features and all articles from Scotsman Guide’s
print edition at scotsmanguide.com.
6
