C-Loans, along with Smith-Crane Finance, recently sponsored a Commercial Lending Conference in Phoenix, Arizona. At the conference, one of the speakers, a hard money commercial lender, make an absolutely insightful comment: "If you are going to make me think, I am going to deny your loan." Never has a truer statement ever been made! If you are trying to broker a commercial real estate loan, you need to first understand it. If you are just going to throw some photocopies into a file folder and ship them to a lender, you are just wasting time and postage. Commercial real estate lenders don't have time to do this work for you. It's your job. As a commercial real estate lender myself, I prefer short, concise packages that get to the key issues early. Don't bury the black hair at the bottom of a foot-thick package. Instead, please just lay out an executive (short!) version of the deal, complete with photo's. Address the black hairs directly, but also tell me why I should ignore the black hairs. Spell out the whole deal for your commercial real estate lender in very simple English. Don't make him think! If you do, he'll just toss the package in the trash can.
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