As a broker, your main goals are to successfully close deals and create lasting relationships with industry partners and clients. But closing deals can be a challenging process, especially if you’re just getting started in the industry.
There are a few skills and characteristics that set apart the brokers who are champions and those that struggle to get deals across the finish line and in this blog post, I’ll outline five essential skills for closing deals efficiently as a broker.
1. Setting Expectations Up Front with the Borrower
One of the keys to closing a deal is setting the right expectations with your borrower from the start. It’s important to be upfront about the fact that there are no guarantees in getting a deal done and to anticipate any potential issues that could arise during the process.
By setting realistic expectations, you can help your borrower understand that funding may not be exactly what they anticipated due to the various details that can come up in the approval process. As the saying goes, “It’s always better to under-promise and over-deliver.”
To set the right expectations, it’s important to thoroughly understand your borrower’s investing goals and the challenges they may face. Before submitting deals to a lender, be sure to interview your borrowers and ask pointed questions to get a better understanding of their needs. By preparing in advance and being proactive, you can set expectations that will strengthen your relationship with your borrower and show that you’re the financing expert.
2. Don’t Withhold Information from the Lender
One of the biggest mistakes brokers can make is withholding information from their lenders in the hopes that negative issues won’t be discovered. This not only creates issues for the borrower but can also damage the long-term relationship between the broker and the lender.
It’s important to understand that lenders are on your side and want to fund deals. It’s always best to communicate openly and be direct with your lender so that you can work together to overcome any challenges before they become roadblocks. Don’t be afraid to bring up any skeletons that may come up in the due diligence process, as it’s better to address them upfront rather than risk losing the deal, or the relationship.
3. Know Your Lenders’ Requirements
Brokers who are successful at closing deals are often those who have a thorough understanding of the requirements of their chosen lenders. Take the time to study all the requirements thoroughly, and if there are any items you don’t understand, don’t hesitate to ask your loan officer for clarification.
Knowing the requirements of your lenders will help you quickly determine which one is the best fit for a particular deal your client has brought forward. This can be especially important in the private lending space, where deals need to move quickly, or risk being lost to the competition. By knowing which lender is a good fit for each circumstance, you can get deals done more efficiently.
4. Create a Sense of Urgency
Creating a sense of urgency can be an effective way to move deals along more quickly. By letting your borrowers know that you are working hard to get the deal done and that time is of the essence, you can help build trust and establish a sense of urgency that will help move the deal forward.
It’s also important to keep your borrowers informed throughout the process and to be responsive to their questions and concerns by being proactive and transparent.
5. Stay Organized
The final, and most important, key to closing deals quickly is by being organized. You could be the most professional broker, but if you can’t find the files needed to submit or have all the files for different clients and lenders mashed together, then it will be impossible to do your job effectively.
Lenders appreciate a full package and organized submission, as it shows that you understand what needs to be submitted and that you’re reliable. Don’t simply forward an email from the borrower to your lender without going through and understanding what has been received and if it is the correct information needed. An organized submission can help speed up the process and get you to close the deal more quickly.
Bridge Loan Network
As the leading software in the private lending space, Bridge Loan Network’s Software is designed specifically for real estate brokers and lenders alike. Brokers utilize Bridge Loan Network’s Loan Management System to provide clients with a secure and centralized location to submit their applications and loan files for the Broker to review. With Bridge Loan Network’s software, the loan process is simplified and organized every step of the way
Overall, closing deals as a broker requires a combination of skills and characteristics, including setting expectations up front, being transparent with lenders, understanding lender requirements, creating a sense of urgency, and staying organized. By mastering these skills and utilizing Bridge Loan Network’s Loan Management System, you can increase your chances of successfully closing deals and bringing in revenue for your brokerage. Connect with our team to learn more!