Page 226 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

The Mortgage Broker, of Course

As you know, brokers are absolutely crucial to your commercial real
estate success. But did you know that they are also free?
A cost is something you pay that you don ’ t get back, like gasoline. An
investment is something you pay that should come back to you in the
form of a return. When you pay a substantial fee to a mortgage broker,

you definitely receive a return. That benefit can take many forms:
• Your broker may give you advice that keeps you out of bad deals.
• She may work with lenders to assemble a creative fi nancing
package when conventional lenders simply said “ no. ”
• She ’ ll handle issues that arise with the lender — issues that oth-
erwise might stall the deal.
• She might point you in the direction of other excellent team
members, such as property managers and property inspectors.

All these services can easily be worth more than the one - point fee
you ’ ll probably pay the broker.

It gets better: Because that fee is financed out of the deal, you
never reach into your pocket to pay it. In a sense that ’ s better than free:
You don ’ t personally pay it, and you get a whole range of professional
services. It doesn ’ t get better than that.

Private Money Partners

These team members will give you that last 20 to 30 percent of the
funding that you need to get the deal done.
The watchwords for handling these people are exceed expectations .
That means:

• Under - promise and over - deliver on investment returns.
• Return phone calls and e-mails very promptly. This is not the
place for delegation. Working with your money partners is defi -
nitely a highest and best use of your time.

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