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March 2017 Articles


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Inside Scotsman Guide’s commercial edition, you’ll find all the tools that make our monthly, national magazine the leading resource for commercial mortgage originators.

Our monthly departments include our award-winning Spotlight, which highlights a different state each month; a column analyzing different property sectors with research from Reis Inc.; and in-depth Q&As with industry-leading organizations.

Each month also brings you contributed articles from industry experts with information on how to stay current on market trends, build your business and excel in the mortgage industry.




From the Editor
As the weather warms up, so can your business
By Steven Wyble, former online content editor, Scotsman Guide Media

Beyond Our Borders: Estonia
By Bruce Singleton, former online content editor, Scotsman Guide Media, Inc

Q&A: Lisa A. Pendergast, CRE Finance Council
Shuttered retail outlets are a mixed blessing for CMBS loans
By Steven Wyble, former online content editor, Scotsman Guide Media

News Roundup
By Victor Whitman, chief reporter, Scotsman Guide Media

Property TypeCast
Expect slower growth for retail properties
By Victor Calanog, chief economist and senior vice president for research, Reis Inc.; and Barbara Byrne Denham, economist, Reis Inc.

Spotlight: Hawaii
Retail and resorts bolster the Aloha State’s economy.
By Steven Wyble, former online content editor, Scotsman Guide Media




Seeing Is Believing in Lending
Meeting with prospects face to face is the best way to seal the deal
By Igor Zhizhin, president, American Street Capital LLC

Options Are Few When a CMBS Note Is Due
Borrowers can pay off the loan, make a deal with the servicer or return the deed
By Ann Hambly, founder and CEO, 1st Service Solutions; and Kevin Duty, managing director, CMBS workouts at 1st Service Solutions

Embracing Mobile Business Development
Mortgage professionals can attract new clients via their smartphones
By Brittney Holcomb, director of paid search, The Finance Marketing Group

Strong Standards Foster Business
Brokers can flourish when lenders operate on a foundation of best practices
By Kellen Jones, CEO and co-founder, FundingDatabase

Create an Emotional Bond With Your Lender
Borrowers can accomplish that objective through good communications and honesty
By Jerry Sager, senior managing director, First National

Prospecting for Deals
Quality commercial mortgage leads are essential to building your business
By Drew Culkin, commercial account executive, APEX Mortgage Corp.

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