Residential Magazine

Build Your Business by Building Theirs

Earn higher commissions and fees by catering to real estate investors

By Tiffaney Mason

The consumer mortgage industry continues to experience declining sales volumes and rising interest rates. Independent brokers are seeking innovative ways to increase revenue and stay competitive. Now is the time to diversify product offerings and learn how to thrive by leveraging loan programs for real estate investors, such as fix-and-flip and debt-service-coverage ratio (DSCR) loans.

By understanding the unique advantages and profitability associated with these loans, brokers can tap into new market opportunities, diversify their portfolio, attract new clients and strengthen their bottom line. Diversification is key to staying competitive and capitalizing on emerging market trends.

Mortgage brokers have traditionally dealt with residential loans, assisting clients in purchasing or refinancing their primary homes. But by offering business-purpose loans, brokers can diversify their product offerings and serve a wider range of borrowers.

These loans are specifically designed for investment purposes, such as acquiring or improving properties intended for business use. Diversifying into business-purpose loans allows brokers to adapt to market changes and economic cycles. While residential real estate markets may experience fluctuations, the demand for commercial properties and investment opportunities often remains stable.

Boost income

The commercialized nature of these loans allow brokers to capitalize on the financial benefits, earn higher commissions and origination fees, and boost their income. DSCR loans, while carrying a similar interest rate to conventional mortgages, often allow for larger fees due to their specific nature.

Because they are business-purpose transactions, they are not subject to the traditional rule that limits points and fees to 3% of the loan amount. Business-purpose borrowers are often accustomed to higher rates and fees compared to their consumer counterparts. A higher rate can mean increased profit for the broker. The potential for higher returns presents a lucrative opportunity for conventional mortgage brokers along with the chance to gain new referrals.

Business-purpose loans often cater to real estate investors who engage in multiple projects over time. By providing financing for their initial ventures, mortgage brokers can establish strong relationships that lead to repeat business. As the economy continues to evolve, investors seek financing options beyond the conventional lending channels.

Clients who obtain a residential mortgage also may require financing for investment properties or business ventures. An average consumer may need a loan every four to six years, whereas a real estate investor may take out multiple loans in a single year.

Unlike a traditional agency loan that limits the borrower to 10 financed properties, privately backed business-purpose loans do not have this restriction. Some investors finance 20 to 50 properties or more. By providing comprehensive financing solutions, brokers can capture repeat transactions from the same client. The ability to meet all of their clients’ needs positions the broker as a one-stop shop and enhances client loyalty.

Flexible terms

Business-purpose loans often come with more flexible terms, less documentation and a faster approval process. With these loans, lenders primarily focus on the financial-performance aspects of the property itself, such as appraised value, cash flow and potential for generating income. This consistent criteria simplifies the loan process, enabling the broker to offer a more efficient experience and attract borrowers who seek agility and tailored solutions.

Compared with consumer loans, business- purpose products often have more flexibility in terms of regulations, allowing brokers to navigate the varying state and federal regulations more efficiently. This makes it easier to offer loans on a nationwide scale without encountering as many compliance hurdles. Business-purpose loans target non-owner-occupied properties, such as rental homes or commercial spaces.

Since these loans are not intended for personal use as a primary residence, they fall outside the scope of certain consumer protection regulations. This reduced regulatory burden enables brokers to operate more seamlessly across different states and jurisdictions. Another benefit to offering these loans is that they typically do not show up on the borrower’s personal credit report.

The borrower can access necessary financing for their business needs without the loan impacting their personal credit profile, thus allowing for them to keep separate personal and business credit profiles. Additionally, to allow for further financial separation, business-purpose loans may be closed in the name of a legal entity. This separation simplifies accounting, tax reporting and financial management while offering some potential tax benefits to the borrower.

Attract talent

Employee attraction and retention is a critical factor in the success of any mortgage brokerage. As the lending landscape continues to evolve, the availability of business-purpose loan programs can be a powerful way to recruit and keep talented employees. By providing growth opportunities and expanding their expertise, companies can appeal to the top talent in the industry.

By expanding into the commercial lending space, brokerages provide their employees with exposure to a broader range of loan products and market segments. Employees who are empowered to handle diverse loan types and navigate various market conditions are more likely to stay engaged and committed to the organization.

To successfully incorporate business-purpose lending programs, brokers must invest in continuous education and stay up to date on market trends. Establishing relationships with lenders that specialize in commercial mortgages further enhances their ability to provide competitive financing options for their clients. They will have access to a wider range of loan products, competitive rates and expertise to identify the best solutions for clients.

The implementation of business-purpose lending is a strategic move for mortgage brokers to increase their income and diversify their business model. Brokers who venture into these loan types can tap into a lucrative market and expand their revenue streams.

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By embracing these loans, conventional mortgage brokers can establish themselves as trusted financial partners for residential and commercial borrowers alike. Moreover, brokers can benefit from repeat business and referrals, as satisfied clients continue to engage in new projects and recommend services to their peers. ●


  • Tiffaney Mason

    Tiffaney Mason is the director of business development for Constructive Capital. She has 30 years of mortgage lending experience with a focus in wholesale lending. Mason has held various senior management positions that oversee the critical functions of underwriting, operations, systems, marketing and sales. While being rooted in Sandy, Utah, Mason’s expertise and services extend nationwide, and she works with both conventional and specialty brokers, with a current focus on business-purpose lending products. Reach Mason at (801) 244-4595.

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