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Interviewing Commercial Real Estate Clients

By Arnold Williams

Mortgage and Lending with Arnold Fitger Williams

June 22, 2007 05:29 AM

After saying, "HI", what do you ask?

You ask the questions he asked when he bought the building in the first place. The same questions you want to coach him to ask about a new building. Pick a five or ten year horizon, and let him see how the numbers pan out.

Finally, never forget to get actual copies of the current loans, trust deeds, and notes: never rely on their descriptions of them. (Don't worry, they will have copies).

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Bill Roberts

Brooks and Dunphy Real Estate - Oceanside, CA

"Baby Boomer" Retirement Planner

Hi Arnold,

The post was a little short! Then I realized I had to click on the link. I did. I got the worksheets.

Thanks,

Bill Roberts

Jul 20, 2007 04:53 AM

Arnold Williams

Arnold Fitger Williams - Los Angeles, CA

The worksheets are the key to professional interviewing. He asked those questions when he bought the property. He'd expect others to do the same.

Jul 20, 2007 08:07 AM

Shane Sarae

Honolulu, HI

Thank you very much for sharing, the worksheets will be very helpful!

Jul 27, 2007 06:05 PM

Arnold Williams

Arnold Fitger Williams - Los Angeles, CA

You're welcome, Shane! The worksheets help clients focus on the economic benefits of the property, rather than allowing them to simply assume that the price is "out there somewhere". When it comes to financing, if you haven't focused on the economics enough, the financing may not go through at all without a price reduction.

Jul 28, 2007 08:24 AM