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The Commercial Association of REALTORS Wisconsin

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CARW Banking & Finance Lunch & Learn

June 13, 2023 by Amanda Hoffman

Thank you to our presenters Bill Suenkens, US Bank, Ivan Gamboa, Tri City National Bank, Rickey Shneyder, CRUX Commercial Partners, Adam Newman, Landmark Credit Union & Dan Brandt with Old National Bank for providing your time and knowledge to our members.  Due to high attendance, we moved the event & packed the Schlitz Park Auditorium.  Thank you to Sam Denny for providing us with this great space.

A few takeaways:

  • The current market has a lot of fluctuation compared to historical time.
  • Proactively addressing loans with 12-18 month maturities.
  • Industrial and Multi-Family are most active.
  • Industrial rents really moved up as well due to strong demand, not sure if that is sustainable.
  • Spec projects fared better than BTS because the developers underwrote with a wider spread and have been able to better absorb increased interest rates.
  • Increased scrutiny for annual Base Rent increases.
  • It’s important to educate borrowers on why liquidity is important and understand the relationship with your lender is a give-and-take.
  • Focus on better understanding a tenants’s commitment (investment in facility) and their credit.
  • Presenting banks are saving the best terms for those who have a close relationship with the bank.  Relationship lending is key, repeat borrowers and customers of the lender (deposits) receive the best terms and probability of getting a loan.
  • Nothing is scarier than when a tenant is ignoring what the bank identifies as a risk.
  • Big push on risk-based capital
  • Be organized and present all information from the beginning. Time is not your friend, be sure to underwrite for movement between contact, due diligence and closing.
  • The borrower/banker relationship has shifted, but so has the buyer/seller relationship
  • A lot of demand and limited supply – put it all out there, check every box and provide all the info
  • Deals are still getting done and the banks are still working with the clients to provide the best service they can, be patient
  • A collective focus on serving existing clients.

Filed Under: Networking, Education, Uncategorized

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