Why Your Network Is Your Growth Engine
Financial service providers—accountants, enrolled agents, planners, insurance agents, stockbrokers, real estate agents, loan officers, lawyers, and escrow agents—have extensive client networks. Building trust with these professionals can open new growth opportunities and make your practice more resilient.
“Your next Borrower or investor is already in someone else’s client book.”
Know the Loan Landscape
To leverage referrals, you must understand the financing options clients need:
- Institutional Loans: Long-term loans from banks or agencies like Fannie Mae.
- Non-QM Loans: Securitized loans with flexible underwriting for borrowers outside traditional guidelines.
- Commercial Securitized Loans: Large credit lines are pooled and sold to institutional investors.
- Private Money Loans: Short-term, equity-based loans funded by private investors—fast, flexible, and ideal when banks say “no.”
Why Borrowers Choose Private Money
- Speed: Closings in 1–2 weeks vs. months with banks.
- Flexibility: Accepts credit blemishes, complex property conditions, and subordinate liens.
- Business Purpose: Growth capital, property rehab, or investment—not consumer spending.
“Private money turns ‘no’ from the bank into ‘yes’ in days.”
Investor Appeal: High-Yield Opportunities
Clients with capital can earn 9–12% annualized returns by funding trust deed investments secured by real property. Brokers handle due diligence, documentation, and servicing—creating a transparent, secure process.
The Broker’s Role
Mortgage brokers act as intermediaries:
- Prequalify borrowers for equity and viability.
- Package disclosures for investor confidence (appraisal, credit report, title, escrow instructions).
- Close and service loans to protect both parties.
“Due diligence isn’t paperwork—it’s peace of mind for investors.”
Consumer vs. Business Purpose
Loans must be for business purposes (investment or operating expenses), not for personal use. Documentation matters: a straightforward narrative and supporting evidence protect compliance and transparency.
Review my article on the subject:
https://danharkey.com/post/consumer-vs-business-purpose-lending
Key Safeguards
- Loan-to-Value: Typically ≤65% for protective equity.
- Collateral: Real property secured by a recorded deed of trust.
- Investor Yield: Interest paid monthly from Borrower’s payments.
Closing
Private money lending isn’t just a niche—it’s a lifeline for borrowers and a high-yield strategy for investors. Financial professionals who understand this space can turn their networks into engines of growth and opportunity.