Close the Broker Knowledge Gap to Speed CRE Deals 🚀

Pair Veterans with Rookies for Faster CRE Wins

Author

Anne Morgan
September 03, 2025

In partnership with

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Hello, Commercial Real Estate Pros! 🏢

In this issue, a mortgage veteran demonstrates how to bridge the knowledge gaps that hinder both new and experienced brokers.

The playbook emphasizes clear mentorship and targeted training in guidelines, products, and compliance. The aim is to turn everyday questions into repeatable best practices.

Let’s take a closer look.

📰 Upcoming in this issue

  • 🧠 Mortgage Veteran Bridges Knowledge Gaps for Brokers

  • 🏗️ When Banks Say No: OakNorth’s Playbook for CRE Developers

  • 🏢 Tax Credits Every CRE Investor Should Know

🧠 Mortgage Veteran Bridges Knowledge Gaps for Brokers

A seasoned expert shows new and experienced brokers how to close confidently by mastering guidelines, specialty products, and real-world deal troubleshooting.

Key Takeaways:

  • 📚 Training Beats Guesswork: Regular workshops and practical case studies improve product fluency, compliance, and client communication.

  • 🧩 Specialty Products Demystified: Clear frameworks help brokers confidently position VA, non-QM, and renovation loans.

  • 🤝 Mentorship Accelerates Growth: Office hours and peer communities offer rapid solutions, reducing cycle time and minimizing costly errors.

  • 📊 Process Playbooks Win: Checklists, pricing habits, and documentation templates standardize execution and raise pull-through rates.

🏗️ When Banks Say No: OakNorth’s Playbook for CRE Developers

Traditional lenders pull back, leaving solid projects underfunded. OakNorth fills the gap with fast, flexible loans and even invites borrowers into credit committees.

Key Takeaways:

  • 🧱 Targeted Loan Sweet Spot: Lends $3 million to $50 million across multifamily, self-storage, senior living, student housing, and more.

  • ⚡ Speed And Access: Decisions arrive quickly, and borrowers meet decision-makers, joining credit committees for transparent structuring and timelines.

  • 🏗️ Proof In Recent Deals: Funds $14.7 million adaptive reuse in Silver Spring, $21 million South Bronx mixed-use, and $79 million note-on-note facilities.

  • 🌎 U.S. Expansion Moves: Announces acquisition of Community Unity Bank, pending approval, to support deposit taking as the U.S. lending pipeline grows nationwide.

🏢 Tax Credits Every CRE Investor Should Know

From 20% Historic credits to 39% New Markets, today’s incentives can close gaps in capital stacks. The catch: compliance, timing, and monetization mechanics.

Key Takeaways:

  • 🏛️ Historic Rehab Credit: Earn a 20% federal credit on certified rehabilitations of income-producing historic buildings, often stackable with state programs and PACE financing.

  • 🏘️ Low-Income Housing Credit: Use 9% or 4% credits to attract equity for affordable housing, with 15-year compliance and extended use covenants shaping underwriting.

  • 🌆 New Markets Tax Credit: Claim a 39% credit over seven years via CDEs for projects in qualified tracts, supporting mixed-use, medical, education, and community facilities.

  • ☀️ Section 48 Energy ITC: Section 48 ITC gives up to 30% for solar or storage on CRE, with bonus adders for domestic content and energy communities.

Why It Matters

Building a repeatable playbook across guidelines, products, and investor overlays transforms ad hoc problem-solving into a scalable process, shortening the path from lead to clear to close and freeing senior talent to focus on relationships and pipeline development.

In a volatile rate and credit environment, firms that codify learning and coach in the flow of work retain producers, win referrals, and protect margin when competitors stall.

Catch you in the next issue,

Anne Morgan
Editor-in-Chief
Commercial Real Estate Weekly

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