As the weather cools down and the holidays approach, it’s important for mortgage brokers to seek out borrowers looking for small-balance commercial mortgages. Many small business owners will be seeking funds to tackle end-of-year projects or to increase cash flow or inventory before the holiday season.

Here’s how you can find these borrowers, close loans for them and earn more in 2016:

Talk to your mortgage referral sources.

If you’re looking for additional end-of-year business, contacting your mortgage referral sources is a great start. Touch base with the bankers, accountants, lawyers and real estate agents in your network. They are likely to have commercial borrowers in need of a non-conforming mortgage before the year end.

Use social media and email to drive commercial mortgage leads.

To connect directly with commercial mortgage borrowers, use the power of email marketing and social media. Start by sending out emails letting small business owners know that you can get them mortgages to fit their unique needs. You can also post helpful content on social media and interact with your followers to foster a sense of trust with potential borrowers.

Connect with past clients.

Another way to drive in end-of-year business is to reach out to clients you’ve worked with in the past. Go through your files and check the 1003s of past residential borrowers to see if any of them own commercial property and let them know you can finance that property, as well.

Submit the deal.

Once you’ve driven in leads, start submitting applications. Make sure to send your lender a completed 1003 or commercial mortgage application, a tri-merge credit report, a loan submission summary and photos of the property. Make sure to discuss with your lender if they’ll need additional documentation.

Every broker wants to end the year with additional income, and the best way to do that is to close more small-balance commercial mortgages. By connecting with referral sources, past borrowers and potential new borrowers, and making sure you’ve submitted a completed application, you’re giving yourself a great chance to earn more money.

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