Working with a real estate banker can be an important part of financing a real estate investment. How should you build a strong relationship to help you secure financing for future projects?

In this episode, Brian Tobler of Tobler Capital helps us understand how to raise one’s chances of securing a loan when working with a banker. Take it from this former vice president of the real estate division of two of Denver’s top banks.

Key Points From This Episode:

• What were the lessons he learned from his banking career that he applies today in real estate investing?
• Why did he leave the banking industry to establish his real estate firm?
• How did he educate himself to learn about the industry?
• How can investors identify which bankers are going to help them get the deal closed? 
• Which asset class is he most focused on?
• What are the things that investors need to be aware of when securing a loan?
• What are his predictions for the real estate market?
• What factors helped him improve his business?
• What is the best source for meeting new investors today?
• What are some of the most important metrics that he tracks?
• What's the one thing that has contributed to his success?

Tweetables:

“I think the wisest approach is for the borrower and the bank to feel comfortable with the leverage and what they're doing, and make sure that it's underwritten conservatively.”

“We can all get a little excited, the market’s hot, we're going to miss out, we all get a little greedy at times. And I think that's where we have to catch ourselves and say, ‘Does this make sense?’” 

“It's having your package clean and orderly. So if you have your underwriting that you can submit with your proforma, you have your property and project information all laid out.”

“So bringing all that in a Dropbox file, or in some way that the banker can get it, read it, review it and make a quick decision, they can get it into their team into the underwriting a lot quicker."

“If somebody comes unorganized, or they're missing a lot of the material, or there's their financial zone data or something, it starts to raise red flags.”

“Usually, bankers are pretty willing, unless they're just totally overwhelmed. But if you can get them out to a coffee meeting, or a lunch, get to know their personality, and then talk through what you're doing.”

“If you've done your homework, the key is to just create a relationship with the banker. Your banker should be one of your colleagues, friends, trusted advisors that you can lean on and ask questions. Bankers are always happy to do that.”

“You get to help a lot more people than you know, if you're just helping each operator as they come there.”

“I jumped in and started educating myself, started networking and the more I did that I really enjoyed it. This is what I'd like to do more of.”

“Part of your due diligence not only for yourself but your investors is to get a list of bankers and interview them.”

“I'm mostly geared towards the multifamily space. There's a lot of activity going on, and you just want to make sure you understand it, and the underwriting is solid.”


Link Mentioned in Today’s Episode:

Tobler Capital
Brian Tobler on LinkedIn

About Brian Tobler
Brian Tobler founded Tobler Capital after serving as vice president of the real estate division of Denver’s top banks namely,, Central Bank & Trust and Commerce Bank for almost a decade.

He obtained his undergraduate degree from Brigham Young University and an MBA from University of Colorado Denver.