How to Make Your Loan Request Stand Out in the World of Commercial Real Estate Lending.

It’s a Monday morning, and a private lender like us opens the inbox. By mid-morning, there are already twenty fresh loan requests waiting for review. By the end of the week, that number will swell to over a hundred.

Now here’s the truth most borrowers/brokers don’t realize, your deal is not the only deal on the table. Your deal isn’t competing only on numbers, it’s competing on presentation. In fact, even a strong, well-structured deal can get lost or set aside if it isn’t presented properly. In the world of commercial real estate lending, how you approach your loan request can determine whether it gets a second look, or quietly drifts into the pile of “maybes” that never resurface. 

So, how do you make your loan request stand out in a way that captures a lender’s attention? And just as importantly, what mistakes should you avoid?

Common Mistakes Borrowers Make

Too often, borrowers sabotage themselves before the lender even has a chance to dive into the deal. Some of the most common missteps include:

1. Incomplete Information

Sending a vague summary without financials, valuations, or even basic project details. Lenders can’t guess the missing pieces, it creates work and signals disorganization.

2. Unstructured Submissions

Some borrowers dump twenty random documents into an email without order or explanation. Imagine being handed a box of puzzle pieces with no picture on the lid. That’s how it feels.

3. The “Let’s Just Jump on a Call” Borrower

A borrower reaches out asking for a call, but has no deal in the pipeline, no potential opportunity to discuss, and sometimes not even a basic understanding of who the lender is. Don’t get it twisted, calls are very, very important. But they should be purposeful. Before you book time on a lender’s calendar, ask yourself:

• Do I have a deal in the pipeline or at least a potential one to discuss?

• Do I have a basic knowledge of the lender?

• Am I asking questions that aren’t already answered on the website?

Because here’s the reality, there’s a reason why lenders have websites: to show loan parameters, explain lending programs, provide FAQs, outline processes, and answer common questions. If you reach out only to ask what loan sizes we fund, or what types of assets we lend on, you’ve wasted valuable first impressions. Those answers are already available.

Imagine if we jumped on every single call request just to learn someone’s name. With the inflow of deals we see weekly, we’d spend all day on Zoom instead of evaluating real opportunities.

Inquiries are welcome. Due diligence is smart. But make sure it’s a knowledgeable inquiry, with intent. That’s how you get the most from the call, and earn the lender’s attention.

4. The “Rigid Borrower” Who Dictates the Process

Some borrowers or brokers refuse to follow a lender’s process. We’ve heard:

“I don’t want to submit a loan request form, everything you need is in the summary I already sent.”

“I don’t want to provide additional documents unless you’re already interested.”

When you walk into a bank, you don’t get to dictate how they process your loan. You don’t say, “Skip the application, just read my email and give me the money.” Why? Because every lender has a system, and that system exists for a reason.

Private lenders are no different. Every lender works differently. Each has unique underwriting processes, risk appetites, and deal structures. Just because one lender did it one way doesn’t mean the next will do the same. 

When you refuse to follow the process, two things happen:

• You signal that working with you will be stressful.

• You slow down or even kill your own deal.

The bottom line? Respect the lender’s process. It’s not about making life difficult for you—it’s about giving your deal the best chance of getting across the finish line.

Now, let’s flip the script. Imagine your deal landing in that Monday inbox and immediately catching our attention, not because it’s the biggest deal, but because it’s presented with clarity, structure, and professionalism.

Here’s how you do it

1. Start with a Clear Executive Summary

Think of this as your elevator pitch on paper. Who are you? What’s the deal? How much are you requesting? What’s the collateral? In one page, you should be able to give the lender enough reason to want to know more.

2. Provide the Essentials Up Front

Include financials, valuations, rent rolls, pro formas, and exit strategy. Anticipate the questions a lender will ask and answer them before they’re asked.

3. Tell the Story of the Deal

Numbers matter, but so does the story. Why is this property or project compelling? What’s unique about it? Why are you the right borrower to execute on it? A good narrative frames the deal and makes it memorable.

4. Keep It Organized

Package your documents logically: summary first, financials next, supporting documents last. A lender should be able to navigate your request like reading a well-structured book.

5. Be Realistic and Transparent

Don’t sugarcoat risks or inflate values. Lenders respect borrowers who acknowledge challenges and present solutions.

6. Why Presentation Matters

Here’s the blunt truth: a solid deal, poorly presented, may never see the light of day. We’ve seen borrowers with outstanding opportunities lose traction simply because their submission felt rushed, incomplete, or confusing.

7. Respect the Process

If a lender asks for an application, provide it. If they ask for supporting documents, submit them. Treat the lender’s process like a bridge, it’s the path that gets your deal across to the other side. Don’t try to skip planks and expect not to fall through.

On the flip side, we’ve seen modest deals gain quick attention because the borrower made it easy for us to understand, evaluate, and trust. When you make your request clear and compelling, you’re not just presenting numbers, you’re showing us you’ll be a reliable partner in the transaction.

The Lender’s Perspective

Private lenders like us don’t just see a handful of deals, we over a hundred requests every week. That means your submission is competing for attention. If your approach makes us work harder to piece it together, it risks getting buried. Borrowers often forget: the way you approach a loan request tells us as much about you as the deal itself. If your submission is clean, clear, and confident, it signals that you’ll likely handle the project the same way.

Think of it this way, you wouldn’t walk into an investor pitch without rehearsing your presentation. Why treat your loan request any differently?

Final Thoughts

Your loan request is your first handshake with the lender, it sets the tone for everything that follows. A messy, incomplete, or overly hyped request is like showing up to a meeting unprepared. But a clear, organized, and engaging submission makes us stop, pay attention, and want to learn more.

So the next time you prepare a loan request, don’t just ask yourself, “Is this a good deal?” Ask yourself, “Am I presenting it in a way that makes it irresistible to a lender?”

Because in this business, the deal itself is only half the battle. The way you tell its story is what gets it through the door.