Commercial Mortgage Commission Agreement – Timing

When is the best time to ask your borrower to sign your commercial mortgage fee agreement? There is some debate over this. Though, all seem to agree that it should be before the borrower sees a term sheets that you have collected. This may seem a small detail, it’s one of those little ones that can have a big impact on your wallet.If you’ve ever heard a borrower say, after reviewing a LOI you delivered, “oh, I know this Bank. I’ve talked to them in the past. Well, why do I need you?” than you know what I’m talking about. If you haven’t, than keep brokering commercial loans and you will.Some brokers advocate getting a fee agreement signed while they are collecting documentation. Others recommend getting the borrower moving first, start reviewing and qualifying the proposed deal, than when they are confident there is something to work on, asking for an agreement then. Other will take it a step further, and only ask for the agreement to be signed when they have been issued an LOI from a lender/bank.Which is best? I don’t know and I guess it depends on the deal, the borrower and your style.Some commercial mortgage brokers act as a combination of a broker and an hourly consultant. This is more of a traditional approach and will require additional steps and a more thorough sales process to get borrowers to agree. Often commercial brokers that conduct business this way will only work on an exclusive basis and essentially demand that they will organize and conduct the whole shopping process and no matter what, will get paid. This strategy does have its draw backs though, like being “stuck” on working on deals that turn out to have little chance of funding. And, it can be a very difficult arrangement to sell to the borrower to give up that much control.The other strategies are really about getting the borrower “pregnant” first, i.e. getting them involved than “slipping” the agreement in at the appropriate time. There’s some disagreement on the appropriate time within this as well. For instance, do you present both the Letter of Intent from the lender and your fee agreement at the same time, i.e. present the overall deal at the same time?Others would say that you are putting yourself in a vulnerable position and that you should get the borrower to agree to the fee agreement first, than after signature, present the LOI. This strategy would probably be more fitting if there is a general state of distrust or just a beginning relationship.Whatever you decide, don’t depend on mere words or lose emails to protect you fee. Get it in writing or don’t be surprised if you have issues getting paid.

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Future of Japan and Feng Shui

I came out with an idea to write about this matter because of an interview I gave recently for the Tokyo American club magazine; the subject was what and how to de-clutter. Also, I read on LinkedIn, a discussion topic about how “Japanese business is very different from the West.”After living in Japan for 11 years, it is very hard to stay neutral and touch this very sensitive subject. However, I decided to open some secrets and shine some light on the matter, because I believe it can help not only foreigners who are planning to move to Japan, or foreigners who are already here and have experienced cultural shock and business/work shock first-hand, but also some of the Japanese who are also suffering from their own culture, traditions and rules in different ways.Future JapanLet’s look at Japan as a country in terms of feng shui- it belongs to a strong Earth element which is ruled by Saturn, and also belongs to a strong Metal element which is ruled by Venus. Let us see how the country’s karma and constitution affects the people’s character, physical health,money, work and relationships.Earth means stability, satisfaction, security that is mostly related to material nature: body health, food, service, work, and family. Japan is famous for it’s restaurants, healthcare tools (e.g. massage, spa, supplements) life-comfort and high quality service.Our body and our mind, needs to feel safe and sure of tomorrow. We need a base, comfort, family and support.
However if most of the time you try to hold on the present, focus only on yourself, and only material things (excess of Earth), it prevents you from growth and change; there is danger to become stagnant and sluggish.Universal law works for everyone, including any country and any nationality. The purpose of humans is to go up and grow, and for those with strong Earth, it would very valuable to strengthen Wood-meaning to improve education, gain new approaches, learn new life’s skills, psychology, entrepreneurship, and foreign languages.About two years ago, after coming back from a Dale Carnegie seminar, I met an American friend, Brent, and that day we talked about Japan’s future. He worked in HR department for years and made conclusion that Japan’s future wealth and economic improvement starts with Universities, and it is the right approach in terms of feng shui since the only way to balance excess of earth is through mental development and educational reforms.Japan and Social HealthJapan has achieved huge progress in recent years in terms of design, cars, fashion, computers, but almost with the same rate of progress Japan increased its share of skin problems development and depressive syndromes.Azuma-san, a doctor of a women’s clinic shared with me information that the numbers of atopic patients are increasing everyday and in the future can reach a very high percentage. Azuma-san believes that the cause of atopy and some cases of depression has connection with candida, and he got good results with anti-yeast medications.For more information on atopy in Japan, please refer to this link, it year 1997, but the problem is still there and has increased:http://www.nytimes.com/1997/08/19/science/an-itch-torments-many-japanese-but-relief-is-elusive.html?pagewanted=1In internal feng shui skin and lungs are related to Metal element, and I would like to discuss about the connection between the skin, mind and emotions.Ancient wise healers were saying that our skin is reflection of our soul, thoughts and emotions and how we communicate with the external world.If our Metal is in balance, then on the emotional and the mental level, it gives us maturity, sensitivity, creativity, and courage. On the physical level, it provides healthy skin, healthy breathing and healthy bowel-movement.In the case of excess of Metal, its cold nature expresses itself in mechanical attitude, rigidity (katakori), resistance to live with flow, creating excess of rules, orders and limits.Metal element imbalance leads to accumulation of waste, internal and external, and on the physical level, skin rashes, eczema (atopy), constipations, and breathing disorders.The person with excess Metal element tries to control his own life and is afraid of changes. He tries to escape the grief, sadness, depression, and lack of satisfaction by increasing one’s “self-confidence” and “self-worth” by collecting and keeping a number of material things (handbags, fashion goods, jewelries, accessories, cosmetics).It is very natural to inhale, hold one’s breath and exhale. It is the same for life- to receive, keep and use, and give way (eat, assimilate, nurture and eliminate).Excess of Metal has influence on the increasing suicide rates in Japan as well. People think that if they lost their job, they are not worthy. If they don’t have enough money, they cannot enjoy life, don’t want to deal with their pain, and don’t want to take responsibility of their life due to lack of courage and emotional maturity.Here is more information on suicides in Japan: http://en.wikipedia.org/wiki/Suicide_in_JapanJapanese should rediscover living in harmony with nature’s cycles where change and the passage of time are necessary parts of life. It calls to remind that there is time for letting go, and accepting new things and experiences into each one’s lives. It is time for them to integrate their inner fire, their spirit, clear their soul and release the troubles and worries of the past and present, and prepare one self to move towards love, happiness and life’s purpose.One famous Russian actress said there are only three kinds of happiness in this life – to be with a partner you love, to do a job you like, and to live in the appropriate environment for you. I wish to everyone that you may find your happiness.