As we settle into 2022, I wonder how many of us stopped, looked around, then asked ourselves: “Is this all there is?”

If you’ve asked yourself this question, then this newsletter is for you. This question is like an itch demanding an answer and won’t go away until it’s fully satisfied.

WHY DO WE DO THIS BUSINESS?

So, let’s talk about why we do what we do. Sure, we’re in this business for the money. But is that all there is? Just the money? If that is your only focus right now, then this issue of our newsletters may not be for you. And that’s ok.

Why are we busy chasing down deals, month after month, year after year? There’s nothing wrong with the big deals and the big money. And it’s awesome to get big deals under our belt. They’re the ones that pay for the extravagant vacations, kid’s college, buying that new car or that second vacation home. But is this all there is?

BIG DEALS ARE GREAT – BUT!

The big ones are great and exciting. But most of them can leave us empty because to the investors, it’s just another notch in their belt or addition to their portfolio, just another Friday funding and acquisition before their weekend. They probably won’t give that deal a second thought, that deal you and I worked hard to close. Usually, they’re thinking about their next deal before the ink is dry on this deal.

ARE WE MAKING A DIFFERENCE – TO ANYONE?

But the small investor is different. To them this may be their one and only transaction. To them, this business is their life and their livelihood. To them, this one transaction is an all or nothing proposition. And their family depends on this deal. To them this deal is everything, especially the owner-occupied business owner.

How about that investor who was suddenly notified by their lender that no extension would be provided on their loan which is maturing in 90 days? But then they were able to secure a quick bridge loan to secure both the property and their credit, giving them breathing room to arrange permanent financing. We made a difference to this investor.

Or what about the multifamily investor who, during a refinance, received a lower appraisal than expected and the refi didn’t meet the lender’s minimum DSCR? Then working closely with the lender and the appraiser the issue was resolved and the refi was funded. We made a difference to this investor.

These stories are not uncommon, and we’ve all heard them. Of course every deal, small or large, has its own inherent challenges. But that’s not the point. The point is who is on the receiving end of our services, and do our services make a difference to them? The small investor is typically by themselves or with a couple partners, and their portfolio usually consists of less than a handful of properties.

THE DEALS THAT KEEP PAYING DIVIDENDS

Sometimes the small deals feel like they’re just as much work and effort (and less profitable) as the medium or larger deals, trying to fit a square peg in a round hole. (It just feels that way.) But profit isn’t always measured in dollars. Sometimes the profit in those small deals is the satisfaction of knowing we helped someone in need, and we made a difference; not just for them but sometimes to their whole family.

Having taken the time to help that one small business owner, the small investor, that one single deal that was successfully completed, leaves an indelible mark in our memory. And long after all the money is spent from the big deals, the memories of those smaller deals (where we’ve made a difference) continue to pay in dividends for months and years to come. That’s priceless!

For me, this is what it’s about. This is what gives my job meaning and real purpose. To them, I made a difference. So, is this all there is? No! There’s more, much more beyond the big deals and the big money. I will continue doing the medium and large deals. But my eye and my heart are on that small investor.

In all your CRE deals, what brings your job meaning and satisfaction? I found mine. I hope you find yours, too.