Capital City Bank offers commercial real estate financing to prospects or existing clients who are purchasing, developing, or refinancing property for its income producing potential whether through resale or as a hold for its long term earnings potential. Such property types include 1-4 family residential investment, multifamily (apartments, fraternities, sororities, and condominiums), commercial retail and office, mini-story, flagged lodging facilities, senior housing, and builder lines of credit. 

Different financing options are available for the clients to choose based on their specific scenarios. The options are:

• Construction loans
• Lines of credit
• Letters of credit
• Mini-perms
• Fixed rate long term mortgages
• Loan brokerage to:
  • Conduit lenders
  • Life insurance companies

When you discuss commercial real estate financing, do the following:

1. Discuss Features and Benefits

   In order to feel comfortable selling products or services or even referring individuals to CCB, it helps to know what the product or service is (feature) and how it helps individuals (benefits). Below are the features and benefits of our commercial real estate lending.

   
   

   Features

   • One-stop shop: Commercial Real Estate department takes care of all the commercial real estate client's needs
   • Multiple options of loan types: You have multiple choices and our bankers will help you find the one that best fits your case
   • Competitive pricing and knowledgeable bankers providing you with exemplary service

   
   

   Benefits

   • Save time on shopping for financial products
   • Get the right products that can address your financial needs and help your business grow
   • Save money on loan interest and your banker will help you set up the right repayment plan

    

2. Identify Opportunities

   Always be on the lookout for clients who are interested in constructing property for resale or purchasing property for its income producing potential. Specific clues or phrases to listen out for are build to suit, plan to resale, plan to lease, or acquiring for future retirement income. Our best referral sources are real estate attorneys, commercial and residential builders, engineers, commercial realtors, property management companies, and condominium associations.

   • Residential and commercial contractors
   • Property management companies
   • Commercial realtors
   • Individual real estate investors
   • Property appraisers
   • Civil, environmental, and construction engineers
   • Real estate attorneys
   • Real Estate Investment Trusts (REITs)
   • Architects
   • Fraternal organizations

3. Discover Client Needs

   Before you recommend a product or service to a client, prospect, or friend, it only makes sense to recommend things they might actually need or like. This is why it's important to ask questions that help us gain insight about an individual's banking preferences.

   
   

   Sales Associates

   To identify the best loan product for each prospect based on his or her needs, ask some discovery questions. Some examples include:

   • What do you like about the property and how it may work for you and your business?
   • Expansion may be an option to consider in the property purchase. How will your business be operating from the location over the next few years?
   • How will the change in property impact your client base, and what are the right property improvements to help with the change?

   
   

   Non-sales Associates (Take it to 10)

   If you do not feel comfortable discussing commercial real estate products, but are working towards your Take it to 10 goals, do not focus on a specific product. Instead, ask if the prospect is interested in the services provided at CCB. To do this you might say:

   I work at Capital City Bank. We provide commercial real estate lending for clients to purchase or build properties for business purposes. Would you be interested in speaking with a banker to see if we might be able to help? 

4. Recommend Products/Services

   When you have identified a need or learned about a prospect's banking preferences, you are ready to make recommendations that align with his or her goals.

   
   

   Sales Associates

   Below are examples of what you might say when recommending a specific checking account after having used the qualifying questions.

   Mr. Anderson, based on what you told me, I think our commercial real estate lending will work for you. During the construction phase of your office building, you only need to pay the interest. This frees cash which you can put into some other activities you may need to process. When the construction is over, we can help you transfer the loan into a long-term loan with fixed rate. Since the interest rate is very low now, you can save lots of money in the long run.

   
   

   Non-sales Associates (Take It to 10)

   If you are simply trying to make a referral to CCB, then you are recommending the bank, and even a specific banker. Below is an example of how you make this recommendation.

   Since you are new to the area, and are looking for a place to bank, I recommend Capital City Bank. I work there and I know it's a great place to bank. CCB is a stable, community bank that can help you with your financial needs as they arise. For example, we have checking accounts, mortgages, and other great products and services. I know a friendly banker who would be willing to help you. Her name is _______________.

5. Handle Objections

   It is highly likely that once you make a product or service recommendation, you will receive objections. Before responding, keep the following points in mind:

   • Make sure you understand the question or objection
   • Be empathetic
   • Address the question or objection even if you can't change the product or service
   • Check with the prospect to make sure he or she accepts your response or explanation

   
   To respond to objections, use Feel, Felt, Found to structure your responses. Below are examples of commercial real estate loan objections and suggested ways of responding.

   
   

   Sales Associates

   Client Objection: "I need to discuss with the other board members before giving you an answer." 

   Feel: I understand that it's a big decision and that you need to discuss it with other board members. 

   Felt: Most of my other clients felt the same way.  

   Found: Most of them have found with the multiple financing choices we provide, that they have the flexibility to adjust the portfolio to fit their scenarios. Also, they have found that the interest-only payment during construction period is beneficial because it frees their cash flow. How does that sound?    

   
   

   Non-sales Associates

   Client Objection: "I am not sure I want to get a loan yet."

   Feel: I understand you may not be ready yet.

   Felt: Most people like to check out a few places or get recommendations before doing something.

   Found: Most people I talk to have found that Capital City Bank has all the bells and whistles of the big banks with a small community feel. You can always speak to one of our bankers who can tell you more about our commercial real estate loans. Would you like to give it a try?

6. Ask for the Business

   If you did not receive an objection or have already come to an acceptable resolution with the client or prospect, you are ready to ask for the business. Asking for the business is how we move the sale forward. Below are some examples of what you might say to ask for the business.

   
   

   Sales Associates

   • May I start your commercial real estate loan application today?
   • Would you like to start the commercial real estate application now?

   
   

   Non-sales Associates

   In the case of an associate who is making a referral for Take it to 10, you are trying to get the prospect to agree to meet with a banker about a need. Below are some examples of what you might say to do that.

   • I would be happy to connect you with a banker who can help you. What is your name and number? 
   • Can I get your contact information so that I can have my friend, ____________, call you?
   • Can I get your name and number so I can have a banker call you about completing your commercial real estate loan application?  

7. Make a Referral

   If you are a sales associate or non-sales associate who cannot process a commercial real estate loan application, but have identified someone who is interested in a commercial real estate loan, remember to refer him or her to an associate who can help.

   Making referrals at Capital City Bank is as easy as A B C! Below is an example of the ABC method to making referrals. 

   
   

   Acknowledge or Ask questions about a need.

   What do you typically look for in a financial institution? 

   
   

   Bridge with a transition statement highlighting how Capital City Bank can meet that need.

   I work at Capital City Bank and we have great products to help you with your financial needs.    

   
   

   Connect to a Capital City Banker that can help.

   Our commercial real estate lenders can help you find the best financial solution for your situation. Would you like for me to have one of them contact you at a time that works for you?

8. Process the Sale

   Sales are processed in generally one of two ways:

   • The associate who can sell the product follows established policies and procedures to close the sale.  
   • An associate connects the person to a qualified lending associate using a Synapsys referral for the application to be completed by the qualified associate.