Build Lender Relationships in New Geographic Areas
Connect directly with originators who match your exact deal criteria.
In seconds.
Geographic expansion is a natural part of growing your brokerage business. But even experienced brokers can find themselves starting from scratch when it comes to lender relationships in new territories. I'll talk you through overcoming this specific challenge. It might not be as difficult to get a handle on as you might think.
The Relationship Gap
Of course, you already know the drill in your home market. You have your go-to lenders for different property types. You know who's super aggressive on multifamily (and who's not), who loves retail, who's got the best construction terms. But when you step into a new geography, that institutional knowledge evaporates.
For most brokers, this relationship gap can mean months of networking, cold calls, and often, missed opportunities while you built your connections. Today, technology has completely changed this dynamic — for the better. It's all thanks to good, reliable data.
Finding the Right Originators, Fast
The first challenge is simply identifying who's active in your target geography. Using Janover Pro, you can instantly see which originators are willing to fund deals in specific counties. Even if it's a lender you work with in your home market, the actual contact is very likely someone else. You need to find the right originator for your deal, period.
Janover Pro makes this simple. Let's say you're expanding into Central Florida with multifamily deals. You can filter by specific counties and property types to see which lenders are actually active there. This targeted approach saves you from wasting time on lenders who claim to cover Florida (but really only want deals in Miami).
Making Strong First Impressions
When you approach lenders in a new market, you need to demonstrate credibility immediately. Professional presentation is crucial. Your deal packages and OMs should be comprehensive, well organized, and tailored to the lender's preferences.
Modern platforms help here too. Using Janover Pro's OM builder ensures your deals look professional from day one, regardless of your familiarity with the market. This consistency helps build trust with lenders who don't know you yet.
Beyond the First Deal
Getting that first deal done in a new market is huge. Once you've successfully closed with a lender, you've established a foothold. But it's only a foothold if you're intentional about it. Make sure to:
- Follow up personally to build relationships
- Ask about their other preferences and focus areas
- Request introductions to colleagues who handle different loan types
- Document everything you learn for future reference
Moving Forward
The most successful geographic expansions happen when you can overcome these relationship gaps quickly. Rather than spending months networking before you can effectively place your first deal, modern tools like Janover Pro let you identify and connect with the right lenders immediately.
Remember: Every single established broker was once new to their market; no exceptions. The difference today is that you don't have to spend years building those connections from scratch.