Finding New Opportunities Within Your Client Portfolio

Many brokers focus intensely on finding new clients. I'm not saying that isn't important — it is! — but there's often untapped potential sitting right in your existing client portfolio. Past deals aren't just completed transactions, they're something you can often use for the basis of future business.

Look at Your Client Portfolio With Fresh Eyes

Every client you've worked with represents more than just the deal you helped them close. They likely own multiple properties, have ongoing financing needs, and make regular investment decisions. The question is: Are you capitalizing on these opportunities?

Start by creating a systematic way to review your past clients. This could be as simple as a spreadsheet where you're tracking:

• Client names and contact information
• Properties you've helped finance
• Loan maturity dates
• Property types in their portfolio
• Their acquisition patterns

You really don't need a fancy CRM to track something this basic. A spreadsheet (just a Google Sheet, even) has more than enough functionality.

But okay, you've got your list of clients. Now what?

Anticipate Refinance Opportunities

One of the simplest ways to generate business from past clients is to track loan maturity dates. Most commercial loans have terms of 5, 7, or 10 years, creating predictable refinancing cycles. By proactively reaching out six months or a year (or even a little more, depending on the property and financing types needed) before maturity, you position yourself as proactive rather than reactive.

And that's not to say you need to wait five years from your most recent close, either. When you're working with your clients, ask them about their other properties (you'll likely need to disclose it to the lender in an SREO, anyway) and the financing used for them. When those loans get close to maturity, you'll have great data ready and be set to pounce to offer super-competitive refinancing options.

Of course, when looking at these opportunities, having quick access to current lender options makes all the difference. Using Janover Pro, you can immediately show clients what today's market offers for their specific property, often finding better terms than they currently have (or even think are possible).

Identify Pattern-Based Opportunities

Look for patterns in your clients' investment activities. Do they tend to acquire certain property types? Are they expanding into new markets? Have they shown interest in development projects?

These patterns can help you anticipate needs they might not have communicated. For example, if a client has been acquiring multifamily properties in a specific submarket, you can alert them to similar opportunities and already have potential financing options ready through Janover Pro's lender search.

Reactivate Dormant Relationships

Some client relationships go dormant simply because there wasn't a timely reason to reconnect. Create legitimate reasons to reestablish contact:

• Market updates relevant to their portfolio
• New lending programs that might benefit them
• Refinancing opportunities as rates change
• Regulatory changes affecting their properties

A "just checking in" email isn't too effective, but communicating with something specific and actionable can be a game changer. Keep an eye on their markets and the dynamics of whatever assets they work with. It can really pay dividends.

Create Professional Follow-Up Materials

When approaching past clients with new opportunities, your professionalism matters a lot. Creating polished, tailored packages shows you've put thought into their specific situation. Janover Pro's OM tools help you quickly create professional materials that position you as a prepared, serious partner.

Build Out Your System

While no single platform handles everything in client portfolio mining (yet, anyway), you can build an effective system using:

• Your preferred CRM for relationship tracking — even if that's Excel
• Calendar reminders for loan maturities
• Regular portfolio review sessions
• Quick access to current lending options through Janover Pro

The key is to be consistent — even if (and especially if) you're super busy. Block non-negotiable time every month to review your client portfolio, looking for opportunities that might not be obvious at first glance.

Moving Forward

Your past deals contain the seeds of your future success. By systematically reviewing your client portfolio, tracking important dates, and being ready with current market options when opportunities arise, you can generate substantial business from relationships you've already established.

Remember: It's almost always easier to do more business with existing clients than to find new ones. Your past deals aren't just history — they're your future pipeline.