How to Structure Your CRE Deal Package to Get Lenders Interested

As a commercial real estate broker, you know that getting a lender's attention isn't…always easy. Even if you use Janover Pro to find the perfect lenders for your opportunity, you still need that lender to take note of why your specific deal.

It's understandable why: Many lenders see literally hundreds of deals cross their desks every month. Obviously, you need a way to make your deal stand out. Flashy gimmicks can only do so much (and can hurt your credibility), so be sure you're providing clear, comprehensive, and actionable info that answers a lender's questions — ideally before they ask them.

I'll walk you through exactly how to structure a deal package that gets noticed and, more importantly, gets an appropriate response. Note that I said structure. It's not enough to just put together a formal OM. No lender has time to sift through page after page in supporting docs just to get a basic read on the deal.

Which brings us to the first section your deal package must have:

Start Strong: Executive Summary

Your executive summary is your first impression, so make it count. It's your deal's elevator pitch — and like an elevator pitch, it can't be long. Fit it on a single page. Less is more. One page is a hard requirement though: Lenders aren't going to dig through multiple pages to find basic deal points.

What information belongs here? Start with the fundamentals: property type and address, followed immediately by your loan request amount and basic terms. Next, highlight current occupancy and NOI — these numbers need to be front and center. If your sponsor has relevant experience (like owning similar properties), that goes next. Close with key property highlights that make your deal attractive, like location advantages or recent improvements.

The Numbers Tell the Story

After your executive summary, you need to dive into the financials. This is where many deal packages fall apart, and that's nearly always because the information is either outdated or incomplete. Let's be specific about what you need:

Your rent roll must be current — no more than 30 days old. It needs to show more than just who pays what. Include square footage, lease dates, and payment history for the last 12 months. If there are any rent concessions or unusual terms, spell them out clearly. Keep in mind that, above all, lenders hate surprises.

For operating statements, you need the last three full years (if applicable), plus year-to-date numbers that are no more than 60 days old. If there's any variance over 5% year-over-year in any category, explain why. Don't make lenders guess; they'll usually assume the worst.

Making Your Deal Visual

Numbers matter, but so do visuals. Your property photos need to tell a story. Ensure you've got high-resolution shots — at least 2000x1500 pixels — from all angles of the exterior. If photo technology isn't your thing, hire a photographer. It's truly worth the investment to showcase the property in the best light possible.

Make sure you show the main entrance, lobby, and typical unit or suite interiors. If you've made recent improvements, showcase them. These photos should be no more than six months old unless the property hasn't changed. And even if it hasn't changed, don't use anything more than a year old.

But visuals aren't just about pretty pictures. Include maps that show major employers within 5 miles. Add demographic data that supports your property's market position. Show three to five recent comparable sales — and by recent, that means ideally within the last 12 months. If your market has faced some recent volatility, go with sales comps in the last three to six months, if possible.

Building Trust with Sponsor Information

Your sponsor package has to build confidence. Include a schedule of real estate owned (SREO) that shows purchase dates, current debt, occupancy, and NOI for each property. Personal financial statements need to be less than 90 days old — anything older than that raises questions about current financial status. At best, it'll cause a delay.

Putting It All Together

Organization matters as much as content. Structure your package in this order: table of contents, executive summary, property information, financial analysis, market analysis, sponsor information, and supporting documents in an appendix.

When you're assembling this digitally (and you should be), keep your file size under 10MB for easy sharing. Use PDF bookmarks and a digital table of contents with clickable links. Name your file clearly with the property name, package type, and date. If you need help with that, Adobe has a good guide covering the basics.

The Details That Make a Difference

Some final points that can set your package apart: Include a timeline of major property improvements and capital expenditures. If you're seeking construction or renovation financing, give a detailed sources and uses breakdown. For complex ownership structures, include a clear org chart.

Naturally, you need to provide the information, but your real goal is to tell a compelling story about your deal in a way that makes it easy for lenders to say yes. Every piece of information should be current, clear, and contributing to that story.