From Lease-Up to Loan Origination: Monetizing Your Tenant Pipeline with Refi Introductions

How commercial leasing pros add a second revenue stream—without adding a single cold-call.

1 | The Missed Opportunity Hiding in Every Lease-Up

You already hustle to:

  • Market the space
  • Negotiate TI packages
  • Hit the 90 %+ occupancy mark that lets your owner breathe again

But the moment you hit “stabilized,” another profit event is waiting: the refinance.
Most sponsors roll from an 8- to 12-percent bridge or construction loan into a long-term, lower-rate DSCR or agency mortgage. Someone will guide them to that take-out lender…and get paid for the referral.

Why not you?

2 | Refi Economics 101—Why Owners Re-Lever Fast

Bridge Metric (Typical) Stabilized Refi Metric
Rate: 10-11 % I/O Rate: 7-8 % P&I (or 5-/7-yr ARM)
DSCR Test: N/A DSCR ≥ 1.15
Term: 12-24 mo Term: 30-yr (or 10-yr)
Recourse: Bad-boy only Often non-recourse

A refinance can:

  • Cut monthly debt service 25–40 %
  • Release cash-out proceeds for the next deal
  • Remove personal guarantees

Owners are motivated—and they already trust you, the leasing expert who filled the building.

3 | How DSCR Loans Work (Quick Cheat-Sheet for Leasing Agents)

Feature What to Tell Your Client
Qualification Loan is based on Net Operating Income, not tax returns.
Coverage Ratio Target DSCR 1.15+ → NOI must be 15 % higher than annual debt service.
LTV Up to 75 – 80 % on stabilized value.
Property Types 1–8-unit rentals, small multifamily, mixed-use retail/apartments, STR portfolios.
Speed 24-hour term sheet, funding in 30–40 days (commercial) or < 21 days (1–8 units).

Bridge lender paid off → DSCR loan closes → sponsor lowers monthly nut and thanks you with another listing.

4 | Your Monetization Path: Referral or Co-Broker

Model How You Get Paid Compliance Note
Referral Fee 0.25 – 0.50 % of loan amount (paid by LoanFunders.com at closing) Allowed on commercial loans—no RESPA issues.
Co-Broker / White-Label 1.0 – 2.0 pts YSP + origination (split with us) We ghostwrite underwriting; docs carry your branding.

A single $2 M DSCR refinance at 1 % = $20 k—often more than first-year lease commissions on the same asset.

5 | Case Study – 32-Unit Lease-Up in Tampa

Metric Before Refi After Refi
Occupancy 94 % 94 % (stabilized)
NOI $384 k $384 k
Debt Service $330 k (bridge 10 % I/O) $264 k (DSCR 7.4 % P&I)
DSCR 1.16 1.45
Cash-Out — $420 k
Leasing Agent Fee $38 k (lease-up) $25 k refi referral

Agent pocketed $63 k total and secured the re-listing when the owner buys their next project.

6 | Playbook: Turning Your Rent Roll into Refi Leads

  1. Track NOI Monthly
    • Copy the T-12 into a simple spreadsheet; auto-calculate DSCR vs. target 1.15.
  2. Trigger Alert at 90 % Occupancy
    • Send update: “Congrats—our DSCR models show you now qualify for an 80 % LTV refi.”
  3. Loop LoanFunders.com Immediately
    • We issue a white-label term sheet under your logo in 24 hours.
  4. Stay on the Email Thread
    • You’re cc’d on processing updates; borrower sees you as the deal shepherd.
  5. Collect Your Fee at Closing
    • Referral wire or YSP split—your choice.
  6. Repeat on Every Building
    • Add the process to your property-management reporting package.

7 | Common Objections & Your Answers

Owner Push-Back Your Response
“Rates might drop next year.” “Even a 25-bp drop saves $15 k/yr—but continuing bridge interest burns $70 k/yr today.”
“I worry about prepay penalties.” “Our DSCR offers only a 3-year step-down (3/2/1). You’ll still be ahead vs. bridge carry.”
“Too much paperwork.” “We already have rent roll & T-12 from you—90 % of the package is done.”

8 | Ready to Turn Keys into Closings?

Email your latest rent roll or occupancy report—LoanFunders.com will:

  • Run a DSCR & cash-out model
  • Draft a white-label term sheet
  • Pay you on the day we fund

Fill the units. Fund the refi. Double the income.