LOAN SALES: Keys to a Successful Secondary Market Sale
A successful secondary market sale is one that is highly competitive, is tailored to the specific objectives of the client and the particular characteristics of its loans and generates results that meet or exceed the client’s expectations. Typically, clients seek maximum sales proceeds with negligible closing risk and minimal post-closing exposures. The following elements contribute to a successful secondary market sale:
• Demonstrated seller commitment
• Skilled loan sale advisor
• Appropriately structured offering and marketing plan
• Organized and summarized loan file documentation
• Level playing field fair to all investors
• Broad and insightful marketing
Secondary market loan investors often avoid offerings unlikely to lead to a completed transaction, as when the offering organization has unrefined or unreasonable price expectations, lacks comprehensive due diligence information or has not secured internal support for and approval of a sale. Offering loans through Highland Financial, a skilled loan sale advisor, is a signal to loan investors that the offering organization has received insightful pricing guidance, that the offering will be carefully formulated and professionally executed and that the process will be fairly conducted and highly competitive.
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