Navigating Commercial Real Estate Debt

The escalating impact of rising interest rates has rendered once straightforward deals increasingly challenging to secure. JP highlighted the growing difficulty in meeting Interest Cover Ratio (ICR) models, foretelling more hurdles ahead. This backdrop underscores the critical need for astute decision-making in selecting investment managers.

Bill emphasised the conundrum developers face, with traditional banks adopting heightened conservatism, pushing borrower clients towards non-bank lenders like Zagga.

Chris echoed this sentiment, pointing out the substantial movement in the cash rate over the past 12 to 18 months, which has affected the borrowing capacity of retail businesses, although its full market impact is yet to be realized.

The panellists reflected on the market’s evolution over the last five years, witnessing a shift from a bank-dominated landscape to a more diverse arena with numerous non-bank players. Predictions were made for a continued shift towards a market resembling the US, where non-bank lenders claim a substantial market-share. Initial hesitations towards non-bank solutions among clients have evolved into greater acceptance, driven by the benefits of speed, transparency, and flexibility.

Strategies for capital preservation

The unanimous agreement among the panellists underscored the criticality of selecting the right assets. JP stressed the need for borrower adaptability, citing non-bank lenders’ role in offering flexible solutions. Providing various options allows clients to self-select based on their preferences and needs, as outlined by JP.

Bill highlighted the non-bank space as an avenue for developers to optimize returns by focusing on return on equity and holding costs.

Educating clients early in the process emerged as a pivotal strategy, according to Chris.

Experience, robust sponsor relationships, and a disciplined approach to deal selection were highlighted as paramount in this process.

Key criteria for selecting investment managers

The panellists emphasised relationships, consistent service, and a track record of successful deliveries as fundamental criteria when choosing investment managers from a growing pool of providers. Dealing with new entrants lacking requisite experience posed challenges, further emphasising the importance of trust in the lender-introducer-borrower relationship.

Drawing from their experiences, the panellists discussed common pitfalls and red flags detrimental to relationships. Instances of poor communication and process inefficiencies were highlighted, emphasising the significance of lenders with a reputation for consistent delivery and transparency.

Partnership and trust: Zagga's approach

Tom underscored Zagga’s commitment to comprehensive analysis and transparent communication with investors, introducers, and borrowers. The emphasis lies on the quality of the book and a profound understanding of assets and sponsors.

Takeaways for success in an evolving market

The panel highlighted the pivotal role of investment managers in offering tailored solutions amidst an evolving landscape. Strategic decision-making, informed by insights from industry experts, emphasises the centrality of relationships, consistency, and transparency in nurturing successful partnerships. Collaboration between finance brokers, investors, and reputable investment managers emerges as essential for optimal outcomes in a transforming market landscape.

Why Zagga?

• PARTNERSHIP: We treat our borrowers, investors and service providers as partners in our business.
• TRUST: We operate with an 'investor first' approach and will not compromise credit quality over increased return.
• RELATIONSHIP: We intrinsically understand that sustainable business required long-term relationships.