Secrets to Client Success: Leveraging Expertise and Strategic Partnerships
by: Adam Horowitz
In our years of experience, we’ve observed key factors that distinguish successful deals from unsuccessful ones. By studying what works, we’ve identified some core strengths of our clients that consistently lead to successful outcomes. Let’s explore three key strategies that have contributed to these successes. We’ll look at how one of our retail clients creates value before a deal even closes, how an industrial client leverages deep local knowledge, and how a multifamily client rigorously examines underwriting.
1. Creating Equity Before Closing
Over recent decades, many sponsors have turned away from retail investments, favoring multifamily and industrial sectors. However, the shift away from retail has presented valuable opportunities for those who remain. One of our retail clients has excelled in finding value-add assets in this sector by identifying spaces where they can secure tenants that the previous owner couldn’t. They’re highly selective, reviewing a large number of deals but quickly zeroing in on properties where their unique strengths will allow them to secure signed tenant contracts before closing. This ability to reduce vacancy and increase asset value even before a transaction is finalized is a powerful way to build equity upfront.
2. Knowing the Market—Down to the Street Level
When evaluating a property, having an in-depth understanding of the market can make all the difference. Often, lenders or LP investors will scrutinize location details, down to the side of the street. A client of ours in the industrial sector has a level of market knowledge that turns this type of analysis on its head—rather than hearing why investors have concerns, he explains to them why his choice of location is optimal. Knowing a market this intimately builds credibility with lenders and investors, who are more inclined to back a developer with this level of insight.
3. Trusting the Numbers—Rigorous Underwriting in Multifamily
Every proforma looks good on paper, especially when an exit cap is set low. But are the numbers realistic? Are they thoroughly tested, or simply optimistic estimates? One of our multifamily clients takes an exceptionally rigorous approach to underwriting, testing various scenarios across economic shifts, index changes, and local market dynamics. This client refuses to close on a deal unless it meets stringent criteria. By modeling both the upside and downside possibilities, they go into each project with a high degree of confidence in their decisions. This approach doesn’t just minimize risk—it allows them to make informed decisions they can stand by.
Leveraging Expertise and Strategic Partnerships
While each of these clients brings specific expertise to the table, they don’t attempt to handle every aspect of the process themselves. Instead, they focus on what they know best and outsource other critical components, like financing, to experts like us at Lever. By doing so, they streamline their efforts and ensure each element of a transaction is handled by a specialist. When these clients come to Lever, they trust us to manage the financing so they can focus on other priorities, secure in the knowledge that their deals are in capable hands.
This delegation enables them to hit their projected numbers consistently and sometimes exceed them. They rely on their strengths, whether that’s in creating pre-close equity, mastering their market, or rigorous underwriting, and turn to us to handle the financial aspects seamlessly. They know that the right financing partner can make the difference in a competitive market, allowing them to achieve their goals more efficiently.
Why a Client Relationship Matters
The distinction between having a client versus a customer is significant. Our clients bring all their financing needs to us because we know their business inside out, which enables us to represent them effectively. We’re prepared to answer lender questions without needing to consult our clients constantly. This deep understanding allows them to capitalize on the cost of our services within each deal, letting them concentrate on what they do best without distractions.
Our Client Exclusive Program exemplifies this approach. By working exclusively with Lever, our clients benefit from a dedicated, knowledgeable partner who handles the financing end with as much diligence and care as they apply to their own areas of expertise. Our collaboration allows them to pursue their vision confidently, knowing they have a financial partner invested in their success.
If you’re interested in exploring how our Client Exclusive Program could benefit your business, please reach out to us via email at [email protected]. We’d be happy to discuss how we can help you focus on your strengths while we handle the financing to bring your deals to a successful close.
