How to Spot Commercial Opportunities Among Your Residential Clients

Most brokers don’t realize they’re already sitting on untapped commercial deals. That client who owns a duplex, the one asking about refinancing their mixed-use property — those are hidden opportunities. In this post, I’ll show you the signals to watch for so you can stop leaving commission on the table.

Why You’re Missing Opportunities Right Now

If you’re only looking for single-family refis or purchase deals, you’re overlooking the bigger picture. Many of your existing clients already own (or are about to own) assets that fall into the “commercial” bucket — even if they don’t use that word. Commercial doesn’t just mean downtown office towers. It includes small multifamily properties, retail storefronts, industrial bays, and even owner-occupied business spaces.

Spotting these deals early means you keep the client relationship — and the commission — instead of letting them wander off to another broker or directly to the bank.

5 Signals Your Residential Client Has a Commercial Deal Hiding in Plain Sight

1. They Own More Than One Rental Property

When a client goes from a single rental house to multiple doors, they’re inching toward commercial territory. A fourplex, sixplex, or small apartment building usually triggers commercial underwriting.

Pro tip: When a client casually mentions “another rental,” dig deeper. Ask how many units, and whether they plan to scale further.

2. They Ask About Mixed-Use Properties

That coffee shop with apartments upstairs? That’s a mixed-use property — and banks treat it as commercial, not residential.

Watch for: Clients talking about buying a building with both living space and retail/office tenants. These deals require different lenders and structures.

3. They’re Business Owners Looking for Space

Your client who runs a plumbing company out of their garage eventually needs a shop, yard, or warehouse. Or the chiropractor renting office space might be ready to buy their own clinic.

Translation: Business expansion often equals commercial financing needs.

4. They Mention “Bigger” Refi or Equity Pulls

Residential lenders cap out fast when clients want to pull large equity chunks. If the ask sounds aggressive — like pulling hundreds of thousands to buy another property or invest in a business — that’s a cue to explore commercial financing.

5. They’re Talking About Cap Rates, NOI, or Cash Flow

When a client starts asking about property income versus expenses, or using terms like “cap rate,” they’ve already moved into the investor mindset. They may not realize it yet, but they’re already thinking in commercial terms.

Why This Matters for You as a Broker

Commercial deals don’t just diversify your pipeline — they’re stickier, more lucrative, and less rate-sensitive than resi. The commissions are higher, the client loyalty is stronger, and you position yourself as the broker who can “grow with them” as their portfolio scales.

Most brokers think commercial finance is too complicated. In reality, you just need to know how to triage the opportunity and connect the client to the right lenders. Once you understand the signals, the rest is process and positioning.

Ready to start spotting these deals in your own book of business?
👉 Download my free Commercial Deal Discovery Checklist and start qualifying opportunities immediately.