Top 10 Mistakes Brokers Make When Entering Commercial Finance

Aug 24

Commercial finance looks exciting from the outside: bigger deals, bigger commissions, and the chance to level up from residential. But the reality? Most brokers who jump into this space without preparation end up frustrated, burned out, or stuck chasing deals they’ll never close.

If you’re thinking of adding commercial to your business, or you’ve already dipped your toes in, read this first. Avoiding these mistakes could save you months of wasted time and missed opportunities.

1. Treating Commercial Like Residential

Commercial deals aren’t just “bigger mortgages.” The mindset, process, and lender expectations are completely different. If you walk into a bank thinking like a residential broker, you’ll get shut down fast.

2. Chasing Every Lead

Not all deals are worth your time. Many brokers waste months on files that never had a chance. The key is knowing how to qualify deals upfront and spot red flags before you sink hours into them.

3. Failing to Understand the Client’s Business

Residential clients care about their income, credit score, and down payment. Commercial clients? Their deal is all about business operations, cash flow, and future growth. If you don’t understand their business, you can’t structure a deal lenders will take seriously.

4. Submitting Weak Proposals

Commercial lenders expect a professional loan package—not a few documents attached to an email. Brokers who don’t know how to prepare a compelling proposal lose credibility immediately.

5. Overpromising to Clients

Out of fear of losing the client, many brokers say “yes” too quickly. In commercial, that sets you up for disaster. You’ll waste your time, disappoint your client, and damage your reputation.

6. Ignoring Deal Structure

It’s not just about rates and terms—it’s about how the deal is built. Is the loan properly sized? Does it fit the lender’s risk appetite? Brokers who skip this step send in unworkable deals that never see daylight.

7. Relying on One or Two Lender Contacts

Commercial finance isn’t like residential where a few big banks dominate. Every lender has a niche. Limiting yourself to one or two contacts means you’ll miss opportunities—and kill deals that could have closed elsewhere.

8. Underestimating the Timeframe

Residential deals close in weeks. Commercial deals? Think months. Brokers who don’t set client expectations early end up with angry clients who feel misled.

9. Flying Solo Without Support

Commercial finance can be isolating if you try to figure it out alone. Without mentorship, templates, or a network, you’ll make costly mistakes that could’ve been avoided with the right guidance.

10. Giving Up Too Soon

This is the biggest mistake of all. Commercial takes time to learn—but once you get it, the rewards are massive. Most brokers quit before they ever see their first commission check.

The Bottom Line

Commercial finance is one of the most lucrative opportunities for brokers—but only if you approach it strategically. Avoid these mistakes, and you’ll set yourself apart from the 90% who fail to break through.

💡 Want to shortcut your learning curve?
I help residential brokers confidently transition into commercial finance. My coaching programs show you how to qualify clients, structure deals, and present proposals that lenders actually say yes to.

Download the free one-pager here

👉 Give me 60 minutes, and I’ll show you how to avoid these mistakes and start building real commercial deal flow.

Jey Arul

Most people who advise on buying and selling businesses have never actually done it themselves.

I have — on both sides of the table.

Over the past 20+ years, I’ve worked as a Commercial Banker, Investment Banker, and M&A Advisor, and I’ve personally advised on and closed 90+ small and mid-sized business sales and acquisitions across Alberta.

I’ve structured deals.

I’ve sourced capital.

I’ve negotiated with buyers, sellers, lenders, and investors.

And yes — I’ve also built, bought and sold my own businesses.

That last part changes how you see everything.

It means I don’t just understand deals academically or from a fee-based advisory lens. I understand:

- The emotional side of letting go

- The fear of “Did I time this right?”

- The risk of picking the wrong buyer

- And the very real difference between a paper valuation and a closed transaction

My career has lived at the intersection of:

- Commercial banking & credit structuring

- Private lending & capital stacks

- M&A and business sales

- Owner-operated, main street and lower mid-market businesses

I’ve helped owners:

- Raise growth capital

- Buy competitors

- Refinance and de-risk

- And exit businesses they spent decades building

Today, through AJS Capital, I work with business owners who are thinking about selling, partnering, or buying — and with advisors and brokers who want to level up into real commercial and M&A work, not just talk about it.

I’m originally from Singapore and have been based in Edmonton for over 30 years. I bring a global perspective with very local, very practical execution.

If you’re a business owner thinking about an exit, a buyer looking for the right deal, or a broker who wants to step into serious commercial and M&A transactions — let’s connect.

No hype. No fluff. Just real deals, done properly.

https://www.ajscapital.com