From Private Banking to CRE Lending: Lessons from $4B in Volume

Introduction

Over the course of my career, I have had the opportunity to work in both private banking and commercial real estate (CRE) lending, ultimately helping to originate and close over $4 billion in transaction volume. This journey has provided invaluable lessons about client service, risk management, relationship building, and the nuances that distinguish—and connect—these two sectors. In this article, I share key takeaways from my experience, with the hope that they will benefit professionals navigating the evolving landscape of CRE finance.

Relationship Building: The Foundation of Success

Whether in private banking or CRE lending, the importance of relationships cannot be overstated. In private banking, trust and discretion form the bedrock of every client interaction. High-net-worth individuals expect personalized solutions and proactive communication. When I transitioned to Commercial Real Estate Mortgage Banking, I found these same principles applied—clients sought not just capital, but a partner who understood their vision, risk tolerance, and long-term objectives.

Building a network of reliable contacts—brokers, borrowers, attorneys, wealth advisors and investors—has been instrumental in facilitating transactions and overcoming obstacles. In private banking I knew what my bank could and couldn’t do. It’s been an educational experience becoming a mortgage broker. The seemingly endless option of debt structures has allowed me to find even more tailored solutions for my clients.

Risk Management: Lessons Learned Across Sectors

Private banking taught me to assess risk holistically, considering not only the financial aspects but also the personal circumstances and goals of each client. Just because a deal can be made doesn’t always mean it should be. I pride myself on working with my clients to determine not only the most advantageous financing option, but an in-depth dive in how and why a real estate transaction does or doesn’t make sense. In CRE lending, risk evaluation is essential for assessing property fundamentals, market trends, lender desirability, and borrower compatibility with a given asset.

Client Service: The Power of Proactivity

Delivering outstanding client service is the common denominator between private banking and CRE lending. In both arenas, clients appreciate proactive updates, clear explanations, and a problem-solving mindset. Anticipating client needs—whether it’s identifying refinancing opportunities or facilitating introductions to strategic partners—has helped me build enduring relationships and generate repeat business.

In CRE lending, the stakes are often higher and the timelines tighter. The ability to marshal resources quickly, coordinate with multiple stakeholders, and remain calm under pressure has been essential to closing complex transactions and exceeding client expectations.

Adaptability: Navigating Market Shifts

Both private banking and CRE lending are subject to macroeconomic forces, regulatory changes, and shifting client priorities. The key to success is adaptability—remaining open to new strategies, technologies, and market segments. Over the years, I have witnessed the rise of alternative lenders, the impact of changing interest rates, and the growing importance of environmental, social, and governance (ESG) considerations.

Embracing change, investing in ongoing education, and staying attuned to industry trends have been critical in maintaining relevance and delivering value to clients.

Conclusion: Shared Principles, Unique Challenges

Transitioning from private banking to CRE lending has underscored the importance of core principles: trust, transparency, and tenacity. While each sector presents unique challenges, the lessons learned are remarkably transferable. By focusing on relationships, risk management, client service, and adaptability, professionals can thrive in both fields and drive exceptional results.

As the CRE lending landscape continues to evolve, I am grateful for the foundation built in private banking and energized by the opportunities that lie ahead. My hope is that these lessons will inspire others to pursue excellence, embrace change, and forge meaningful connections in their own careers.