From Lease-Up to Loan Origination: Monetizing Your Tenant Pipeline with Refi Introductions

Author

George Tsividakis
September 01, 2025

How commercial leasing pros add a second revenue stream—without adding a single cold-call.

1 | The Missed Opportunity Hiding in Every Lease-Up

You already hustle to:

  • Market the space

  • Negotiate TI packages

  • Hit the 90 %+ occupancy mark that lets your owner breathe again

But the moment you hit “stabilized,” another profit event is waiting: the refinance.
Most sponsors roll from an 8- to 12-percent bridge or construction loan into a long-term, lower-rate DSCR or agency mortgage. Someone will guide them to that take-out lender…and get paid for the referral.

Why not you?

2 | Refi Economics 101—Why Owners Re-Lever Fast

Bridge Metric (Typical)

Stabilized Refi Metric

Rate: 10-11 % I/O

Rate: 7-8 % P&I (or 5-/7-yr ARM)

DSCR Test: N/A

DSCR ≥ 1.15

Term: 12-24 mo

Term: 30-yr (or 10-yr)

Recourse: Bad-boy only

Often non-recourse

A refinance can:

  • Cut monthly debt service 25–40 %

  • Release cash-out proceeds for the next deal

  • Remove personal guarantees

Owners are motivated—and they already trust you, the leasing expert who filled the building.

3 | How DSCR Loans Work (Quick Cheat-Sheet for Leasing Agents)

Feature

What to Tell Your Client

Qualification

Loan is based on Net Operating Income, not tax returns.

Coverage Ratio

Target DSCR 1.15+ → NOI must be 15 % higher than annual debt service.

LTV

Up to 75 – 80 % on stabilized value.

Property Types

1–8-unit rentals, small multifamily, mixed-use retail/apartments, STR portfolios.

Speed

24-hour term sheet, funding in 30–40 days (commercial) or < 21 days (1–8 units).

Bridge lender paid off → DSCR loan closes → sponsor lowers monthly nut and thanks you with another listing.

4 | Your Monetization Path: Referral or Co-Broker

Model

How You Get Paid

Compliance Note

Referral Fee

0.25 – 0.50 % of loan amount (paid by LoanFunders.com at closing)

Allowed on commercial loans—no RESPA issues.

Co-Broker / White-Label

1.0 – 2.0 pts YSP + origination (split with us)

We ghostwrite underwriting; docs carry your branding.

A single $2 M DSCR refinance at 1 % = $20 k—often more than first-year lease commissions on the same asset.

5 | Case Study – 32-Unit Lease-Up in Tampa

Metric

Before Refi

After Refi

Occupancy

94 %

94 % (stabilized)

NOI

$384 k

$384 k

Debt Service

$330 k (bridge 10 % I/O)

$264 k (DSCR 7.4 % P&I)

DSCR

1.16

1.45

Cash-Out

—

$420 k

Leasing Agent Fee

$38 k (lease-up)

$25 k refi referral

Agent pocketed $63 k total and secured the re-listing when the owner buys their next project.

6 | Playbook: Turning Your Rent Roll into Refi Leads

  1. Track NOI Monthly

    • Copy the T-12 into a simple spreadsheet; auto-calculate DSCR vs. target 1.15.

  2. Trigger Alert at 90 % Occupancy

    • Send update: “Congrats—our DSCR models show you now qualify for an 80 % LTV refi.”

  3. Loop LoanFunders.com Immediately

    • We issue a white-label term sheet under your logo in 24 hours.

  4. Stay on the Email Thread

    • You’re cc’d on processing updates; borrower sees you as the deal shepherd.

  5. Collect Your Fee at Closing

    • Referral wire or YSP split—your choice.

  6. Repeat on Every Building

    • Add the process to your property-management reporting package.

7 | Common Objections & Your Answers

Owner Push-Back

Your Response

“Rates might drop next year.”

“Even a 25-bp drop saves $15 k/yr—but continuing bridge interest burns $70 k/yr today.”

“I worry about prepay penalties.”

“Our DSCR offers only a 3-year step-down (3/2/1). You’ll still be ahead vs. bridge carry.”

“Too much paperwork.”

“We already have rent roll & T-12 from you—90 % of the package is done.”

8 | Ready to Turn Keys into Closings?

Email your latest rent roll or occupancy report—LoanFunders.com will:

  • Run a DSCR & cash-out model

  • Draft a white-label term sheet

  • Pay you on the day we fund

Fill the units. Fund the refi. Double the income.