How to Present Your Deal
So Lenders Actually Listen
A good deal with a bad presentation gets passed. A decent deal with a great presentation gets a look. Here is how to make sure your deal gets the attention it deserves.
Win or Lose in the First 30 Seconds
Lenders decide quickly whether your deal is worth their time. Lead with what matters most and make it easy to say yes.
Lead With the Ask
Do not bury the lede. First sentence: what you want, how much, and for what. "Seeking $8.5M acquisition loan on a 120-unit multifamily in Dallas." Everything else follows.
Key Metrics Upfront
DSCR, LTV, cap rate, occupancy. Put these in the first paragraph or a summary box. If the numbers work, they will keep reading. If they do not, no story saves you.
The Investment Thesis
Why does this deal make sense? Two sentences max. "Below-market rents with $150/unit upside. Proven operator with 8 similar renovations in the submarket."
Example Opening
"Seeking $8.5M senior debt at 65% LTV for the acquisition of Sunrise Apartments, a 120-unit Class B multifamily in Dallas, TX. In-place DSCR of 1.35x with upside to 1.55x through a $2,500/unit value-add program. We have completed 8 similar renovations in this submarket over the past 5 years."
Structure Your Presentation
Follow this order. It matches how lenders think and makes your deal easy to evaluate.
Executive Summary
One page max. The ask, key metrics, investment thesis, sponsor highlight. This is the only page some people will read. Make it count.
Property Overview
Location, asset type, size, year built, recent improvements. Photos help visualize. Maps show context. Keep it factual.
Financial Analysis
Current NOI, pro forma NOI, assumptions clearly stated. Sources and uses. Debt service coverage at various rates. Sensitivity analysis shows you have thought through scenarios.
Market Context
Why this market? Vacancy trends, rent growth, employment drivers, supply pipeline. Show the property fits the market story.
Sponsor Background
Track record, relevant experience, net worth summary. Why should they trust you with their capital? Prior successes matter.
Risks and Mitigants
Address concerns before they ask. What could go wrong? How is each risk managed? This builds credibility. Pretending there are no risks destroys it.
Mistakes That Kill Presentations
Avoid these errors and your presentation will outperform most of what lenders see.
Too Long
50-page packages that bury the key information. Lenders are busy. Get to the point. Save the detail for due diligence.
Inconsistent Numbers
NOI in the summary does not match the T-12. Different cap rates in different sections. Check your math. Twice.
All Upside, No Reality
Aggressive pro forma with no basis. Rent growth assumptions that do not match market. Lenders discount wishful thinking.
Hiding Problems
They will find issues in due diligence. Better to surface them yourself with explanations than have them discovered later.
Poor Formatting
Dense paragraphs. No headers. Tiny fonts. Make it easy to scan. Use tables, bullets, and clear section breaks.
Wrong Audience
Bridge loan pitch to a permanent lender. Ground-up to a stabilized lender. Know who you are talking to and tailor accordingly.
Handling Lender Questions
Questions are good. They mean interest. Here is how to handle the common ones well.
"What happens if occupancy drops?"
Show you have thought about downside. "Even at 85% occupancy, DSCR remains 1.15x. We have reserves for 6 months of debt service. The submarket has averaged 93%+ for 5 years."
"How do you support this valuation?"
Have comps ready. "Three sales in the submarket last 12 months at $95K-$110K per unit. We are at $98K, in line with condition and vintage."
"What is your exit strategy?"
Be specific. "Refi into permanent debt after stabilization at year 3, or sell to an institutional buyer at a 5.5% cap based on comparable transactions."
"Why should we lend to you?"
Track record and commitment. "We have successfully executed 8 similar projects with no defaults. We are putting 35% equity in this deal and have substantial liquidity beyond."
After the Presentation
The pitch is just the beginning. What you do next matters as much as the presentation itself.
Respond Quickly
When they ask for additional documents, get them same day if possible. Speed signals seriousness and organization. Delays signal the opposite.
Anticipate Requests
Have sponsor financials, entity docs, and additional property info ready before they ask. Being prepared accelerates the process.
Be Direct About Timeline
If you have a contract deadline, say so upfront. Lenders appreciate knowing the timeline. It helps them prioritize and set realistic expectations.
Build Better Presentations Faster
Upload your deal documents. Get a structured executive summary with verified metrics. Start every conversation with the right information.