This commercial real estate talk show has been broadcasted in French and in Mandarin, here is its translated transcription:
[Mandarin follows]
Hello ! I’m CHIA, your HappyBroker and also the host of “Straight Talk with CHIA”. Today, I am pleased to introduce Jianping ZHOU from Desjardins. Hello Jianping! Hello CHIA! Thank you very much for accepting my invitation. And thank you very much for the invitation. Yes, I’m really pleased that you’re coming here today to talk about your passion and I’m very curious to know your story because it’s rare that an Asian speaks French. So what brought you from China to France and now to Canada? Indeed, when I was in China and then when I finished my degree…Okay…it was my wife who chose France, then I am my wife, it’s just like that. Okay. So you must be a happy man because all happy men listen to their wives. Absolutely. Okay, perfect. Then after that, why did you choose Quebec? Well, actually, when I was in France…Yes…you know it’s a bit difficult to stay even if you had a job, you had a job. Then I have a friend by chance when I’m at work…Right…then they said: OK, let’s go to Quebec…Yes …because in Quebec, in fact we have immigration right away. OK. Then we speak French, there is also the culture. That’s why I’m here. That’s why I chose to do immigration in Quebec. Oh, right. Yes. Is this the program for… how do you say it? Skilled workers? Yes. Yes, I too immigrated to Quebec with the same program. We all have talent. Yeah, great! So I also, actually I think there are a lot of people who don’t know, but they suspect. I really, I’m convinced that I’m looking at a mathematical genius.
When I read your LinkedIn profile, I’m convinced that you are very, very young, you have a talent for everything that is numbers, right? Well, it’s far from being a genius actually first of all, but I have a lot of interest in numbers…OK…and then also calculations like that. That’s first when I’m studying finance. Yes. Then even in the beginning when I was choosing as financial, well finance as financial engineering, … Yes…I didn’t know it was like otherwise, you can call it applied mathematics. Right. So, but I’m following the path, I have no choice, I have to take the classes for the numbers. It’s that way, yeah. Ah, okay. But it’s far from a genius. But how does it work in your brain? You know, is it like numbers, they just place themselves? Is it like, let’s say, when you’re younger, when you’re in elementary school, high school? Do the questions, the formulas of calculation arrive in your head, and then you have the answer immediately? That I would say, that’s like an accumulation of experiences for practices… Yeah… because if by chance when I was in 3rd grade, then there’s a day when I like some reading, then I found a book at home, then in the closet upstairs… Okay. …then full of dust… OK. So, it was… it’s called: “The Tale by Grandpa Soupoutine” OK. You know, Soupoutine is a person like a Chinese mathematician. Yes, yes. He’s very famous. Yes. So I was looking at the book, there wasn’t even a cover page. OKAY. So I was looking at the first tale, … Yes…it’s interesting, it’s like an old man bringing three passengers to cross a bridge at a plank. OK. So there’s water…Yes…a goat…Yes…and a cabbage. OK. So you can’t leave the wolf with the goat alone. Yes, OK. You can’t leave the goat with the cabbage alone either. YES, OK.
So, but you can only bring one or two passengers to cross the bridge. OK, how can you cross safely, without just losing an object? OK. Now it’s easier for us, …Yes…but at the time, I think I took a lot of time, and then ah there, I found it very interesting. So it’s thought-provoking…That’s it…strategic.Yes, afterwards, …Yes…then, he even sent me like to an after-school class, …OK…the Math Olympics. OK, yes. Then I had a bubble of going for example at the time, …Great! …then, but in college, …Yeah…I actually chose more of a literature track, …OK…instead of science.OK. So well, from college until 2012 when I went back to financial engineering, it’s still been 12 or 13 years that I never actually do math there. OK. But in life, you always make the reflex to think the numbers, all that, … OK…a little bit simpler, right. OK, great! So that, that’s been an ease for you, a passion for you, so around the numbers, that creates also I guess, interest. In fact, it’s a foundation for your career choice. When did you plan to become a banker? OK, that actually right now, I was doing like real estate financing, commercial. Yes. So, it wasn’t an opportunity actually that I’m applying for financing for my house. Ah okay. So this is in 2011, in fact when I just arrived in Montreal, I wanted to buy my first house. Right, okay. Me and my wife, we went into a bank next door to us, RBC I think. And then, the reception, what is our goal? Then he brings it an account manager who came out. OK. When I see him actually, a nice jacket, nice shirt, the tie. He actually brings us into his nice sunny office, he shows a nice business card, oh I say impressive. I don’t even remember what the content was that we talked about. OKAY. I look at the posture and then finally, we didn’t read the mortgage, but that’s okay, it’s worth it. Then I say: OK, this is my career dream, and I’m going to become a banker. Oh yeah, okay. Okay, that’s good. Then I took my course as financial management, after financial engineering; there, I got my job in fact at the bank, it was cool. Then I got my tie, I got my full shirt. Now, you become that person who welcomed you…Yeah, that’s right…when you first came in, oh right. Oh, see…That, that’s fate….I think it was the glare of the sun that created that effect, good fantastic.
So, how long have you been the Asian market manager for commercial and real estate financing at Desjardins? At Desjardins, I think it’s been almost 3 or 4 years. 3 or 4 years, OK. Just that, 2018, the beginning of 2018. OK, great! Then at the beginning, I came back. Yes. I work with my colleague for the Asian market, that’s also my goal to move my career from one bank to the other financial institution…Very good….that was at CIBC, then I’m an analyst as a real estate trader, so residential too. Okay, yes. Then my dream is to always actually serve the Chinese or Asian community more like that. Great! OKAY. So Desjardins chose me, then I chose Desjardins. Do you actually cover the Asian market in Montreal or all of Quebec? Actually, we have the territory across Canada normally, I could serve the customer anywhere in Canada, but mainly because of the warranty, some increases, we work more like in Quebec. OK, I see, I see, OK. In the province of Quebec. Sometimes, we do deos like in Toronto for example, in Vancouver, we can do it too.
So since you took on this new challenge at Desjardins, have you seen an increase in Asian clients seeking commercial financing? Yes, I have. Oh yes, OK. Especially since the last two or three years, we had clients like Asians, except that they need to have human resources or people who can serve them, as they say. That’s why when we have equipped ourselves as an Asian team, we are no longer able to serve others. Yes, of course. Because communication is important. Yes, absolutely. People often say, for example, that there has been no increase in legal effects in real estate and commercial transactions. Yes. So, if for example the clients, they are not sure and if they understand like the transaction or things, they hesitate. That’s why in fact, we don’t have the facility that is there; but now we are more and more equipped. OK. Yeah. I see, that’s good, that’s good, so there’s a lot of… so that means in your day-to-day time, there’s, in addition to serving customers, there’s also leadership and how you do team structuring so that it’s more and more effective. Yes. Is that it? Yes, that’s it. Okay, great! Because even the bank, I say like Desjardins too, there’s a superior support too. So he saw a lot of potential for the Asian market…Yes, absolutely…and we have qualified investors, we have people who are like financially very strong. Yes. So it’s just like how do you operate, how do you set the stage to serve the customer. That’s it, yeah. Yeah, then we, now it’s like instead of operating like individually, then it will be better to operate with a team. Yeah, okay. So we have like people who work for the financing, we have people who work for the operations, also for administrative, increase. All right. So it’s like a full service. Yes. Yes. Absolutely, absolutely. I’m very… I’m intrigued by a story actually, I have an old friend who’s very well known internationally, he sent me a really fascinating article earlier this week: a young Chinese guy in his early twenties, he comes to Vancouver with $30 million and then he wanted to invest in real estate right away.
I would like to know, for example, does Desjardins, so in your team, do you facilitate the accompaniment? Do you help newcomers who don’t yet have a banking history to invest in commercial real estate? Can that happen or is it really, you need someone, you know like you remember your own history, you had to come in and quietly build your history. So, for someone who is brand new, can they like skip several steps right away, right? I’m not going to say “no”…okay…because we did. Oh, right. Except that, well, it’s actually more like how you qualify the borrower. Yes. So first of all, we need the borrower to be experienced… Yes…who have experience in the field. But of course, the experience depends on what kind of project they’re going to invest in. Yes. Then we need to know if he is financially sound. Yes.
Thirdly, we need to know, does it have a history with us? Yes. Is there a connection with us? Yes. So for newcomers, for example… Yes…so for the third one, the history, normally, no; connection, no. But for the second one for example, it’s something very clear: if he admits funds to us, we need to know two things: is the fund like the barometer, but real estate or is it the liquid fund I was telling you? OK, right. So that’s going to like give us an idea, OK if something ever happens to the project, is the borrower able to manage itself for cash flow, for debt repayment? That’s the second effect, but for the first one we talk about experience. Often, they have more or less people who are financially strong, they have more or less experience in China or as abroad, for example: in commercial or residential real estate. For residential projects, it was relatively easy compared to commercial, because there are a lot of elements in there where you’re like equipped, you know very well. Yeah.
So maybe we look less at that effect. Okay. If it’s like financially solid, liquid, then we can look at what’s the level of risk we can manage? We can go there, but maybe as we add the value for example, so a little bit less. Okay. It’s like that actually, we manage. I see. I wouldn’t say no, but more like we conservatism, more analysis in there. Right. Yes. So it’s a matter of assessing the risks that Desjardins is going to take. That’s what it’s all about. OKAY. Now, we’re going to talk about either the borrower’s qualifications or we can be a little more specific. Yes, absolutely, in fact, among the clients that you currently serve, have you observed a change in the types of buildings that Asians are buying? In the last three to four years, have you seen a shift or a transition I would say? Like for example, from maybe a smaller plex to a 100+ unit building? Have you seen that shift? I would say yes, a little bit…OK…because well of course also, you know mentally my experience, because at the beginning, I serve as a group of clients, and then afterwards, I also evaluate. OKAY. But the clients in the last two years for example, we have the Covid, the residential buildings, the multiplexes, even the houses, the drainhouses and also the buildings like industrial are more in demand because…Yes, I know a little something. Yes. I get the [laughs] yeah. I’m mostly actually all the time, the client comes back to me, it’s like: okay, Joe sorry, then I lost the beat of the beat. Yeah. Like actually, I lost the bid, there’s somebody else who submitted like a higher order. Yeah. Then also like sometimes in cash transactions, you know that happens. Yeah. But more like, it’s like industrial and residential. Yes. So it’s both kinds of property. Okay, I see. Yeah, still generally I would say. Okay, okay, great!
Because in fact, I think that when we talk about the industrial, obviously, there is the acquisition of the land, but sometimes the land also comes with a warehouse and that is really the type of product that is very, very sought after right now. Yes, indeed. Since there are a lot of Asians, I think that in fact, you correct me if I’m wrong, at least from my own experience, is that my Asian customers are the contractors, and then there are a lot of them who are importing. So that’s why it’s important to find a warehouse that’s going to be big enough to support their operations, isn’t it, the goods are coming from Asia or wherever to here, and then they have to store it close to the distribution center. Yes, you’re absolutely right; in fact, there are customers who do a lot of importing and exporting and need warehouses. On the other hand, not only the importers or exporters, there are also the people who do the manufacturing. Yes, there are also like the data sector, like the new industries that are hotter, I tell you. Yes. And also, for example, like people who do recycling, things related to the environment. Yeah, that’s it. So they have a lot of needs for that kind of like warehouses. Yes, absolutely. There are also agribusinesses like supermarkets for example, they need to have facilities for their evolution for example, yes to ask. Yes. But on the other hand, to specify: it is that in the type of industrial, let’s say we speak about warehouses, …Yes…the warehouses like old ages, like old motels that have a clearance height like lower for example or like with obsolete facilities, with older buildings. Yeah, that’s it. It’s not the things that we’re looking for…No…it’s more like a new standard, let’s say with like higher clearance heights. I’m actually even seeing 100 foot clearances. Yeah. See, that’s huge. Oh, wow! Yeah, because with the evolution of technology, the heights…That’s right…so it’s possible to have more efficient use of space.
Yes, absolutely. Yes, and that’s what we have to be careful about too. Yes, I understand completely because I live it every day. Yesterday, I visited 32,000 square feet of warehouse and the salesman said: well, how much do I want for my building? I said: honestly, it’s not that easy to sell because the ceiling is not high enough. OK. All the buyers, they’re looking for at least 18 feet, 24 feet or 100 feet like what you just said. That’s right, yeah. So, the ceilings, you know the buildings that are a little bit more dated and not high enough, it would be a challenge to apply for the permits or demolition, rebuild, you have to redevelop. That’s it, that’s all the elements in there to consider the value. And then when someone says: well, there is nothing for sale on the market, we still have to buy the land that is already zoned industrial and then perhaps invest in demolition for redevelopment. But at that point, that’s where you guys make the difference: is it a viable project? You know because the acquisition, the cost of acquiring the land is already quite high, then after that, you also have to consider the construction, wow! Yes, it’s a lot of things in fact, you have to consider as crossed in fact, yeah.
So, my next question, this brings me to my next question of knowing so, as soon as a customer comes to you: you know Jianping, I need to know precisely if this project is financeable, from this first contact, this first information, until when he, he manages to create a new warehouse, we are talking about a process of how long? Are you talking about looking for an existing building or are you talking about a new construction? That’s right, if there’s already an existing warehouse, but he’s going to buy the building in the lot, the building, both, and then he goes through. So that means Desjardins finances, puts together different financial products to help him get through first the acquisition of the land, and then the construction price. OK.
If we’re talking about construction afterwards, well, there are regular procedures, we would say to evaluate the quality of the borrower. What is the quality of the project? Yes. We have our evaluation in there; in there in fact, there are many processes in fact that are variable, for example: is the land, are there any contaminations in there? Environmental problems? Is the building itself, physically, there’s things that happen for example, like limestone, like structure, a little bit of danger. Yeah. The interior design, does it follow for the client’s need? That, we have to look at that and that, that’s the part that the client should actually fix up front. So, but we at the financing application level, …Yeah…normally, we would say in 2-3 months…OK…in that circumstance. OK, I see. And then on these new builds, it can take longer too, it really depends on the customer’s timeline. Yeah. Is he going to start building later? Yeah. Or he’s going to build rather than now. But for us, we know like need plans, we need the projects to evaluate what is the cost to build or to buy? Yeah. And what is the potential value of that building? Absolutely. And what’s the client’s performance? Yeah. Now, we’re going to look at how we do the financing.
Yeah. Are you currently, like in the residential finance industry, experiencing the same challenge of lack of appraisers for commercial properties? Yes, I would often tell the client that actually to see the TV, it’s not because of us. Yes. It’s because the reports aren’t ready, so we have to wait for that too. Yeah, so, reviewers, we’re waiting for you, we need you, great! After that, I’d like to know how you see the overall picture, because we know that interest rates have probably already started to rise and that this will really be visible, supposedly around April, next year, 2022. What impact do you think this will have on your work and on your clients’ acquisition projects? Well, real estate financing, it’s more about leverage for clients. Yes. So, the client, the leverage, you’re going to impact the yield as well. Yes. When the interest rate that goes up, then already their yield, it’s going to be reduced because the cost is higher. Yes, indeed.
Secondly, for the bank, when the interest rate goes up, I say like generally, then we’re also going to tighten our test as a pressure test, says it’s normalization. Yes. We will also increase the test rate, at that time, for sure, with even an amount of income and then, we will lower the loan amount. Okay, yes. That means that the client will have to make a larger down payment. Yes, absolutely. So, the principal is higher, the interest rate is higher, so in the targeted yield, let’s say if they have like an internal yield as estimated 8 to 10 percent; well, now, it might be 7, 6 percent. Indeed. So that’s going to lower their investment return. Yes. So, when they start a project, they’re going to take that into consideration as well. Yes, so it’s going to make the investors basically more thoughtful. That’s right, they’ll think more. Yes, and we, the bank, are going to sit down more seriously because the interest cost for us is also increasing. Yes, absolutely. So, in this context, how will Desjardins differentiate itself from the others? What are the key strengths? I would say that every financial institution, in fact even I work in several institutions… Yes, yes.
It’s not as permanent advantages and disadvantages, each in its own way. Sometimes you have some advantages in this product or that service, sometimes you don’t. So I would say that each institution has its own advantages. So I would say rather as each institution has its characteristic or has its like… I was saying for example for Desjardins, it’s a company in fact where we know it has grown locally in Quebec for 120 years. Yes. So, it has more coverage of services throughout Quebec and then also well established in Ontario. Yes. So, like last time when I’m traveling with my friends, then in Gaspésie, I see like a Caisse Desjardins there, I took a picture. OK. I say OK, I’m present. Then I found in every town, a little village when I go through, my friend said: ”Joe, there’s another Caisse, take a picture”; well, I say: ”OK.” Then afterwards, I found oh every village, we have the Caisse Desjardins; that’s our advantage, I could say. THAT’S OUR ADVANTAGE, I COULD SAY. OK. Then, thanks to the structure of Desjardins, it’s more flexible…Yes, OK…because we don’t have like for example, there’s a ”red of face”, then afterwards everyone should follow red from the top. Yeah, okay. We, it’s the final decision, it’s going to be taken from the boxes…
Yes…because everyone, they have crates like boards, they’re going to make the decision at the financial level. OK. Then, we have rules, we have practices, we also have services in auxiliary which is provided by the red of face. I see. It’s to help us, that is to say to support us. So a more horizontal management. And then from that, the decisions are made locally. Yes, faster…Yeah…and more flexible as well, that I think, yeah. Very good, very good and thank you very much for clarifying all these points today. Thank you CHIA for giving me a chance to talk about this, yeah. It was my pleasure, so see you very soon. Thank you, see you very soon. Thank you.
Hello，大家好，我是家宜，董家宜，您的快乐地产经纪，也是家话地产的节目主持人。 今天很开心能够邀请到嘉鼎银行的周剑平先生跟我们分享他对蒙特利尔商业地产的热情以及知识。你好剑平。你好家宜。今天非常开心能够请你来进入我们的这个家话地产的聊天室。我也是一样。嗯，我想要就是了解一下，因为有很多的朋友，他们可能就是已经曾经见过你的面，然后但是也不了解你的这个故事，你可不可以跟我们大家聊一聊？您是怎么样，就是从这个中国一直到了法国，然后现在在我们的这个加拿大。从中国去法国这个比较简单，因为当年大学毕业之后嘛，我太太选择去打工，那个比较浪漫的国度。所以我就跟着去了。你也浪漫吗？你是浪漫派的吗？算是吧！然后到了法国之后也是就是就是跟着我大学这个节奏学经济嘛，继续学习嗯，不过呢，后来因为在法国就是很难留下，因为在法国的话，继续你还要每年去申请这个长期居住或者短居，所以后来正好有一个机会，一个朋友是魁北克人，本地人，他说那你干脆就来魁北克吧，因为我们这里面也讲法语，而且很古老的法语，那去了之后可以申请移民，明年我不用还会不会在这里而担心，所以我就申请移民过来的，技术移民。我也是技术移民过来的，但是已经很久了。所以你是2012年？2010年。到这边。
全家人就过来了。全家都过来了。当时就我和我爱人。现在四个人。一家四口很开心的。
你怎么会选择说想要变成这个这个银行家？银行家哈哈，确实是这样的一个机会吧，也许因为地产，而且对银行产生了兴趣，嗯嗯，当时在2011年的时候，我跟我太太两个人的想去买我们的一个房子，然后当然要贷款了，我们去皇家银行，我觉得很行，这里之后呢？这个前台的人跟我说，我给你介绍一个账户经理，当时非常文质彬彬的账户经理出来，穿着很漂亮的西服，衬衫，领带，把我们带到他非常宽敞明亮的办公室，给了我一张非常漂亮的名片，当时我记得非常非常清楚的，可能当时过程讲的什么记不太清楚了，不过后来贷款没有做成，我觉得非常好，不虚此行吧！我就觉得在银行工作这么好，这就是我将来在加拿大工作的一个未来前景。太好了，今天就圆梦了。圆梦了，算是，对。现在当然嘉鼎银行的亚洲市场的总监吧。带领着你的团队，为亚洲的客户服务，商业的融资。对，商业地产。所以你觉得就是说，要当一个很好的银行家，要有数字的天才？数字或者说数学吧，逻辑，天才呢，我觉得谈不上，比如说像我，我并不是一个天才。我觉得你是，你太谦虚了。就是说我本身对数学比较感兴趣，然后说就是对数字比较敏感一些，尤其我在蒙特利尔高等商学院，学了金融管理金融工程，都是跟数学有关的，甚至说，金融工程开始的时候，我并不知道，在其他的大学里面，它叫作应用数学，不过挺难的，说实话，高等数学好难的，但是没有办法，就去读嘛，所以对数字还比较敏感。数字的敏感度上面，是不是你每天每天的工作，有没有觉得让你更得心应手的？有帮助我觉得，因为你对数字敏感的话，当你看到一份报告，看到一栋房子，里面的一些收入啊，支出啊，还有租客的情况啊，年份啊，这些数字你会马上出现在头脑中，当然，我觉得这个跟你的经验更有关系，更多一些，说你看了多了之后，你知道怎么去分期，怎么最快的反应，这个我觉得是有帮助的。
说到这个多，就是看的多，经历的多，然后评估的多，那这个嘉鼎银行，你们是怎样去做一个贷款人的评估，这个案子值不值得你们来融资呢？
这个问题好多客户都在问我，包括做地产的同事，其实是这样，我们从贷款的衡量上，有两个方面。一个呢就是贷款人，另外一个就是项目本身，说到项目呢，我想说两点。一般我会把这个项目分为两个类型，两个大的类型，一个是自用，一个是出租用。不论是自用还是出租用，这个房产本身有几个共同的要素要去看，第一就是我们常说的位置，位置又要根据你的房产不同，你要去看他的位置是否合适，比如说你要看一栋学生公寓，和你要去看一个塑料加工的工厂，肯定不是在同样的一个位置标准。第二点呢，我们要说是房子本身的条件，物理条件。这个物理条件不只是说它是新是旧，是大是小，我们看的更多的是物业的需求，它的这个标准。比如说我们常见的工厂，或者说是仓储中心，那仓储中心呢以前就是说，主要是看它的位置好不好，它的大小怎么样，里面的装修如何，卸货平台够不够多。现在我们还有更多的因素。比如说天蓬够不够高，是不是有些人工智能搭配在里边，这个都有很大的因素去影响我们最终的判断，价值是多少？我们能够贷款是多少？这都有影响，所以这两点呢，是我们对物业的主要要求。如果是出租物业，我要看他的租客的质量怎么样？比如说它是一个国家范围的公司企业，或者说它是省级的，市级的，他是不是一个有名的连锁？比如说麦当劳，和一个sushi shop，它们是有区别的。还有我要看租约怎么样？租约的质量，租约够不够长？比如说时间还剩五年，三年，一年，这是不一样的，另外，里面有没有一些特殊的条款？这都会影响到我们对于贷款的判断，这是项目方面。
另外呢，回过头来讲，这个贷款人，贷款有人，我主要看三方面吧。一个是他的经验，怎么样？包括他在这个行业的经验多不多？比如说他在这个地域，这个地区有没有经验？另外是他的经济实力，资金实力，比如说他的个人净资产怎么样？他的可用资金怎么样？这都会影响到我们对于风险的评估，最后一个就是说，他跟我们这个金融机构，他的历史的connection，联系怎么样？比如说你在我们银行已经做了很久，我们可以整个的看到你这个项目池，资金池，非常非常大，里面的优质资产很多，那可能在某些时候，一般的资产的时候，往往会宽松一些，可以用其他的资产做一个抵押。另外就是他的connection，比如说他有没有投资在我们这里？有没有其他的贷款在我们这里？这我都会做一个考虑。
所以说一个贷款人的跟你们机构的关系越好，历史越深，如果他的投资项目都是比较优质的，他就更多有这个negotiation的空间，然后来买他的下一个投资项目。没错，完全正确。我们是在合作，只不过我们找的更注重在风险评估上，客户本身投资者呢，偏重一些投资回报，同时，他当然也要风险控制，就是一个合作的关系。在市场上就是像我每天在外面跑，有做很多一些的这个工业项目商业的投资，发现因为市场上缺货，银行在做商业融资的时候，时间也是很慢，并不是说因为银行很慢，而是在市场上缺乏，缺乏了这些评估报告，以及专业人员，所以产生了很多的延迟，那在这种情况下呢，会让这些投资人，会让这些借款人，会让他们觉得非常忧郁，因为时间拖得很长的话，那个卖家就会说，即使有接受了你的offer，我不愿意再延长时间，所以现在您是怎么去衡量时间的问题？
说实话，这个时间问题是一个挑战。因为现在有很多offer B的这样的case，好的产业出来之后，大概有十几家，20几家去抢，我见过最多的，还有一个80几家去抢一个很大很大的一个物业，那个物业大概要几千万，还有好几十家的人去抢，所以呢，对客户来讲的话，尤其是我们的老客户，我们能不能最快的速度拿到这个，一个材料吧，拿过去跟他们讲，你看我已经有银行的批准，我有我金融实力的证明了，往往这个时候呢，对于银行，我们会尽快的加快我们的速度，在不同的情况上，因为呢，就像你刚刚讲到的，需要有评估报告出来，还需要有的时候一个环境报告。
环境报告，这又是另外一个问题，因为任何一家银行他都不愿意去放款，假设研究报告出来的时候，我们一定要做这个去污染，如果没有去污染的话，没有办法放款，这种情况你们怎么去处理？怎么去帮助客户？能够帮助他成功的把这块地买下来。
这个也需要谈到一个经验问题，你个人做租房贷款，可能没有那么复杂，相比呢，商业房产地产，因素很多，我们一个有经验的做商务地产的客户经理，我们会在客户跟我们做交流的第一时间，可能我会看到他未来会出现的问题，我会在提前的时间跟他讲，比如说你这个房子是一个工业物业，在一个大概什么地区？那我想根据我的经验，它会出现环境问题，有一部分资金抵押，将它避免掉，影响到放款的周期。有的说不可以，我们必须要去污染才行，那这种事情呢，都要讲在前边，这样客人去跟卖家谈交易的时候，它会有一个提前量，提前把这些问题放在桌面上，做好准备，同时进行几方面的问题，他可能中间就会避免跟卖家，比如说，我们讲好了，一个月要过户，如果你过不了户的话，银行贷款拿不下来的话，你可能这个押金你就丢掉了，所以我们往往会在提前跟客人讲，大概的一个整个的过程，让客人做好自己的判断。
我觉得这个良性的沟通，这个事情的提醒，有些人不知道，就是不知道，所以我觉得像你们这个策略，是非常好的。像我当地产经纪，我常常会遇到这样子的情况，我觉得现在目前来说，从我的角度，最难的就是说，卖家就会觉得，市场上没有东西在卖，所以说你要买我这个东西的话，你不应该找financing的给我当一个借口，这不是一个借口，这是很正常的，对吧？融资是很正常的，就是像我们杠杆的原理，然后要利用融资，才能做投资，卖家因为现在市场的原因，听不进去，所以他就会说，没关系，如果你找不到你的融资，在这个时间期限里面，那我就接受下一个现金买家的offer，常常会让我觉得，花了很多很多的心血，很多的时间，不断的追踪，不断的想帮投资者客户，能够做好最大的服务，然后让他能够成功的把他的，他的地，或者说他多套的物业，把它买下来，但是很多的时候，是我控制不了的，有太多的像你说的这个，商业历程有很多很多不同的环节嘛。
没错，这个我非常理解，我的很多客户也是这样，毕竟现在是一个卖方市场，从整体上来讲，比如说毕竟一个一千万两千万的物业，能够以现金买一套他的企业或者个人的话并不多，本身对于市场上来说的所有金融机构，包括客户本身，它都会存在一个融资的过程，一个融资的问题，比如说这个客户我融资是这样的一个速度，这个流程，那另外一个客户呢，多多少少其实都差不多少，所以呢，我觉得，还是我们刚才讲到的，从整体上，根据现在的经济形势，根据市场的情况，我们和客人有个提前的沟通，至少让客户别输在我们的疏忽上，这是很重要的。
当然，当然就是大家共同的沟通跟配合是非常重要。剑平，你知道时间过得非常非常快。我跟你聊天可以一直聊很久，。那么，我想要鼓励大家。如果你们有想在商业地产上有做这个融资的话，你们可以找剑平平的团队。因为他们已经有很好的信用度，能够和客户做很好的沟通。
谢谢，谢谢推荐，我们也是不断努力做好自己。那我们继续保持合作，好，感谢你。
此节目有中文版本 https://youtu.be/oYVVvnBUgQw
