By: Andrew Hanson | Goldmark Commercial Real Estate |Commercial Agent
Before I stepped into the world of commercial real estate brokerage, I spent 15 years at Alerus Financial helping Clients finance everything from small business expansions to large-scale commercial real estate projects. I worked closely with business owners, investors, and developers, people with big visions who needed the right financial tools to bring those visions to life.
Now, as a commercial real estate agent at Goldmark Commercial, I bring that same mindset to every Client relationship. But instead of helping folks secure funding, I’m helping them find the right property, and that shift in perspective has given me a deeper appreciation for what makes a commercial real estate deal truly successful.
Looking back, there are a few key lessons I learned in my banking career that continue to shape how I guide my Clients today. Whether you’re buying, selling, or leasing property, or you’re just starting to dip your toes into commercial real estate, these insights might help you think differently about your next move.
Financing is Often the Deal Maker (or Breaker)
In lending, I saw firsthand how crucial the financial structure of a deal is. It’s not just about finding a building, it’s about making the numbers work.
I’ve seen deals fall apart at the finish line because financing wasn’t lined up early enough. And I’ve seen others come together beautifully because the buyer had a solid understanding of their funding options and timelines.
Now, as a broker, I encourage my Clients to think about financing from day one. Whether you’re an investor looking at cash flow or a business owner planning to occupy the space, knowing your financing strategy ahead of time helps you move faster, negotiate smarter, and avoid surprises.
Understanding Loan Programs Can Open Big Doors
One of the most rewarding parts of my banking career was helping Clients navigate SBA loan programs, especially the 504 and 7(a) options and utilizing all the available loan programs with the Bank of North Dakota (“BND”). These programs can be a game-changer for small businesses looking to purchase real estate with a lower down payment and longer terms.
I worked with dozens of Clients who didn’t even realize they qualified for SBA assistance and/or BND programs, and once they did, it completely changed what was possible for their business. Now, I get to bring that knowledge to the table during property discussions. It’s a unique advantage to be able to say, “Hey, based on your situation, this might be a good SBA / BND fit,” and then help point them in the right direction.
Property Fit Goes Beyond Square Footage
When you’re deep in the lending side of things, you quickly learn that a property’s appeal isn’t just about the look or location, it’s about how well it functions for the buyer’s goals.
A property might be beautiful, but if it doesn’t generate enough income to support the debt service for the desired loan structure, it can turn into a bad idea fast.
Now that I’m on the brokerage side, I always ask Clients deeper questions: What’s your end goal? Are you planning to grow into this space? Have you run cash flow projections? Do you need flexibility for build-out? I want my Clients to find a property that works for them not just today, but for the long run.
A Great Team Makes All the Difference
In the banking world, you’re part of a team that includes underwriters, processors, appraisers, and more. A successful deal requires clear communication between all parties, and the same is true in real estate.
One of the biggest takeaways from my past career is the importance of building a trusted network. I work closely with lenders, title companies, attorneys, inspectors, appraisers, and developers to make sure every Client has the right support around them. Because when you have a solid team, things move faster and more smoothly, and the Client experience is that much better.
Relationships Matter More Than Transactions
This one is personal. After 15 years in the banking world, I realized that the deals I was most proud of weren’t the biggest ones; they were the ones where I got to partner with someone over time, truly. Watching a small business grow, or helping a family build their investment portfolio, those are the moments that stick with you.
As a broker, I’ve carried that same relationship-first mindset into everything I do. I’m not here just to close a deal and move on. I want to be the person my Clients call five years from now when they’re ready to grow again or need help navigating a new challenge.
Final Thoughts
Switching from the bank to the brokerage world has given me a well-rounded view of commercial real estate, from both sides of the table. I’ve seen how powerful the right financing strategy can be, and how much of a difference it makes when your broker understands that side of the business.
Whether you’re just getting started or a seasoned investor, my goal is to help you make confident and informed decisions. Because at the end of the day, it’s not just about buying or selling property. It is about building something that works for you, your business, and your future.