A tailored course, built for your situation
Premium engagement picks in real estate banking
Identify and secure high-margin transactions with confidence
$199 one-time
24-hour access provisioning
30-day money-back guarantee
Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
The situation this course is for
Who this is for
Senior real estate banking executive focused on deal selection, portfolio quality, and margin optimization
Who this is not for
Junior analysts, operations staff, or professionals outside commercial real estate finance
What you walk away with
- A clear framework to classify deals by margin potential and execution risk
- Proven criteria to prioritize sponsor relationships with upward trajectory
- Better alignment between underwriting effort and fee yield
- Increased share of wallet in top-tier borrower relationships
- Repeatable process for escalating only the most advantageous opportunities
The 12 modules (with all 144 chapters)
Module 1. Deal stratification by margin band
Learn to classify incoming opportunities into low, medium, and premium tiers based on structural indicators, sponsor history, and repayment certainty.
12 chapters in this module
- Identifying capital stack red flags
- Spotting sponsor overreach early
- Mapping LTV to execution risk
- Recognizing sponsor exit patterns
- Assessing reserve adequacy
- Evaluating lease rollover concentration
- Tracking guarantor net worth trends
- Benchmarking debt service coverage
- Weighting asset class liquidity
- Flagging environmental liabilities
- Assessing management depth
- Scoring refinancing vulnerability
Module 2. Sponsor sophistication scoring
Develop a consistent way to evaluate sponsor capabilities beyond financials, including governance, track record, and decision-making rigor.
12 chapters in this module
- Documenting sponsorship lineage
- Mapping organizational depth
- Assessing reporting transparency
- Rating capital allocation history
- Identifying capital recycling patterns
- Evaluating risk mitigation habits
- Reviewing development track record
- Scoring crisis response maturity
- Benchmarking reporting cadence
- Tracking loan compliance history
- Analyzing partnership structures
- Measuring sponsor-advisor alignment
Module 3. Margin-aware underwriting
Align underwriting intensity with expected return, avoiding over-resourcing on low-upside deals.
12 chapters in this module
- Tiering due diligence effort
- Right-sizing legal review
- Calibrating covenant depth
- Adjusting collateral documentation
- Scaling environmental review
- Prioritizing third-party reports
- Allocating internal review time
- Setting pricing floor thresholds
- Benchmarking syndication potential
- Adjusting hold vs. sell assumptions
- Weighting relationship upside
- Optimizing approval routing
Module 4. Escalation routing logic
Determine which deals warrant senior attention based on strategic fit and margin profile.
12 chapters in this module
- Defining escalation thresholds
- Mapping decision rights by tier
- Documenting precedent requirements
- Flagging novel structures
- Routing complex guarantees
- Escalating regulatory touchpoints
- Triggering credit committee paths
- Notifying capital markets teams
- Involving treasury counterparts
- Bringing in legal specialists
- Coordinating cross-line referrals
- Logging rationale for deferrals
Module 5. Portfolio shaping strategy
Use deal-level insights to steer your book toward higher-quality exposures over time.
12 chapters in this module
- Measuring concentration risk
- Setting tenure targets
- Balancing development loans
- Rotating out legacy terms
- Increasing floating-rate mix
- Optimizing geographic spread
- Prioritizing ESG-aligned assets
- Reducing single-borrower reliance
- Tracking refinancing calendar
- Benchmarking yield curves
- Adjusting covenant stringency
- Phasing out non-core segments
Module 6. Borrower relationship tiering
Classify borrower relationships by long-term value and allocate resources accordingly.
12 chapters in this module
- Defining tier-one criteria
- Measuring referral frequency
- Tracking secondary transactions
- Assessing information sharing
- Rating responsiveness
- Evaluating covenant compliance
- Mapping decision-maker access
- Scoring add-on deal flow
- Benchmarking repayment speed
- Identifying cross-sale readiness
- Measuring advisory reliance
- Recognizing trust signals
Module 7. Deal economics benchmarking
Compare new opportunities against existing portfolio performance to guide pricing and structure.
12 chapters in this module
- Calculating all-in yield
- Adjusting for risk-weighted assets
- Factoring in servicing cost
- Estimating default recovery
- Benchmarking against peers
- Tracking fee leakage points
- Weighing legal cost variance
- Assessing monitoring burden
- Predicting amendment frequency
- Valuing relationship stickiness
- Modeling capital efficiency
- Forecasting carry duration
Module 8. Covenant design by tier
Match covenant stringency to deal risk and margin, avoiding one-size-fits-all templates.
12 chapters in this module
- Tying covenants to sponsor maturity
- Adjusting reporting frequency
- Customizing reporting thresholds
- Specifying trigger events
- Designing step-down provisions
- Incorporating ESG metrics
- Linking covenants to development milestones
- Setting guaranty release conditions
- Benchmarking peer terms
- Documenting waiver history
- Incorporating audit rights
- Validating enforcement feasibility
Module 9. Approval workflow optimization
Streamline internal routing based on deal tier to accelerate execution without sacrificing oversight.
12 chapters in this module
- Defining auto-approval paths
- Setting committee thresholds
- Documenting rationale templates
- Reducing redundant reviews
- Implementing fast-track lanes
- Training junior reviewers
- Using precedent libraries
- Validating checklist usage
- Tracking cycle time variance
- Identifying bottleneck roles
- Aligning legal timelines
- Coordinating credit release
Module 10. Capital strategy alignment
Position deals within broader balance sheet and capital planning goals.
12 chapters in this module
- Assessing capital consumption
- Aligning with liquidity targets
- Matching duration profiles
- Evaluating funding cost
- Integrating with ALCO inputs
- Modeling interest rate risk
- Optimizing capital allocation
- Prioritizing floating-rate deals
- Assessing regulatory implications
- Reporting to treasury teams
- Incorporating stress test outputs
- Tracking capital relief programs
Module 11. Value capture beyond spreads
Identify and negotiate for non-rate sources of value in structured transactions.
12 chapters in this module
- Capturing syndication fees
- Negotiating success-based pricing
- Embedding capital markets referrals
- Securing treasury mandates
- Requiring deposit balances
- Including advisory rights
- Adding cross-default provisions
- Including information rights
- Structuring exit participation
- Demanding reporting access
- Incorporating development options
- Locking in refinancing rights
Module 12. Long-term desk positioning
Shape perception of your desk as a source of high-quality, low-risk deals.
12 chapters in this module
- Measuring deal win rate by tier
- Tracking internal referral volume
- Benchmarking portfolio yield
- Reporting credit performance
- Highlighting covenant strength
- Publishing market commentary
- Presenting case studies
- Sharing underwriting insights
- Educating junior staff
- Shaping credit policy
- Influencing product design
- Elevating desk reputation
How this maps to your situation
- When a new sponsor inquiry arrives
- During initial underwriting assessment
- Prior to credit submission
- After deal close and monitoring setup
Before vs. after
Before
Deals are assessed inconsistently, with high-effort underwriting applied across all tiers, leading to margin dilution and missed premium opportunities.
After
A structured approach to deal selection ensures higher-margin transactions are prioritized, underwriting effort is optimized, and your desk becomes known for quality execution.
What's included with your purchase
- 12 modules with 12 chapters each (144 chapters)
- Downloadable templates and worked examples for every module
- Hand-built implementation playbook delivered alongside course access
- 30-day money-back guarantee
Delivery and format
- Course and learning environment access provisioned within 24 hours of purchase
- Hand-built implementation playbook delivered alongside course access
Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.
Time investment: Approximately 3 hours per module, designed to be completed at your pace with immediate applicability to current deals.
How this compares to the alternatives
Unlike generic real estate finance courses, this program delivers specific frameworks tailored to senior practitioners selecting and structuring high-margin transactions in regulated banking environments.
Frequently asked
Who is this course designed for?
Senior real estate banking executives responsible for deal selection, underwriting strategy, and portfolio quality.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Will this help me compete for better deals?
Yes , the course gives you a repeatable method to identify, prioritize, and escalate premium opportunities with clear margin upside.
$199 one-time. Approximately 3 hours per module, designed to be completed at your pace with immediate applicability to current deals..
Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.
30-day money-back guarantee·
144 chapters·
Hand-built playbook included·
Account access within 24 hours