A.CRE

Bankability

Bankability is a quotient that communicates the seriousness of intent of the developer to the lenders.

Here are a few concerns about developers that lenders might have:

  • What’s the developer’s “skin in the game?”
    • What is the developer investing to show their commitment to the project?
  • Will the developer be able to complete the project on time?  
    • What are the developer’s past track records & EPC Partnerships? Do they indicate an ability for timely development?
  • How soon can the operations stabilize in the case of commercial development?
    • Will there be any pre-leasing arrangements and at what amount? 
  • How soon will the homes be sold out in case of residential development?
    • Will there be any pre-sales and if so how much? Does this figure substantiate appropriate repayment?

Putting ‘Bankability’ in Context

Imagine a scenario involving a commercial real estate developer, Sterling Development Co., planning to construct a new high-rise condominium project, “Skyline Towers,” in downtown Miami. The project is ambitious, comprising 300 luxury condominium units designed to attract upscale buyers.

To demonstrate their commitment and ensure the bankability of Skyline Towers, Sterling Development takes several key steps:

  • Skin in the Game: Sterling invests $20 million of its own capital into the project, representing a significant portion of the equity needed, thereby showcasing substantial personal risk and commitment.
  • Project Completion: Leveraging their excellent track record, Sterling secures partnerships with top-tier Engineering, Procurement, and Construction (EPC) firms known for timely deliveries.
  • Operational Stability: The project includes plans for quick stabilization post-construction through an aggressive marketing strategy and by securing anchor tenants for the commercial spaces within the tower.
  • Pre-leasing Arrangements: Before the start of construction, Sterling successfully pre-leases 30% of the commercial spaces at competitive rates, enhancing the project’s financial stability.
  • Pre-sales in Residential Development: To further boost confidence, Sterling pre-sells 40% of the residential units, ensuring a strong cash flow from the outset and evidencing a high demand for the units.

This proactive approach addresses potential lenders’ concerns, enhancing the project’s bankability. Lenders are more willing to finance the construction given Sterling’s significant equity contribution, reliable EPC partnerships, and promising pre-sale figures, all of which signal a low-risk, high-return investment opportunity.

Frequently Asked Questions about Bankability in Commercial Real Estate Development

Bankability is a measure of a developer’s seriousness and credibility in the eyes of lenders. It reflects how likely the developer is to complete the project successfully and repay financing.

Lenders want to see that the developer is personally invested in the project. A significant equity contribution—like Sterling Development’s $20 million in Skyline Towers—demonstrates commitment and reduces the lender’s risk.

Strong Engineering, Procurement, and Construction (EPC) partnerships with proven track records indicate that the developer can deliver the project on time, which boosts lender confidence.

Pre-sales (e.g., 40% of condos) and pre-leasing (e.g., 30% of commercial space) show market demand and future revenue, which strengthens the case for financing by reducing repayment risk.

A plan for quick stabilization through marketing and tenant acquisition shows lenders the project will begin generating income promptly, supporting timely debt service.

Bankability addresses questions such as: Is the developer financially committed? Can they complete the project on time? Are there early commitments from tenants or buyers to ensure cash flow?

Sterling invested $20M in equity, partnered with top EPC firms, secured 30% pre-leasing and 40% pre-sales, and created a strong marketing plan for post-construction stabilization.

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