Are You Leaving Money on the Table? Here’s Why Commercial Lending Might Be the Key to Unlocking Your Next Level

If you're a mortgage broker or loan officer, you already know that competition is fierce and the market is evolving fast. Residential refis are slowing, traditional leads are thinning, and the "easy wins" are no longer so easy.

But what if you didn’t have to stay stuck in the same lane?

What if right now, sitting quietly under your nose, is a massive opportunity—one that most brokers overlook? We’re talking about commercial lending—the next natural step in growing your mortgage business and multiplying your income.

I’m Megan Marsh, founder of Co/LAB Lending, Broker Concierge, and The Lab Community. I've helped hundreds of mortgage professionals scale and diversify their income—and today, I’m diving deep into how you can add commercial loans to your business.

Let’s break it down, so you can decide if this is your next big move.

Why Commercial Lending? Why Now?

Let’s start with the obvious:

Commercial lending is not as complicated as you think.

It’s just different. And like anything new, it requires a shift in perspective, a willingness to learn, and a roadmap.

If you’ve ever worked with self-employed borrowers, handled Non-QM loans, or helped clients with unique financial profiles—commercial is your game.

Here’s why it makes sense:

• Many of your current clients already own businesses or investment properties.

• You already know how to structure deals.

• You're leaving thousands (sometimes tens of thousands) of dollars on the table by saying “I don’t do commercial.”

Bottom line? This isn’t about reinventing your business—it’s about expanding it.

How to Get Started with Commercial Loans (Even If You’re Brand New)

Getting started begins with a simple decision:

👉 “I’m ready to learn commercial.”

That’s it. You don’t need to be an expert today—you just need to commit to the process.

But here’s the key: Don’t go it alone.

Commercial loans are complex. The learning curve is real. You can—and likely will—waste countless hours chasing the wrong lenders, quoting bad deals, and spinning your wheels without guidance.

When I first started in commercial, I was fortunate to meet someone who shared lender lists and helped me structure deals. It wasn’t a full system, but it was enough to get started.

Today, we’ve built a system for brokers like you who want to add commercial loans without paying $10,000 for a course or being stuck co-brokering everything.

Understand the Core Structure of Commercial Lending

So, what makes commercial different?

In residential, nearly every deal falls under the same umbrella: 1-4 unit properties, standard apps, and well-known underwriting.

Commercial? Not so much.

Here’s how I break it down:

Property Types ("What are they buying?")

• Office buildings

• Retail spaces

• Industrial/warehouse

• Multifamily (5+ units)

• Mixed-use

Each comes with its own set of rules, underwriting criteria, and documents.

Loan Buckets ("Who is buying and why?")

• Owner-Occupied: Business is buying the property for its own use.

• Investor-Owned: Investor is buying to lease or flip.

Your borrower’s intent dictates the loan type, lender, and program.

Common Commercial Loan Types You Need to Know

Once you identify the property type and purpose, it’s time to figure out the right financing. Here's a quick cheat sheet:

Pro Tip: Lenders often specialize. An SBA lender won’t likely offer bridge loans. So knowing who to call (and when) is half the battle.

Documents & Skills You’ll Need to Succeed

The biggest mindset shift?

You’re not just underwriting people—you’re underwriting businesses.

Here’s what that looks like:

• Profit & Loss Statements

• Business Tax Returns

• Rent Rolls (for multifamily or retail)

• Debt Service Coverage Ratios (DSCR)

• Appraisals & Environmental Reports

If you already handle bank statement loans or work with self-employed clients, this isn’t a massive leap—it’s a logical extension.

How to Avoid Wasting Time in Commercial Lending

You don’t need to learn every loan type. In fact, please don’t.

Start by picking 1-2 deal buckets to specialize in. For example:

• SBA loans for small business owners

• Multifamily investment loans (DSCR-based)

Then:

1. Identify a handful of lenders that offer those deals

2. Learn their processes, documents, and guidelines

3. Build out templates, questions, and a simple process flow

4. Market yourself to that niche

This is exactly the strategy we teach inside The Lab and support through our Loan System at Co/LAB.

Introducing The Lab: Your Shortcut to Commercial Lending Success

Most commercial training programs are expensive, outdated, or only offer theory. That’s why we created The Lab, a guided community and system that helps residential brokers enter the commercial world with confidence.

Inside The Lab, you'll get:

✅ A plug-and-play commercial loan system

✅ Access to lender lists & account executives

✅ Templates, guides, and cheat sheets

✅ A growing library of commercial training modules

✅ A supportive community of brokers and loan officers

✅ Live Q&A sessions with our team

This isn’t a course.

It’s a business tool designed to help you originate real loans, make real money, and build real relationships with commercial lenders.

Is Commercial Lending Right for You?

Ask yourself:

• Do I enjoy working with self-employed borrowers?

• Do I want to earn higher commissions per deal?

• Am I ready to add a new revenue stream to my business?

• Do I already have business-owner clients asking for help?

If you said yes to even one of those, then commercial is for you.

Final Thoughts: Don’t Get Left Behind in 2025

The mortgage market is shifting—and the winners will be those who evolve.

Adding commercial lending doesn’t mean abandoning residential. It means giving your business new legs to stand on. It’s a powerful way to future-proof your income, increase your deal flow, and stand out in a crowded market.

You already have the skills. Now it’s time to level up your toolkit.

Frequently Asked Questions About Adding Commercial Loans to Your Mortgage Business

1. Do I need a separate license to do commercial loans?

No, in most cases you do not need a separate license to originate commercial loans. Commercial lending is typically unregulated at the federal level the way residential lending is, but it’s always smart to check your state laws and ensure compliance with any local requirements.

2. Can I use the same lenders I work with for residential loans?

Usually not. Commercial lenders specialize in different loan types and property classes. While some banks and credit unions handle both residential and commercial, most brokers work with an entirely different list of lenders for commercial deals.

3. How much commission can I earn on a commercial loan?

Commercial deals can be much more lucrative. It's not uncommon to earn between 1% to 2% of the loan amount. That means a single $1 million loan could yield a $10,000+ commission—with fewer headaches than some residential deals.

4. Are commercial loans harder to close than residential loans?

They can be more complex, especially if you don’t have systems or mentors. That’s why having a process and guidance (like what we offer in The Lab) makes all the difference. Once you understand the flow, it becomes repeatable and scalable—just like residential lending.

5. What if I don’t know how to analyze business tax returns or financial statements?

You’re not alone. This is a common learning curve, but it’s very doable. If you already work with self-employed borrowers or handle bank statement loans, you’re halfway there. Tools, templates, and training in The Lab walk you through it step by step.

6. Should I start with SBA loans or investment properties?

That depends on your client base. SBA loans are great if your clients are business owners looking for owner-occupied properties. If you work with real estate investors, multifamily or DSCR loans may be the better starting point.

7. What documents do I need for commercial loans?

It varies by deal type, but common documents include:

• Personal & business tax returns

• Profit & loss statements

• Business licenses or entity docs

• Rent rolls or leases

• Appraisals

• Environmental reports (depending on property type)

The key is knowing what’s required for the specific loan type and property class you’re working on.

8. Can I do both residential and commercial lending under one business?

Yes! In fact, many of the most successful brokers run hybrid shops, offering both residential and commercial services. It allows you to serve more clients, increase your income, and future-proof your business.

9. How long does it take to close a commercial loan?

Typically 30 to 90 days, depending on the loan type and how quickly documentation is submitted. SBA loans tend to take longer, while bridge loans can fund in as little as 10–15 days.

10. Where can I learn commercial lending without spending $10K on a course?

That’s exactly why we created The Lab and our Commercial Loan System. You get mentorship, systems, lender access, and training without the high price tag. Click [here] to get started.

Ready to Take the Leap?

Start your journey into commercial lending with guidance, support, and systems that work.

👉 Click here to join The Lab – our exclusive broker community where we teach commercial lending, give you the tools to succeed, and walk with you every step of the way.

Don’t just survive this market—thrive in it.

Your future clients are already out there. Let’s go find them.

Megan Marsh
Founder, Co/LAB Broker Concierge

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Mortgage Broker Support

Need help starting your mortgage business? Our Mortgage Broker Concierge Team is here to assist you!

If you’re curious about how we can help you simplify your operations beyond what our videos offer and want to know how you can make launching or running your brokerage stress-free, the link below explains everything. No fluff, no “exclusive training” gimmicks—just a straightforward way to see how we work with brokers to take backend tasks off their plates. Check it out here: https://colablendingfranchise.com/book-a-discovery-call