What a qualified commercial finance lead includes
Ask any provider for a sample lead and hold it against this list. If the fields are not there, you are buying a name and a number, and you will do the qualification on your own time.
- Deal type. Purchase, refinance, restructure or tax debt. Each goes to a different part of your panel.
- Loan amount. The single biggest filter. A $400K shed and a $6M industrial refinance are different businesses.
- Property type and approximate value. Asset class drives the lender, the LVR ceiling and the valuation cost.
- LVR range. Tells you at a glance whether this is a major-bank deal, a non-bank deal, or not a deal.
- Existing lender and the reason for moving. Rate, expiry, a covenant, a fund gating redemptions: the reason is the conversation.
- Existing debt position, including any ATO debt. A tax debt changes the structure of the whole file.
- Timeframe. A facility expiring in 60 days is urgent. "Exploring options" is a nurture.
- A mobile verified by SMS before delivery. Without it, a share of your leads are dead before you dial.
- Entity details. ABN and, where relevant, GST status, so you know who you are dealing with.
Red flag: no property or facility field
If the lead does not say what is behind the deal, it is a business loan enquiry with a commercial label.
Red flag: resold
Commercial borrowers notice when three brokers call. Exclusivity matters more here than anywhere.
Red flag: volume promises
Genuine $1M-plus enquiries arrive at a steady trickle, not fifty a week.
Red flag: no criteria on paper
If the provider cannot write down what qualifies a lead, they cannot tell you when one fails.
With those fields in hand, the first call is not discovery, it is triage. Three questions sort the file: why did the last lender say yes and who said no; what does the exit depend on; and is the problem price or structure. Price problems refinance; structure problems restructure first. A broker who can tell the difference on the first call saves everyone three months.
Every commercial enquiry we release captures deal type, purpose, loan amount, existing finance or debt position including any ATO debt, and timeframe; property deals add property type, approximate value and LVR range. The mobile is SMS-verified and the deal or debt position is confirmed before delivery. Details on our commercial finance leads page.