Welcome to the second installment of our four-part series on the Four C’s of Lending: Character, Capacity, Capital, and Collateral. In our previous article, we explored Collateral and its role in securing a loan. Today, we focus on Character, a crucial factor lenders consider when evaluating a borrower’s loan application.
In real estate lending, Character refers to a borrower’s trustworthiness, financial responsibility, and track record of managing debt. Unlike Collateral, which is tangible and quantifiable, Character is assessed through qualitative factors that indicate how likely a borrower is to honor their loan obligations and manage their finances responsibly.
Lenders evaluate Character to determine:
- Does this borrower have a history of repaying loans on time?
- Are they financially responsible and stable?
- Have they successfully executed similar real estate projects?
- Do they have a strong reputation in the real estate industry?
Understanding Character helps lenders mitigate risk by ensuring they work with borrowers who are likely to fulfill their commitments.
Character is evaluated through several qualitative and quantitative factors:
Lenders commonly assess Character by reviewing credit reports and credit scores. A strong credit history indicates a borrower’s ability to manage debt responsibly. Key credit factors include:
- Payment history: Consistent on-time debt payments demonstrate reliability.
- Debt utilization: Responsible management without maxing out available credit reflects well on the borrower.
- Length of credit history: A longer history of financial responsibility is favorable.
- Bankruptcies or foreclosures: Past financial difficulties can raise concerns.
- Recency of negative marks: Older issues carry less weight than recent delinquencies.
- Honesty and transparency: Proactively disclosing blemishes on a credit report before a lender pulls it demonstrates integrity and responsibility.
A borrower with a strong credit profile is seen as lower risk, which can lead to better loan terms and lower interest rates.
For real estate loans, past performance is a strong indicator of future success. Lenders consider:
- Previous real estate projects: Successful experience in property investments indicates competence.
- Experience handling renovations: Skill in managing timelines and budgets is crucial.
- Market knowledge: Understanding real estate cycles and associated risks is beneficial.
- Relevance of past experience to the current project: Experience in similar projects is critical. For instance, successfully completing ten single-family home (SFH) flips does not necessarily guarantee success in a large commercial rehab or a new construction project. The type of project matters. This can make it challenging for an investor to break into a new niche, such as commercial development or ground-up construction, until they have completed a similar project—either with a partner or by using their own capital to prove their capability.
An experienced real estate investor with a history of successful project execution is more likely to be approved for a loan than a first-time borrower with no track record.
Beyond credit history, lenders examine overall financial health, including:
- Debt-to-Income (DTI) Ratio: A lower ratio indicates better financial stability.
- Liquidity & Cash Reserves: Adequate cash reserves can cover unexpected expenses.
- Tax Returns & Bank Statements: Well-documented and transparent finances are favorable.
- Real Estate Owned (REO) Schedule: Commercial lenders often require borrowers to submit an REO schedule, detailing the properties they own, the outstanding debt on each, and the cash flow generated. This helps lenders evaluate the borrower’s overall business cash position and leverage.
- Business Financials Review: Lenders may also require a review of a borrower’s business financials, including assets and liabilities, to ensure a strong business foundation capable of supporting loan repayment.
Borrowers with strong financials and low debt burdens are considered more reliable loan recipients.
Lenders may also consider professional reputation and references from previous lenders, contractors, and business partners. Red flags such as lawsuits, contract disputes, or negative industry feedback can influence lending decisions. Additionally, if a borrower is difficult to reach while requesting a loan, they will likely be even harder to communicate with when the lender needs repayment. The principle of “How you do anything is how you do everything” applies—if a borrower is unreliable in the application process, it raises concerns about their reliability in meeting loan obligations.
While Collateral protects lenders in the event of default, Character is a proactive measure to prevent defaults from happening in the first place. A borrower with high Character is more likely to:
- Communicate transparently with lenders if challenges arise
- Stick to project timelines and budgets
- Prioritize loan repayment, even in difficult market conditions
- Avoid financial mismanagement that could lead to default
Strong Character benefits both lenders and borrowers. Borrowers with strong reputations, solid financials, and good credit histories can negotiate better loan terms, higher loan amounts, and lower interest rates.
Imagine two borrowers applying for the same loan amount on similar investment properties:
Borrower A: Has excellent credit (780+), a strong history of successful flips, and significant cash reserves. They communicate well with lenders and have a reputation for completing projects on time and under budget.
Borrower B: Has a lower credit score (640), a history of late payments, and minimal experience with real estate investing. They’ve also struggled with past loan repayments.
Borrower A is more likely to get approved faster and on better terms. Their strong Character reduces risk for the lender, granting them access to
Conclusion
Character plays a critical role in lending decisions. While Collateral secures the loan, a borrower’s Character determines their reliability and trustworthiness in meeting financial obligations. A borrower who is financially responsible, has a strong credit history, and maintains transparency with lenders will always have better access to capital and more favorable loan terms.
For investors looking to grow their real estate business, developing strong financial habits, building industry relationships, and proving reliability are key factors in securing funding. By focusing on Character, borrowers not only increase their chances of loan approval but also establish lasting trust with lenders, paving the way for future investment opportunities.
At REI Transactional, we prioritize lending to borrowers with strong Character, proven track records, and responsible financial management.
Stay tuned for the next article in our Four C’s of Lending series, where we’ll discuss the third C: Capacity—how lenders assess a borrower’s ability to repay a loan.
