In Uncertain Times, Precision and Intentional Action Set Top Lenders Apart
When the market feels uncertain, many commercial lenders instinctively pull back. They pause loan approvals, tighten underwriting, and wait for clearer signals as to where the market is headed. It’s a natural reaction, especially when billions of dollars in commercial mortgages are coming due and the future direction of interest rates is uncertain.
However, in my 30 years advising banks, credit unions, and private lenders, I’ve seen a different kind of commercial lender emerge during downturns: those who recognize the opportunities within the complexity. These disciplined lenders balance caution with a disciplined and methodical process, supported by streamlined, automated processes. As a result, they don’t just weather volatility, they grow through it.
Here’s what these top lenders are doing in uncertain times to discover and realize growth opportunities during times such as what we currently face. As you will see, the approach I will discuss is grounded in practical due diligence and underwriting processes and decades of legal compliance experience.
They Make a Move
Remember how banks and credit unions handled financing in the aftermath of the Great Recession, say, from late 2008 to 2011? To put it politely, this recession was a difficult and scary time for all financial institutions. Once lenders started to crawl out of the debris of a beaten-up and broken system, most financial institutions were still untangling their portfolios and disposing of non-performing loans and REO properties. During this period of retrenching banks and credit unions, private lenders stepped in and seized the moment to provide capital to a market ready to get back to business.
Quite simply, private lenders didn’t freeze. Rather, they moved and created a new lending source which seized a sizable chunk of the market by the time banks and credit unions would be ready to re-enter the commercial lending business.
Looking back, it’s clear: agility wins in uncertain times. That’s a lesson my clients haven’t forgotten. Today, the most successful commercial lenders are leaning into opportunity by automating key parts of their commercial lending processes and cutting down turnaround times, reducing risk, and making faster, more informed decisions when it counts most.
They back their moves with confidence, the right tools, and zero shortcuts.
A few years ago, as the multifamily market got shaky, many commercial lenders stepped back. EverBank didn’t.
Instead of retreating, they doubled down. They built a “super team” focused on multifamily lending, and it worked.
What set them apart wasn’t just strategy; it was structure. When EverBank decided to scale its multifamily platform, they took the foundational work seriously. They streamlined how deals moved from origination to close and made sure the back end could actually support the front end.
It’s a common pitfall in lending: teams chase growth, but the systems, or the people, aren’t ready to handle the volume. The result? Bottlenecks, burnout, and missed opportunities.
The lesson here is simple: if you’re going to grow, especially in a high-velocity segment like multifamily, you need infrastructure to support it. And that doesn’t mean hiring an army.
Smart lenders are using automation to do more with less. They’re cutting turnaround times, reducing errors, and giving their teams room to focus on what actually moves the needle. That’s exactly how EverBank operates: with discipline, smart tech, and a clear plan.
The result? They scaled in a market others abandoned, without bloating their org chart to do so.
They pivot fast and have the right products to make it happen.
When inflation surged in 2022 and 2023, many lenders hit pause. Instead, Longhorn hit pivot. They shifted from DSCR to bridge lending, capitalizing on short-term demand while others were still recalibrating.
That strategic move not only kept them in the game; it fueled growth during a turbulent stretch. Now, they’re easing back into DSCR with the same deliberate precision.
It’s a masterclass in product agility; knowing when to shift, when to hold, and how to keep growing through both.
Takeaway: Turn Uncertainty into Momentum
With nearly $1 trillion in commercial mortgages maturing in 2025 and interest rates still shifting, hesitation is understandable. Unfortunately, though, hesitation is also where opportunity gets lost. While some lenders may pull back, private lenders and insurance-backed lenders are using this moment to diversify, expand, and lead.
The smart move? Don’t wait for clients to come to you. Now more than ever, banks and credit unions especially should be reaching out proactively.
With refinancing options, new loan products, or restructuring strategies that reflect today’s market. Uncertainty isn’t just a risk; it’s also an opportunity to strengthen relationships, grow market share, and set your institution up for long-term success.
Head of Business Strategies & Partnerships
