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Borrowers are beginning to show a higher level of scrutiny in choosing a capital advisor. The business was once more about industry relationships, but today, borrowers are looking at key factors to make sure that the deal is meeting their needs and accomplishing their business plan.

“It’s extremely important,” Malcolm Davies, principal and managing director of The Davies Group at George Smith Partners, tells GlobeSt.com. “The business is much more sophisticated than even a decade ago. My favorite expression is ‘It’s not just who you know, it’s how you know how to get them to do your deal.’ Obvious factors include the advisor’s connections, their comparable experience and their competency level.”

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Kelsi Maree Borland

Kelsi Maree Borland is a freelance journalist and magazine writer based in Los Angeles, California. For more than 5 years, she has extensively reported on the commercial real estate industry, covering major deals across all commercial asset classes, investment strategy and capital markets trends, market commentary, economic trends and new technologies disrupting and revolutionizing the industry. Her work appears daily on GlobeSt.com and regularly in Real Estate Forum Magazine. As a magazine writer, she covers lifestyle and travel trends. Her work has appeared in Angeleno, Los Angeles Magazine, Travel and Leisure and more.

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