We were introduced to this investor from the listing agents with whom we have been working with for many years. It was a purchase transaction and the buyer was in a 1031 exchange.
When the buyer was introduced to us he had already spoken with a different bank and as such he had in his mind what they said they could do. The reality was that we knew that what they told him was not deliverable and that ultimately he would have been in a real bad position had he chosen to work with them. The client had a significant amount of money coming into the transaction from his down leg sale but he had no idea on how important it was for him qualify as well.
Freddie Mac's Small Balance program ultimately ended up being the best program choice. We achieved good leverage, great terms, and with low documentation requirements. Not sure if the client ever really understood just how much we helped on this deal. Had he gone with the other lender it would have been a complete nightmare. Sometimes you have to pat yourself on the back.