How to Get Deals Over the Line
Posted: 25th November 2024 | Share
Steve Crosswell, Senior Relationship Director in Leumi UK’s Hotel Finance team, recently shared his insights in Hospitality Investor’s article, "How to Get Deals Over the Line." In the face of an unpredictable macroeconomic environment, Steve discusses the challenges, innovative approaches to secure financing and successfully complete deals in the hospitality sector, and looking ahead.
On the importance of creative solutions, Steve highlights: "Being really comfortable with your borrower and being able to quickly build rapport is key, as is having absolute honesty in the relationship. Borrower liquidity is also something that has become particularly important.” He also notes that there are certain segments of the industry that are more resilient to when the economy and disposable income are under pressure. “Generally, there tends to be a flight to quality and a flight to value so the luxury/upscale and limited-service segments trade well. Growth rates in extended stay have risen well in recent years and it remains a relatively immature segment. Branded residences also appear to be getting more and more attention”.