The art of the deal: A guide to real estate finance
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The art of the deal: A guide to real estate finance

The emerging global asset class • Anatomy of a deal • Maturity brings sophistication • Start at the exit • Credit rules • New markets, proven approaches • Five years leading from the front

Liquid real estate issue 03

A guide to real estate finance (PDF)


The emerging global asset class

Famously regarded by institutional investors as illiquid and cumbersome until as recently as the late 1990s, real estate has now firmly established its credentials. By Philip Moore, contributing editor, Euromoney.

Anatomy of a deal

A good deal is one where the client gets the funding it needs, on schedule and at a competitive price. Yet today’s market dynamics force clients to expect the extra mile before awarding a deal.

Successful international commercial real estate finance lenders must be able to create a financing architecture by using sophisticated capital market instruments and by creating tailored solutions that meet clients’ specific needs.

We interviewed Ben Marciano, who has been instrumental in turning Eurohypo North America into one of the top 10 players in the US, with 25 years’ experience of doing major deals.

Maturity brings sophistication
Ahsan Ellahi, head of European structured finance at Eurohypo, discusses the relationship between asset class status and new investment strategies in real estate.

Start at the exit

Christian Schmid, managing director and head of debt capital markets at Eurohypo, examines the impact of a bank’s loan exit strategy on property investors.

Credit rules

The secret of successful lending to property investors lies in knowing the client. An insider’s guide to the art of loan evaluation by Max Sinclair, head of UK lending at Eurohypo.

New markets, proven approaches

Hartwig Glatzki, Head of Corporate and Investment Banking, Continental Europe and Latin America at Eurohypo, investigates what is happening in some key emerging markets and the proven approaches for property financing that must still apply to them.

Five years leading from the front

The mortgage banks of Deutsche Bank, Dresdner Bank and Commerzbank formally agreed to merge on 13 August 2002, to create the modern Eurohypo. We asked Bernd Knobloch, CEO of Eurohypo AG, to reflect on the past five years.

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