What are the responsibilities and job description for the Commercial Real Estate Loan Originator position at KeyPoint Credit Union?
The Commercial Real Estate (CRE) Loan Originator is an outside sales role focused exclusively on sourcing, structuring, and closing income-producing CRE loans on behalf of KeyPoint Credit Union. This position carries no base salary and offers unlimited commission earnings tied directly to closed and funded loan volume. It is designed for a highly motivated, entrepreneurial CRE lending professional with an established market presence and a proven ability to generate deal flow independently.
The Loan Originator will develop and manage a broad network of commercial real estate brokers, listing and buyer’s agents, mortgage brokers, investors, attorneys, CPAs, and other centers of influence to drive origination activity. Target loan types include office, retail, industrial, and multifamily properties, with a primary emphasis on investment and investor-owned CRE. The role operates with significant autonomy and requires sound credit judgment, deep knowledge of CRE loan structures, and the discipline to manage a high-volume pipeline from prospect to funding.
This position is 100% commission-based with no base salary. Compensation is earned exclusively on closed and funded CRE loans. There is no cap on commission earnings, providing unlimited income potential for high-producing originators. Specific commission rates and payment terms are outlined in the separate Commission Agreement.
This position is a 100% commission earned opportunity. No based pay is offered.
Responsibilities:
1. Business Development & Pipeline Management
- Proactively source new CRE lending opportunities through an established network of brokers, agents, investors, attorneys, CPAs, and other centers of influence; leverage online lead sources and social media to expand deal flow.
- Maintain a robust, accurately staged pipeline; ensure records reflect current loan status, timing, and all material risk factors; provide regular pipeline reporting to VP, Commercial Banking.
- Post about business activities, successful fundings, and closings on LinkedIn and other professional platforms to build market visibility and generate inbound referrals.
- Represent KeyPoint Credit Union at CRE industry conferences, trade associations, and community organizations to strengthen brand presence and cultivate new relationships.
- Cross-sell credit union products and services—including Depository Services and Treasury Management Services (TMS)—to deepen commercial member relationships.
- Develop formal and informal strategic partnerships with referral sources to create a consistent, scalable pipeline.
2. Loan Origination & Structuring
- Originate CRE mortgage loans across office, retail, industrial, and multifamily (5 units) asset classes, with an emphasis on investment and investor-owned properties.
- Conduct preliminary underwriting analysis, including review of rent rolls, operating statements, lease abstracts, and borrower financial statements; assess DSCR, LTV, debt yield, NOI, market cap rates, and vacancy rates to determine initial deal viability.
- Apply expert knowledge of complex loan structures and layered business entities; quickly differentiate high-quality opportunities from marginal credits to prioritize underwriting resources.
- Interview CRE investors, owners, brokers, and business owners to understand financing objectives; recommend the most appropriate loan structure to meet current and future needs.
- Prepare term sheets, negotiate loan terms, and facilitate smooth handoffs to underwriting, processing, and closing teams.
- Complete loan pre-flight reviews; identify and clearly disclose exceptions to policy or credit guidelines; organize loan files and maintain all member correspondence electronically.
- Collect complete loan packages from applicants; assist members in understanding documentation requirements, including loan documents, membership materials, and due diligence items.
- Review final loan documents, business services documents, and TMS documents for accuracy and completeness prior to closing.
- Demonstrate expert-level familiarity with CRE loan documentation, including deeds of trust, promissory notes, business loan agreements, assignment of rents, guarantees, subordinations, SNDAs, and complex commercial leases.
3. Credit Quality & Compliance
- Treat credit quality as a personal obligation; apply global debt service coverage analysis and independent judgment to every transaction; ensure all loan presentations are thorough, accurate, and well-supported.
- Monitor outstanding loan accounts proactively; identify early warning signs of credit deterioration and escalate concerns to VP, Commercial Banking in a timely manner.
- Adhere to all credit union policies, procedures, and risk controls; comply with NCUA MBL regulations, DFPI requirements, and applicable federal and state laws including ECOA and the Fair Housing Act.
- Maintain the appropriate balance between portfolio growth objectives and credit quality standards.
- Assist with internal audits, regulatory examinations, and management review requests as needed.
4. Member Service & Relationship Management
- Serve as the primary point of contact for CRE loan applicants and broker partners from initial inquiry through funding; deliver a responsive, professional, and solutions-oriented experience at every stage.
- Respond to applicant and broker inquiries promptly; communicate proactively on loan status, conditions, and timelines to minimize friction and maintain trust.
- Facilitate loan closings by guiding borrowers through requirements and ensuring all documentation is complete, accurate, and submitted on time.
- Meet credit union and departmental goals for member service quality, profitability, and regulatory compliance as established by management.
- Perform additional assignments and special projects as required by management.
Physical Requirements: (Including lifting, sitting, walking, bending, reaching and squatting % of time in each function)
The workstation consists of a typical indoor cubical or office. A workday consists of sitting 75% of the time with standing 10% of the time and walking 15% of the time. The job also has some of the following for a total of no more than 1 hour each day: bending, reaching, kneeling, squatting and lifting up to 25 pounds or less.
Minimum Requirements:
Education
- Bachelor’s degree in Finance, Business Administration, Real Estate, or a related field required; equivalent professional experience considered.
Experience
- Minimum five years of CRE lending experience with direct origination responsibility; demonstrated track record of meeting or exceeding production goals in a competitive market.
- Full working knowledge of income-producing CRE loan underwriting, documentation preparation, funding procedures, and applicable laws and regulations.
- Established referral network of CRE brokers, investors, attorneys, and other centers of influence strongly preferred.
- Familiarity with loan origination systems (e.g., CASH Suite) a plus.
Knowledge, Skills & Abilities
- Advanced knowledge of CRE cash flow analysis, underwriting fundamentals (DSCR, LTV, debt yield, NOI, cap rates), and complex loan structures involving layered business entities.
- Expert-level understanding of CRE loan documentation; able to read and interpret complex commercial leases, appraisals, and title reports.
- Working knowledge of NCUA MBL regulations, DFPI requirements, and federal fair lending laws.
- Excellent verbal and written communication skills; able to present complex financial information clearly to borrowers, brokers, and credit committees.
- Self-motivated and entrepreneurial; able to work independently with minimal supervision and manage a high-volume pipeline simultaneously.
- High attention to detail, creative problem-solver, and collaborative team player.
- Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint, Copilot); financial modeling skills preferred.
- Active presence on LinkedIn and other professional platforms; comfortable promoting business activities publicly.
- Desire to establish KeyPoint Credit Union as a recognized leader in the CRE loan market.
Salary : $150,000 - $375,000