KP / Sponsor / Loan guarantor - what's the standard fee?

Question

Is there a standard fee or equity split structure for someone acting as a KP (Key Principle) /deal sponsor / loan-guarantor on a multi-family acquisition? Let's say all they do is co-sign the loan, without bringing any money or active experience in the management of the deal to the table.

The situation is a first time buyer, who has a 10+ years as a broker and property manager, but does not have first hand experience in acquiring multifamily.

@Joe Fairless @Ellie Perlman @Brian Burke @Mike Dymski

*Asked this earlier on a couple FB groups, and got some great answers from @Todd Dexheimer @Dan Handford @Lennon Leeand others, just looking to see if the BP community has any more input.

Brian Burke · Answer

Great point, Yonah. I suppose if I did I could probably make a killing. Trouble is, I've spent 30 years building a reputation and there's too much risk in it for me. The market is uncertain, and some sponsors that don't have the strength to be their own KP/loan guarantor might be at a greater risk for their deal imploding when the weather gets stormy. That leaves me to patch it up, take over, contribute money, or any number of other unfavorable things. I could profit, sure, but from where I sit my downside is greater than my upside. I make my money doing real estate investments, and if someone else's deal jeopardized my ability to finance my own deals, I threw my whole career away just to make a few dollars. I'll pass!

Mike Dymski · Answer

5-10% of the deal (15-30% of the GP) (non-recourse debt). It can also be a lower % with an annual loan fee...similar total compensation.  All of this is widely variable even outside of these figures.

Ellie Perlman · Answer

Thank you @Yonah Weiss. KP fees can range between 5% to 10% normally. I know several cases where KPs were paid 20% but it was not the norm.

John Sayers · Answer

I've had sponsors tell me, as low as 5% equity (GP), generally around 10%+. If the sponsor is maybe less experienced and/or really needs the KP, it could be 20+% range; depending on a mix of variables (needs, experience, Loan amount, asset type, terms, time table, etc)

In some cases (presumed rare cases), I heard from an experienced GP that a seasoned KP "may" get up to 50% (yes, quite high) by bringing solid experience and comprehensive value to a deal. I presumed that was more for first time, or low experience, sponsors. I see that as likely being a one-off and more likely on the smaller asset range where the general percentage ranges would not generate a $ value high enough to get a king sized KP to look.

On the other end, 0% can be had as well. I'd tend to throw out the far end numbers and go with the 5-10% up to 20's% ranges as what I've heard or seen the most.

Tj Hines · Answer

@Yonah Weiss, could be 5-20%! Typically, what we're seeing in the market on average is roughly 10% on the GP side.

Adriel Hsu · Answer

@Yonah Weiss As @Alina Trigub has said, it depends on how much the KP is bringing to the table.If the KP is only bringing half of the net worth requirement the GP's are missing, I would say 5%.  Normally a KP brings in experience, net worth, and liquidity, then i'd say ~10%

Omar Khan · Answer

Great point! No amount of money is worth the loss of hard won reputation.

Also, you probably know this better than most, but there is a big difference between the #s promised by newbie syndicators and actual performance (which is where the rubber meets the road).

Bobby Larsen · Answer

Many factors here.  1) how big are the deals, 2) how risky are the investments and debt structure, 3) recourse or non-recourse?, etc.

Speaking from large $10m+ multifamily transactions, longer term (7+ years) non-recourse debt, it's typical to have an upfront fee as well as equity.  Typically the fee will range from 0.5% to 1.5% of the loan amount and will be combined with a percentage share of the sponsor fees in the range of 15-35%.  As other members have mentioned, these numbers can very significantly beyond these ranges but this is what I'd say is reasonable.

Alina Trigub · Answer

@Yonah Weiss

I've seen the compensation range similar to what @Greg Dickerson has mentioned. Also it depends on what KP is bringing to the table and to what extend: experience (how many years, is it directly related); balance sheet (full vs partial deal coverage), as well as whether they are going to be handling anything or much in a deal. At the end of the day, everything is negotiable to a degree.

My best!

Greg Dickerson · Answer

@Yonah Weiss  A lot of it depends on the size of the deal in addition to the sponsors experience and track record.  I have seen anywhere from .5 to 3% fee and or anywhere from 5 to 20% equity in the deal.

Again all depends on the size of the deal and the risk.

KP / Sponsor / Loan guarantor - what's the standard fee?

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