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Raising 20money 20for 20real 20estate 20deals
Raising 20money 20for 20real 20estate 20deals
is easy to answer, in part because the terms for in- in other sectors may differ. It is also likely that
vestment are generally not publicly available. More- the trends within multifamily, commercial and
over, several variables influence structure including industrial differ from one another, although the
the sponsor’s reputation and track record and the authors have not attempted to discern such dif-
risk/return profile of the underlying project. As a ferences; and
result, there is no “one size fits all” answer to this • Finally, we have assumed that the vehicle for
question. investment is a pass-through entity for tax pur-
Despite the varying nature of projects and the poses. For purposes of this article, we generally
sponsors who operate them, the economic proposi- refer to the agreement between the sponsor and
tion to investors follows certain trends. This article the investors as the “partnership agreement,”
begins by explaining the key economic terms that regardless of the underlying investment vehicle
appear in today’s real estate deals, including the entity type.
ranges of fees and promotes. Next, this article de-
scribes other non-economic terms that commonly Key Economic Terms in Today’s
appear in today’s real estate deals. Lastly, this ar- Deals • This article sets forth the general terms
ticle explains how the “traditional” structure may upon which sponsors are raising capital for real es-
be influenced when institutional investors or other
tate projects in today’s marketplace.
sophisticated, big-money investors participate in a
real estate project.
Basic Economic Structure
The information in this article is premised on a
Most real estate deals share certain economic
few assumptions and beliefs:
attributes. In most cases, the first profits are paid
to investors until investors are repaid their original
• First, we have assumed that investors are pas-
investment, plus a preferred return. (In some cases,
sive investors, fragmented from one another,
particularly in the case of income producing prop-
and are not “friends and family”;
erties yielding current cash flow, a sponsor might
• Second, we have assumed that the capital raise
structure a deal that allows it to participate in its
is not targeted to one or a few institutional in-
promote once the investors have received a pre-
vestors, as one or a few institutional investors
will be able to demand terms more favorable ferred return but before the investors have received
than smaller, fragmented investors could de- the return of their original investment. This is pre-
mand; mised on the notion that, in these cases, the inves-
• Third, the metrics and data cited in this article tors are not likely to receive their original invest-
are intended to reflect what the authors believe ment back until the property is sold and the sponsor
are the most representative figures, but should should not have to wait until the end of the project
not be construed as suggesting that deals can- to start sharing in its promote.) Thereafter, inves-
not and do not fall outside the described ranges; tors and the sponsor share the remaining profits in
• Fourth, the authors recognize that certain real some manner. In many cases, a sponsor may seek
estate asset classes may be viewed as more risky an increasing share of the profits as the return to
than others. Most of the data cited in this ar- investors increases. The sponsor’s share of the prof-
ticle is based on the authors’ experience in its is commonly referred to as a “carried interest” or
the multi-family, commercial, and industrial a “promoted interest” or simply a “promote.” The
property sectors. It is possible that the trends designated rates of return that must be achieved in
Today’s Market Terms | 55
order for the sponsor to start participating in its pro- cash flows and the time value of money — thereby
mote are commonly referred to as “hurdle rates.” In providing the investor a benchmark by which it can
addition, as part of the project, the sponsor (or its evaluate competing investments. IRRs typically fall
affiliates) commonly provides various services, such within the 15 to 20 percent range.
as property management, brokerage, and construc-
tion management services. The sponsor is typically Equity Multiples
paid “market” fees for these services, although the An equity multiple is a metric that describes the
“market” is not well defined and can vary signifi- amount of cash, in absolute terms, an investor is ex-
cantly from deal to deal. pected to receive over the life of the investment. It
does not take into account the time value of money.
Investor Return Metrics It is computed by dividing the total projected cash
Investors typically evaluate competing invest- return over the life of the project, in absolute dol-
ment alternatives on the basis of their return po- lars, by the investor’s investment. For example, if an
tential. Accordingly, investors expect projections investment projects a multiple of 2.5, an investor
to contain metrics that allow them to quickly size who invests a $100 should expect to be paid $250
up projected returns. Such metrics are also used by over the course of the project (including such inves-
sponsors when crafting deal structure and deciding tor’s initial investment). Some financial experts sug-
which projects to pursue, as they assist the sponsor gest that relying on IRRs alone can lead to making
in determining whether the project is expected to the wrong investment decision, particularly when
provide an attractive return to investors relative to comparing projects expected to have large expendi-
other competing investments. The most common tures in later years. In these cases, the equity multi-
metrics used in real estate deals are cash-on-cash ple is a good metric to use in conjunction with time
returns, internal rates of return, equity multiples, value of money metrics because the equity multiple
and sheltered income. is not influenced by fluctuations in the timing of
payments. In today’s marketplace, equity multiplies
Cash-On-Cash Returns And IRRs typically fall within the 2.0 to 2.5 range.
Sponsors most commonly cite the return po-
tential of their project in terms of cash-on-cash Sheltered Income
return or internal rates of return. Cash-on-cash re- Another metric that is relevant to investors is
turn is simply the expected annual cash return on “sheltered income.” Sheltered income represents
the investor’s investment, without compounding. that portion of income payable to investors that is
In today’s marketplace, stabilized projects typically not currently taxable to investors because it is offset
project a cash-on-cash return in the seven to 12 per- (or sheltered) by non-cash charges such as depre-
cent range. An internal rate of return (or IRR) is ciation. Most deals that quote this metric project to
typically defined in real estate deals to be the rate shelter between 40 and 60 percent of projected in-
that makes the present value of contributions made come.
by an investor (e.g., its initial investment and any
subsequent investments) equal to the present value Preferred Return
of distributions received by the investor. An IRR is Preferred returns are those returns to which an
a valuable metric because it takes into account all investor is entitled on its original investment before
56 | The Practical Real Estate Lawyer July 2011
the sponsor becomes entitled to participate in its percent. As an example, a tiered promote might en-
promoted interest. In today’s market, preferred re- tail the following distribution hierarchy:
turns range from eight to 12 percent, and typically • First, investors receive the return of their initial
do not compound. In those deals that involve com- investment back, plus a preferred annual return
pounding returns, compounding does not typically of eight percent;
occur more frequently than annually. Ultimately, • Second, additional distributions are split 75:25
careful attention must be paid to the calculation (investors:sponsor) until investors achieve an an-
of the preferred return, and not just the nominal nual rate of return of 20 percent on their origi-
interest rate itself. For instance, compounding can nal investment; and
greatly affect the return to investors such that a low- • Third, additional distributions are split 65:35
er nominal interest rate, with frequent compound- (investors:sponsor) after investors achieve an an-
ing, may very well yield a higher return to inves-
nual rate of return of 20 percent.
tors than a higher nominal interest rate that doesn’t
compound. Because of the rate at which the inves-
Care and attention should be taken in drafting
tors’ return grows with compounding, sponsors are
the promote section of the partnership agreement
cautioned against offering compounding rates of
as there are a number of nuances and subtleties
return.
that apply with regard to the calculation and imple-
mentation of promotes.
Ranges Of Promotes
Promotes are incentive-based returns that al-
Ranges Of Fees
low a sponsor to share in the upside of a project
once it has generated an attractive return for inves- Sponsors regularly provide services and over-
tors. There continues to be a fairly large spread in sight to the underlying project. Sponsors charge fees
promotes, but most promotes fall within the range for these services, all of which fees are typically built
of 20 percent, on the lower end, to 50 percent on into the projections included as part of the offer-
the higher end, with the most frequently occurring ing materials. These fees create predictable streams
promotes falling in the 30 percent to 40 percent of income for the sponsor, although they do reduce
range. Multi-tiered promote structures, which en- the amount of cash available for distribution. The
able sponsors to enjoy higher promote percentages chart below sets forth the most commonly agreed
as returns to investors increase, remain common upon fees that appear in today’s deals, the most rep-
— particularly in scenarios in which investors are resentative ranges of those fees, and the frequency
projected to enjoy annual returns in excess of 20 at which those fees are charged:
Today’s Market Terms | 57
Acquisition Fee One percent to three percent of purchase price of real estate
(one-time fee)
Property Management Fee Three percent to five percent of gross collected rents
(recurring fee)
Asset Management Fee One percent to two percent of gross collected rents, where
the sponsor does not provide property management services
(recurring fee)
Leasing Fee “Market,” based on type of real estate and locale (paid based
on leasing activity)
Construction Management Fee One percent to three percent of total cost of improvements
(paid based on construction activity)
commission to a deal. A sponsor may be able to OTHER TERMS IN TODAY’S DEALS • To-
demonstrate similar at-risk commitment to a deal day’s deals typically share non-economic character-
by guaranteeing all or a portion of the mortgage istics as well. Some of the key non-economic terms
indebtedness or posting collateral security to sup- that define today’s deals are discussed below.
port debt.
Right Of Sponsor To Provide Services And
Other Factors That Influence Deal Be Paid
Structure It is commonplace for sponsors or their affiliates
Deal structure is also influenced by intangible to provide services to the project and be paid fees.
factors. The presence or absence of such factors In fact, the expertise provided by the sponsor may
can significantly influence the key economic ele- be one reason why the project is believed to have
ments of a project including the nature and extent a competitive advantage in the marketplace. The
of fees chargeable by the sponsor and the level of range of services may include, among others, asset
promotes a sponsor may command. These intan- management, property management, construction
gible factors include: management, real estate brokerage, and mortgage
• Reputation and track record of the sponsor; brokerage. In addition, a sponsor or its affiliates
• Whether the sponsor possesses a particular ex- may guarantee the loan concerning the project or
pertise that is not otherwise generally available post collateral in connection with the project, and
in the marketplace; and should be compensated for taking such risk. In any
• Whether the project, by virtue of its location, event, the partnership agreement will generally
stabilization, occupancy, creditworthiness of provide that the sponsor or its affiliates be paid on a
tenants, or other factors, is perceived to offer fair market value basis for its services and will likely
a higher potential rate of return or lower risk identify and specifically approve all fees expected to
than other alternative investments. be paid to the sponsor.
tribute capital beyond their initial investment. The to the operating entity to cover the withholding ob-
partnership agreement usually affords the sponsor ligation.
the prerogative to raise additional funds through
the issuance of additional equity, which would Limited Fiduciary Duties
dilute the original investor’s ownership stake, or Sponsors are limiting their fiduciary duties to
through the issuance of promissory notes. In either the greatest extent possible. In the context of Dela-
case, new investors (or new lenders) may be entitled ware limited liability companies, sponsors can con-
tractually eliminate all fiduciary duties other than
to priority rights to future cash flows. The sponsor
the implied contractual covenant of good faith and
typically grants preemptive rights to its original in-
fair dealing. Other state LLC statutes may permit
vestors so that they are assured of their right to par-
fiduciary duties to be limited or narrowed. For in-
ticipate, on a pro rata basis, in any future funding
stance, under the Illinois LLC Act, it is not pos-
needs. In addition, the sponsor usually reserves the
sible to eliminate fiduciary duties but it is possible
right for it or its affiliates to participate in any future to identify specific types or categories of activities
funding needs of the project and may specifically that do not violate such duties, as long as such types
set forth the terms upon which the sponsor or its or categories are not manifestly unreasonable. Be-
affiliates may make loans to the project. cause Delaware provides the greatest opportunity
to limit fiduciary duties, as well as other protections
Handling Of Distributions; Tax for the sponsor not available in other states, Dela-
Withholding Issues ware remains the preferred state of organization for
Like other decisions, the sponsor generally con- operating entities.
trols whether distributions of cash are made to the
investors and the extent of distributions. In pass- Right To Control Identity Of Investor
through entity structures, the entity may commit Group
to make distributions to cover tax liabilities associ- Sponsors are able to hand-pick their inves-
ated with ownership, although this commitment is tors, and by virtue of the partnership agreement,
customarily subject to the sponsor’s right to limit are able to prevent transfers of investor interests
to third parties. Exceptions are typically permitted
such distribution if necessary to fund operations
if a transfer is being made to family members or
or reserves. Several states now impose withholding
other related parties, for estate planning purposes,
requirements on pass-through entities for investors
or upon an investor’s death. Sponsors are not re-
who reside outside of the state in which the real es-
quired to respect any transfers made in violation of
tate is located. When withholding is required, part-
the agreement if those transfers are voided by the
nership agreements typically permit the sponsor to terms of the partnership agreement. To the extent
offset the amount the entity is required to withhold transfers are made in violation of the partnership
against amounts otherwise distributable to such agreement, and are otherwise not voided by the
investor(s). When withholding is required but no terms of such agreement, the person taking such
distributions are being made to investors, the part- interest usually loses rights of access to books and
nership agreement will permit the sponsor to offset records and any voting rights it might otherwise en-
the withheld amount against future distributions joy, and retains only the rights to its allocable share
or require that such investor(s) pay such amount of distributions and tax allocations.
60 | The Practical Real Estate Lawyer July 2011
HOW TRADITIONAL STRUCTURE IS IN- hurdle rates may be prematurely achieved. In these
FLUENCED WHEN INSTITUTIONAL IN- cases a sponsor may be overly enriched by earlier
VESTORS BECOME INVOLVED • When distributions if performance of the project wanes in
private equity or institutional investors invest a sub- later years. A clawback provision typically requires
stantial amount in a real estate deal, they may re- the sponsor to return cash to the investors so that
quire certain protections and controls as a condition the investors achieve a designated minimum return.
to their investments. A sponsor may be required to
make the following concessions when dealing with Budgetary Controls
these larger, typically more sophisticated investors. In a typical investment structure, investors may
not enjoy any particular controls on the sponsor’s
Returns ability to spend other than protections afforded by
Institutional investors may be more demand- fiduciary duties (to the extent not limited or elimi-
ing in their return on investment expectations. This nated). Institutional investors may require approval
could manifest in a few ways. First, institutional in- over, and adherence to, annual budgets. This would
vestors may require higher preferred returns and naturally limit, among other expenditures, the type
higher hurdle rates. Second, institutional investors and amount of fees that a sponsor or its affiliates
may require that returns be calculated on a com- could charge for rendering services to the project.
pounding basis, and that compounding occur more In these cases, the failure of the sponsor to adhere
frequently than annually, so that hurdle rates (and to an approved budget can result in liability to the
hence the promote interest) are harder to achieve. sponsor, removal of the sponsor as the decision-
Lastly, when quick sale of the property has been maker and operator of the project, and/or forfei-
discussed as a possible liquidation event, an insti- ture of the sponsor’s promote.
tutional investor may require that the hurdle rate
be computed as the greater of a certain return and Participation In Future Capital Needs
a multiple of its investment. For instance, an in- An institutional investor may require that it have
stitutional investor may require that the sponsor’s the right, but not the obligation, to provide any fu-
promote not kick in until the investor has received ture funding to the project, or that it at least have
the greater of a 15 percent compounding return or a pre-emptive right to fund its share of any capital
two times its original investment. This type of struc- calls. Similarly, an institutional investor may require
ture ensures the institutional investor of receiving a that it provide any loan required by the project, or
sufficient return in an exit scenario on an absolute that it have a right, but not the obligation, to fund
dollar basis. a pro rata portion of any required loan. Moreover,
an institutional investor may require its consent as
Clawbacks a condition to the sponsor making any additional
Institutional investors may require clawback capital call or incurring indebtedness other than
provisions. Clawback provisions ensure that the trade debt in the ordinary course.
sponsor is not over-compensated relative to the
intended business arrangement between investors Participation In Certain Decisions
and the sponsor. A clawback makes particular sense Institutional investors may require approval
in projects that are expected to produce cash dis- over certain decisions concerning the project. Ex-
tribution events in the earliest years of the project, amples of such decisions include:
or otherwise before the project is liquidated, when • Selling the property;
62 | The Practical Real Estate Lawyer July 2011
• Incurring indebtedness over and beyond trade ample, in a development project, if the project is
debt and other indebtedness expected to be in- premised on a development budget prepared by
curred at the onset of the project; the sponsor, the institutional investor may hold the
• Raising capital and the terms of any capital sponsor accountable for any cost overruns other
raise; than those attributable to changes in scope of the
• Redeeming any equity; project. Under these types of scenarios, a sponsor
• Approving annual operating budgets; can be required to contribute excess cost overruns
• Making payments, including any payments to to the project or otherwise face dilution, forfeiture
the sponsor or its affiliates, other than as set of its interest, or removal as the operator of the
forth in an approved operating budget; project.
• Removing any important service provider (such
as a property manager or leasing agent); and Tighter Controls On Reporting
• Approving events that change the structure or Institutional investors typically require much
legal status of the operating entity such as a more elaborate and frequent reporting than tradi-
merger, dissolution or bankruptcy. tional passive investors. Institutional investors may
also require that financial reports be independently
In some cases, an institutional investor might verified by third parties.
require complete control over a project.
Competitive Limitations
Right To Remove Sponsor Depending on the nature of the project, insti-
Institutional investors may require the right to tutional investors may impose competitive limita-
remove the sponsor as a decision-maker and opera- tions on the sponsor. For instance, in a unique de-
tor of the project under certain conditions. Con- velopment project such a condominium or hotel
ditions which typically give rise to removal rights development, the institutional investor may limit
include “bad boy” acts (i.e., fraud, theft, or other the sponsor’s ability to engage in competing proj-
acts of dishonesty), violations of fundamental un- ects within a certain radius of the project until the
derstandings (i.e., sponsor not adhering to budget- project reaches completion (or a certain level of
ary limitations), nonfeasance (i.e., sponsor’s failure completion).
to act), or failure to meet an objective standard of
investment performance over a prescribed period. CONCLUSION • Today’s real estate deals follow
In any such case, the institutional investor usually certain trends. When crafting its investment struc-
reserves the right to designate the successor deci- ture, a sponsor should be mindful of how its deal
sion maker and operator. The dynamic whereby a compares to other competing investment alterna-
sponsor can be removed as a decision-maker is par- tives. In particular, the sponsor should make sure
ticularly troublesome for the sponsor if the sponsor that, after taking into account any fees it proposes
or its affiliates guarantees the loan, or has posted to charge and its promote, that the deal yields a
collateral for the loan, concerning the project. competitive return consistent with the risk/return
profile of the project. Investor-based metrics can
Greater Accountability help in this regard. Also, the sponsor should rec-
Institutional investors may require that certain ognize that the way in which it crafts its deals likely
safeguards exist in order to protect fundamental defines its perception in the marketplace. Sponsors
assumptions underlying their investments. For ex- can become known as “fee driven” versus promote-
Today’s Market Terms | 63
oriented, so a sponsor should be mindful of how attractive returns to its investors, thereby creating a
any particular deal may affect how it is perceived. true “partnership” relationship. By doing so and ex-
Lastly, inasmuch as the sponsor has the incentive ecuting on its business plan, the sponsor will create a
to create deal structures that enrich itself, it should loyal investor base that will make future capital rais-
be equally motivated to create structures that yield ing easier and likely enable it to consider larger deals.
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