For Patricia Lubian, commercial real estate is about community. 

The Miami native started her career in banking as a branch associate and worked her way up to corporate banking underwriting and commercial real estate lending before landing in her role as Senior Vice President, Managing Director for Commercial Real Estate in Florida. 

“Earlier in my career I was in the corporate banking world  and I was a little apprehensive about switching over — CRE is a very specific type of lending,” she says. “But I learned this is exactly where I belong.”  

Patricia is drawn to the tangible nature of commercial real estate: The opportunity to create a thriving development where there was once an empty lot. “It's rewarding to drive around my city and see firsthand how a new development is enriching the neighborhood,” she says. “I love that I got to be there when that project was just plans on a table, and that I’m playing a part of the investment happening in my hometown.” 

Patricia’s community-focused mindset isn’t just about outcomes, it’s integral to every aspect of how she does business. The unpredictable nature of CRE means Patricia’s clients need to be ready for anything  and that means having a trusted banking team to support them every step of the way.  

“My clients have had to navigate a whirlwind of change over the past few years resulting from fluctuating and unpredictable economic conditions,” she says. “No matter what’s happening, my clients are looking to generate as much value as possible, and it’s our job to provide them with the tools to make that happen.” 

So, when one of Patricia’s long-standing clients came to her with a near-impossible task, she knew she had exactly the right team to help them reach their goal. 

Patricia’s client landed a great opportunity: The chance to secure a great price on an apartment property that would perfectly suit their portfolio.  

The catch? They’d only get that price if they could close the deal by the end of the year, which was just a few weeks away.  

“It was an all-hands-on-deck moment. The client had come to us because they knew they could trust us to make it work, so we had to find a way to condense a process that can take a month or more into just a couple weeks,” she says. 

With just nine days to go, they were able to secure the final approval that would allow the client to close their deal.  

“There’s always a rush when you help a client close a deal, and this was a huge one,” she says. “They’d come to us because they trusted our skills and expertise, and they were so grateful that everyone came together to make it work.” 

As BankUnited’s Florida locations built out their CRE services, Patricia has found herself taking on another title: Mentor to the next generation of talent. 

Her team has recently grown to include younger talent just launching their careers. And she’s leading by example to pass on the hard skills required to succeed in CRE banking, as well as the soft skills needed to provide meaningful client care.  

“This is an industry where lending products can feel like commodities, and trust has become the ultimate differentiator,” she explains. “It’s not enough to offer great rates. Our clients come to us because they trust us to deliver.” 

These three strategies set Patricia’s clients up for success and they can help you build a rock-solid relationship with your banking partner.   

In CRE banking, it’s not just about the bank account or just about any single loan. It’s about finding the solutions you need to run your business and navigate changes in the market to set yourself up for long-term success. When you’re evaluating potential banking partners, have holistic discussions about your goals and objectives for the business, so you can gauge how well the relationship can support your needs long-term. 

Every business’ needs evolve over time, and checking in regularly gives your banking partner more opportunities to offer support. A trusted partner can serve as a sounding board to talk through your options and help you get a sense of how each course of action might impact your business. And, by checking in regularly, you and your banker can be proactive in connecting you with solutions that meet your needs.  

Anyone can be there for you when business is booming. But the ideal banking partner should be up for a challenge and ready to sit in the trenches with you when things get tough. “Ultimately, our client’s project worked because the team was engaged and worked collaboratively to get this done,” Patricia says. “None of us can do it alone. But when we’re all working together, we can help create something really special.” 

When you’re ready, our dedicated CRE banking teams are here to help set your organization up for success, whether you’re preparing to break ground on a new build, acquiring new properties, or seeking insights into how to streamline your business’s financial management.