EXETER — Provident Bank, an Amesbury, Mass.-based independent community bank temporarily operating a branch at 120 Water St., has officially found a new, permanent home in town, and Regional Vice President of Commercial Banking Allison Field said that’s thanks to New Hampshire Commercial Realtor, Bob Anderson’s vast expertise and tenacity.

The bank recently bought property at 95 Portsmouth Ave., former site of a KFC fast-food franchise, and that achievement was a direct result of the Prudential Verani Realty agent’s skills and hard work, including finding the ideal location and negotiating with its owner, working closely with engineers and town officials to gain all proper approvals and negotiating a sales contract in a timely manner.

“The bank has continued to grow dramatically in the last few years,” despite a challenging economy, said Field, and was looking to add a fourth branch in New Hampshire.

“We began working with Bob over a year go,” Field said of the Seacoast region specialist. “He has tremendous knowledge of the area and the parcels that were available – along with the pros and cons of each. His expertise was enormously helpful.”

After being approached by Provident, Anderson immediately identified some choices, including one within walking distance to downtown, the bank’s target area. Months were spent inking a deal, and all appeared on track when, just a day before a pivotal meeting with the Planning Department, Anderson was informed the business originally there had been operating under a special zoning exception made by the town for that business only. Thought Anderson and his client had originally been told the project could move forward to the Planning Board, they would now be required to seek a zoning variance from the town, which could be a lengthy process. A quick review of the situation showed strong opposition to a zoning change from abutters to the property, and the attempt for that property was abandoned.

While this type of situation can be disappointing, it is not at all uncommon, especially in a state of small, tight-knit communities like New Hampshire, where residents and town officials take sharp interest in their local business landscape. But an experienced Realtor like Anderson knows how to navigate the political, legal and financial roads of the commercial real estate map and can help guide clients along the quickest, most financially beneficial route to their goals.

For Anderson, who put in 23 years in the high-tech industry before beginning his career in commercial and real estate investing and sales in 2002, the keys to closing high-stakes deals for his clients are communication, a strong understanding of local government and a macro view of the needs and desires of all parties involved.

Most of the properties he handles are not even officially on the market at the time he begins sales negotiations, according to Anderson. And that’s a business tenet for both Anderson and Prudential Verani; their search doesn’t stop with what’s already up for sale. They work to dig up exactly what their clients want.

“I am always networking,” he said. “People might not be thinking about selling until I bring the buyer to them. The concept in commercial isn’t, ‘Oh, there’s a for-sale sign; it’s knowing people in town and knowing what they’re looking for and trying to make things happen. I’m seeking out contracts and putting deals together that don’t exist.”

After the downtown deal fell through, Anderson reached out to his wide network of business owners in town. He was talking shop at a party when he discovered the potential of the KFC property.

“It’s about understanding potential clients’ needs,” Anderson said. “It’s recognizing a good situation for a client who needs a spot. I’d been watching, and when there was an opportunity to move, I included the bank and the other parties involved in the deal quickly.” The owner of the franchise, which had been sitting shuttered for some time, was open to a sale, but the first major challenge came in timing:

The owner wanted a purchase and sales agreement drawn up within a month, a technical challenge due to the complexity of these types of transactions. Further, he was working without a selling broker, even though professional real estate representation is highly recommended.

Anderson said this can happen when a proposed deal isn’t public, a fairly common occurrence in the commercial industry.

“Sometimes buyers and sellers think they can do this themselves,” Anderson said. And as a buyer’s agent working with a self-represented seller, “You have to advise your client, but your obligation is honesty and respect for both parties.”

Anderson said he worked hard to understand the motivations and desires first of Provident, but also of the seller. Years of negotiating experience enabled him to match the needs and to achieve a deal with maximum benefits for both parties.

“A transaction is made when everybody gets what they wanted, and everyone succeeds,” he said.

This took five months, including six weeks of negotiations between the parties led by Anderson to address contract changes.

“It’s a matter of sitting down and talking up the benefits,” said Anderson, who also orchestrated the development of Foster’s Daily Democrat’s downtown Dover site — and addressing the concerns of the seller while upholding the interests of his client.

“This was a really strong buyer,” Anderson said. “Here, you’ve got a ready-made buyer with the money. I helped him weigh the risks. If the seller got upset about going out 90 days or more for the Planning Board, we’d sit down and talk. I was in constant contact with the seller,” as well as his client, Provident Bank.

One device in Anderson’s ample real estate toolbox is the “nonrefundable deposit.” It acts as a contract extension, which lengthens the time to closing to allow for all parties’ requirements to be met. He negotiated two between seller and buyer, with benefits to both. In this case, the bank agreed to pay $25,000 for each extension, to be applied to the sale should it be successful, but which would be forfeited to the seller in the case the deal fell through. It’s a powerful incentive as corporations work toward a closing, and an experienced Realtor can tell his or her clients when it’s a good choice.

With an agreement in place, it was time for Anderson’s macro understanding of town government and how it affects real estate to shine. The “30 days and out” sale required by the seller would be tested by the schedule and requirements of Exeter’s town government.

“There were challenges every week in terms of the Planning Department,” Anderson said, before adding, “These departments are integral with every sale. We work with them.”

Through the years, Anderson and his colleagues at Prudential Verani have developed a deep knowledge of several New Hampshire municipalities and their governments, and can provide strong representation during sales negotiations, according to Giovanni Verani, senior vice president of the real estate firm.

Anderson said the goal is to communicate effectively with all parties to come to an agreement that matches his clients’ goals.

And while the success of their transactions depends largely on planning departments, Anderson’s clients depend on him to be a planner, too. In that role, he keeps a constant eye on the progress of each of his potential closings.

His close attention to detail and knowledge of the workings of the town’s departments helped him and banks support team identify missing pieces of the puzzle before they were required at a fast-approaching meeting and to work with engineers and town officials to quickly put them together. This led to Provident’s plan being approved, for the first time he’s ever seen in his lengthy career, in one Planning Board meeting.

“This happens in the background,” Anderson said. “That’s why they hire me, to be in the background and take care of these things. That’s how I work.” Field agreed. It’s a “win-win” for the town, the seller and the bank, Field said of the development. “It’s a tremendous opportunity to improve the commercial property (landscape) in town – and Bob’s been fabulous to work with.” She said, now that the sale is complete and with all town approvals in place, the bank is planning construction of its new branch. A ribbon-cutting ceremony will be announced once construction is near completion.