Commercial Mortgage Broker – Loan Officer Training

ICS ONLINE LOAN BROKER TRAINING COURSE

 


Increase Your Income with ICS

The ICS Online Loan Broker Training Program shows you exactly how to generate business. The program includes online training and 12 weeks of step-by-step activities designed to get your commercial Loan Broker career up and running. Once you complete online training and pass the ICS Broker Exam, you have the option to be teamed with a Senior Broker at ICS who will assist you through the 12-week training program and work with you closely on your first 3-5 deals, and beyond if needed.


SUCCESS IS A NUMBERS GAME

The 40x5 Rule

Being a successful Loan Broker is no more than contacting prospective clients daily and letting them know what you do. As a Loan Broker, you source financing across every bank and private lender in the country, enabling you to provide more options to real estate owners and businesses in need of capital. Where most Loan Brokers fall short is they simply don’t contact enough prospective clients daily to originate enough loan applications. If you contact 40+ contacts per day 5 days per week, you will make over $350,000 per year within 2 years. That is a fact!


Contact 40 people per day, and you will be a top producer……PERIOD. If you don’t, you won’t.  


TURN LEADS INTO DEALS

You need LEADS, meaning you need qualified prospective client contacts to call on daily. ICS shows you how to find prospective clients, how to call them, and how to speak intelligently about your services. Your goal is to establish relationships with commercial real estate owners and businesses. To become their preferred point of contact, you first need to be knowledgeable about what you do and what you offer. You then need contacts to begin calling. ICS is going to show you how to find thousands of prospects and share the information you need to come across to your clients as a highly skilled finance professional.


CONTACT LEADS AVAILABLE

ICS provides our Loan Brokers with commercial real estate owner contact leads. These leads are individuals who own commercial and investment real estate. ICS identifies property owners likely to refinance or purchase soon. The goal of a Loan Broker is not to hard-close these contacts, but to establish a professional and friendly relationship, and hopefully, provide them financing on their next refinance, purchase, or business project. ICS provides weekly leads to ICS Team Brokers. Independent Brokers can purchase leads for $10 each.


COLD CALL SCRIPTS & TRAINING

We provide the cold call scripts and checklist you need to successfully call on commercial and investment property owners, realtors, bankers, and residential mortgage brokers. You will learn exactly what to say, what you need to know, and how to turn cold call prospects into clients.


ONLINE COURSE SECTIONS


*** 5 KEYS TO SUCCESS ***

*** SALES LEADS & CLIENT RELATIONSHIPS ***

com Membership & Platform Sign-up

Get Started - Top 10 List

100+ Frequently Asked Questions

The Loan Submission Process

Helpful Videos

The Basics

Terminology

Terminology cont.

Property Types

Core Loan Programs

Loan Program Brochures

Conforming Loan Documents Required

Bridge Loan / Hard Money Document Requirements

Multifamily - Conventional Mortgages

Multifamily - Fannie Mae

Multifamily - Freddie Mac

Multifamily Bridge Financing

Multifamily Construction - FHA Mortgages

Commercial Conventional Loans

Commercial Bridge Financing

Commercial Construction Loans

Residential 1- 4 Units - Conventional

Fix & Flip Loans

Residential Hard Money Loans

SBA Loans

Lenders

Profit & Loss Reports

Net Operating Income

Cap Rates

Real Estate Proforma

Lease Types

Full Service Lease

Appraisal

Top 25 Application Questions

C-1003 Commercial Mortgage Loan Application

Funding Fee Agreement

Helpful Forms & Contracts

Rent Roll

Researching Properties & Ownership

LLC / Entity Lookup

Finding Owner Phone Numbers & Email

*** YOUR SALES PITCH ***

*** BUILDING YOUR BOOK OF BUSINESS ***

*** MARKETING - GENERATING BUSINESS ***

*** NETWORKING WITH PROFESSIONALS ***

*** ONLINE MARKETING - CRAIGSLIST ***

*** COLD-CALLING PROPERTY OWNERS ***

Finding Properties to Finance - Video 1

Finding Properties to Finance - Video 2

Finding Properties to Finance - Video 3

Finding Properties to Finance - Video 4

The Loan Submission Process - Recap

Preparing a Complete Funding Package


12 WEEK ACTIVITY OUTLINE


Once you complete online training and pass the ICS Broker exam, you’ll be teamed with a Senior Broker who will assist you through the 12-week program. Your Senior Broker will touch base with you weekly to keep you on track. The ICS Broker Support Team is also available to assist you daily with general questions and support. Each week you will research and contact 100 - 125 borrowers, 25 realtors, 25 residential mortgage brokers, and 25 bankers. You will have 5 to 10+ deals in your pipeline that are going to CLOSE within 12 weeks.


CLEAR EXPECTATIONS

The ICS Broker Support Team and your assigned Senior Broker are going to help you earn while you learn. We are here to point you in the right direction, provide and/or show you all the tools and resources you need to do your job, and assist you step-by-step as you begin to contact prospective clients and originate deals. It is 100% your responsibility to complete online training, know all the loan products, do your client research, and contact prospective clients each day. If you are WORKING, you are going to have questions and need guidance. We are here for you!


5 Keys to Success

You need to focus on Five things as a commercial loan professional every single day of your career to be successful. If you take anything away from this training at all, let it be these 5 keys to success you must live by daily.

 

Just Five things, no more.

 

#1

Become an Expert

Know your market loan programs, guidelines, property types, and market conditions. Educate yourself. Know what properties are on the market for sale. Know who the top realtors are. Know where rates are at. Become a point of contact when clients need information.

#2

Find & Research Properties Daily

Research properties daily to find new owners to contact. You must research 1200 properties in your first 90 days to get started off on the right foot. If you don't already have thousands of clients to contact, you must research property owners and business owners daily to build your book of business. They are your primary client.

#3

Contact Property Owners Daily

Contact property owners daily via phone and email to discuss financing solutions and generate loan applications. If you are not marketing to prospective borrowers, you are not going to make it.

 

#4

Network with Bankers

Find out what kind of programs they provide and make sure they know you have the ability to fund the loans they can’t. Bankers turn-down 80% of the clients they see. As a loan broker, you can service all their turn-downs because you work with every bank and private lender in the country.

 

#5

Network with Realtors & Residential Mortgage Loan Officers

Realtors and Residential Loan Officers have clients that need commercial and investment financing. They more Realtors and Loan Officers who know you and what you do, the more referrals you will receive.