FAQ
When are Zoom calls held?
ICS holds two to four Broker Zoom calls per week Monday thru Thursday at 12pm PST / 3pm EST. You can access the weekly Zoom schedule and login links from the Loan Dashboard.
How do you submit loans to ICS for review?
If you are a Loan Broker or Lending Partner, you can submit loans online at ICSLoans.com easily by clicking on the "Request Loan" or "Loan Finder" links found on every page of our website and in the main menu. You can work with ICS as a Referral Partner or you can apply to join ICS as an ICS Lending Partner. If approved to join ICS as a Lending Partner, you get full account to our Commercial Mortgage Broker training program, marketing tools, and resources.
What documents are required and need for most loans?
Documents Needed for Income / Investment Properties
Includes all 1 to 4-unit residential rental properties, commercial, mixed-use, specialty-use, and multifamily 5+ unit properties that are being purchased or refinanced with the intent to hold as investments without any significant rehab work needed.
- Rent Roll
- T12 / Operating Statement
- (Year-to-date & Previous Year)
- Schedule Real Estate Owned
- Borrower Loan Application or PFS
- Appraisal (if available)
- Bank / Investment Statements showing cash position
- Purchase & Sale Agreement or Executed LOI to purchase (if purchase)
- Credit Report (if available)
- Borrower ID
- 3-Years personal and business tax returns (Bank Financing Only)
- Articles of Formation - Entity
- EIN Letter / Entity EIN Confirmation
- Entity Certificate of Good Standing
- Corp / LLC Operating Agreement
- Most recent mortgage statement (if refinance)
Documents Needed for Rehab / Ground-Up Construction
Includes all 1 to 4-unit residential properties, commercial, mixed-use, specialty-use, and multifamily 5+ unit properties that are being purchased or refinanced with the intent to rehab or complete ground-up construction, then refinance to hold long-term or sell upon rehab/construction completion.
- Scope of Work & Budget
- Project History Resume
- Schedule Real Estate Owned
- Proforma Operating Statement (if investment)
- Proforma Rent Roll (if investment)
- Construction / Rehab / Fix & Flip Loan Application or PFS
- Appraisal (if available)
- Bank / Investment Statements showing cash position
- Purchase & Sale Agreement or Executed LOI to purchase (if purchase)
- Credit Report (if available)
- Borrower ID
- 3-Years personal and business tax returns (Bank Financing Only)
- Articles of Formation - Entity
- EIN Letter / Entity EIN Confirmation
- Entity Certificate of Good Standing
- Corp / LLC Operating Agreement
- Most recent mortgage statement (if refinance)
Documents Needed for Owner-user Commercial Loan (Purchase & Refi)
Includes all commercial, mixed-use, and specialty-user properties where the property owner occupies space for their own business or intends to occupy space for their business.
- Rent Roll (if multi-tenant)
- T12 / Operating Statement
- (Year-to-date & Previous Year)
- Schedule Real Estate Owned
- Borrower Loan Application or PFS (if available)
- Appraisal (if available)
- Owner's business P&L (Year-to-date & Previous Year)
- Owner's business balance sheet
- Bank / Investment Statements showing cash position
- Purchase & Sale Agreement or Executed LOI to purchase (if purchase)
- Credit Report (if available)
- Borrower ID
- 3-Years personal and business tax returns (Bank Financing Only)
- Articles of Formation - Entity
- EIN Letter / Entity EIN Confirmation
- Entity Certificate of Good Standing
- Corp / LLC Operating Agreement
- Most recent mortgage statement (if refinance)
Does ICS provide Outlook Email
ICS provides an ICS email account to Brokers that are contracted to work directly for ICS as ICS Commercial Loan Advisors. Lending Partners that work under their own company name are not provided an ICS email. ICS provides Outlook email training through Microsoft online. This is a 3rd party training available to Lending Partners. Visit the link to go to Microsoft email training. https://support.microsoft.com/en-us/office/outlook-training-8a5b816d-9052-4190-a5eb-494512343cca
What is ICS?
ICS is a national Commercial Mortgage Brokerage offering Borrowers and Brokers hundreds of commercial, multifamily, and investment property loan products through one single point of contact. ICS structures, prices, processes, and underwrites loans which are brokered to participating lenders. Our expansive network of institutional, alternative, and private lenders compete to fund our loans, ensuring our clients attain the most competitive rates and terms available in today's capital marketplace. Our capital partner lenders include thousands of banks, credit unions, Fannie Mae, Freddie Mac, and FHA lenders, SBA, life companies, CMBS, as well as private bridge and construction lenders. ICS is a registered U.S. corporation. ICSLoans.com is owned and operated by ICS Partners, Inc. ICS does not provide consumer related products, consumer financial services, and does not provide residential owner-occupied property loans. ICS services real estate investors, brokers, business owners, and business clients only. ICS services and products are intended for commercial real estate professionals, real estate investors, and are not intended for general consumer use. ICS is not a direct lender. We are a brokerage.
As a Loan Broker do I have to sign up for training or become an ICS Lending Partner with ICS to submit loans for funding?
You can submit loans to ICS as a Referral Partner earning 20% of the gross commission, or you can apply to join ICS as a Lending Partner, earning 100% of your loan origination points.
What lenders does ICS work with?
With over 10,000 lenders we work with almost every local, regional, and national lender in the country. This includes over 3,500 FDIC banks, and 7,000+ other private and institutional lenders. You can view our Partial Lender List here.
Do Loan Brokers and Lending Partners have direct access to all the lenders?
Yes.
Can ICS Lending Partners user their own business name?
Absolutely. We offer white label web links and marketing materials for Lending Partners with company brands. Lending Partners can also use ICS branded materials and links. You can find your web links by logging into your Loan Dashboard.
How long do Brokers have access to online training?
If you choose to apply to become an ICS Lending Partner, if approved, you will have access to training online, tools, and resources for as long as you are an active Lending Partner with ICS.
Can you work with ICS as Lending Partner if you are a licensed residential loan officer or realtor?
Absolutely. You can continue to work with your residential mortgage company and work with ICS on commercial and investment property loans. ICS Lending Partners are paid as independent contractors on a 1099 basis or directly at closing depending upon the lender. We can pay you as an individual or your company, whether that is an LLC or corporation. We can also pay your mortgage company directly if you prefer.
Can you have your own website to originate loans under your own brand?
Absolutely. However, ICS provides NO support for 3rd party websites and cannot provide any guidance related to your website for legal purposes. If you choose to have your own website, you must ensure you abide by all state-by-state and federal regulations. ICS does not provide support regarding these matters, as we have no ownership or management position in your site. If you use your own website, it is 100% up to you to determine what disclosures are needed. ICS does provide white label web application links and marketing materials you can link and use with your site.
How do Loan Brokers and Lending Partners get paid?
Brokers typically discuss a broker loan fee with their client upfront. You are securing financing for the client and can set your fee upfront. Most Brokers charge 1% to 2% to secure financing, providing clients with rate and fee options once the loan has been evaluated by ICS and underwritten across multiple lenders. In some cases, on small loans the fee may be as high as 3% or more.
Is there a Funding Fee Agreement with the client?
ICS issues a GFE to the Borrower, known as a Good Faith Estimate or Letter of Interest, which includes a Funding Fee Agreement to the Borrower once they are ready to move forward with loan placement, processing, and underwriting. This protects you and ICS to ensure everyone gets paid once financing is arranged.
If you have an NMLS license or real estate license, do you have to transfer your license to ICS?
No. We are not a residential mortgage company and do not require an NMLS license. If you are not licensed in CA or AZ, a 20% fee is paid to our licensed broker of record for those two states. We do not arrange loans in Nevada.
What states does ICS lend in / operate in?
ICS operates nationwide, not including Nevada.
Are commercial property loans regulated under RESPA?
No. Commercial loans are non-consumer, business-related loans.
How long has ICS been in business?
ICS started as a Commercial Real Estate company in 2009. In 2017, ICS launched ICSLoans.com designed to train and help Independent Loan Brokers and ICS Commercial Loan Advisors originate, package, and place commercial, multifamily, and investment property loans with lenders on a nationwide basis.
How do you become an ICS Lending Partner?
You can apply to join ICS as a Lending Partner online by visiting our Lending Parter page found at https://icsloans.com/careers/.
Are there any requirements or quotas?
Lending Partners should be closing 2-3 loans per month within 60 to 90-days.
How many loans are originated through ICS monthly?
Over 1B+ in commercial and investment real estate loan applications are originated through ICS each year.
How much do Commercial Mortgage Brokers make?
The average in the U.S. is $150,000 per year. Good Loan Brokers make $360k+ per year. Top producers are in the 7-figure range annually.
What is the largest loan ICS can fund through our lenders?
There is no maximum loan limit. ICS funds loans through the largest lenders and institutions in the country and is partnered with lenders that fund deals in excess of $250MM.
What type of loans does ICS fund?
Commercial, multifamily, and investment properties, including multifamily, office, retail, industrial, 1 to 4-unit rentals, and many more. See more property types here.
What is the smallest loan ICS can fund through our lenders?
$100k is our minimum loan size at ICS.
What are the Core Loan Programs most used to fund loans through the ICS Funding Platform?
- Short-term Bridge Loans
- Long-term Permanent Loans
- Rehab Loans
- Ground-Up Construction Loans
If you have a general question about the website or an admin related question, what should you do?
Click on the "?" widget which is located on every page at ICSLoans.com. Our AI support widget can answer just about any question you have. If you need additional help, you can email our support team at https://icsloans.com/contact.
If you have a direct question about the status of a loan you have submitted, what should you do?
You can login to your Loan Dashboard and select the loan on which you are working. In the processing section of the loan, you can check the status of the loan. If you want more information, you should contact our support team for an update.
If you have a specific deal related question or scenario and the answer is not covered in training or available via the ICS website, what should you do?
Make sure you have entered the loan request online, then go to the loan detail page and schedule a loan review call. You can select a day and time to speak with an ICS Team Lead to review your loan in detail. You can also simply send us an email through the Contact link on our site.
Does ICS handle general questions and support matters by phone?
No, all support questions should be submitted online via the ICS contact form so they can be assigned to the appropriate person. You can also use our AI support widget, or email our support team at https://icsloans.com/contact.
If you have a loan scenario, and are unsure if the loan can be funded through ICS, what should you do first?
Submit the loan request online then schedule a "Loan Review Call" with an ICS Loan Team member. You can also join our Zoom calls on Tuesdays and Thursdays at 12pm PST from your Loan Dashboard.
What documents are needed to properly package a loan for lender review?
- Rent Roll
- Operating Statement
- Schedule of Real Estate Owned
- Person Financial Statement or Commercial 1003
- Credit Report (if available)
- Rehab & Construction loans require a budget and scope of work.
What is a point?
- A point is 1% of the loan amount, referred to as loan origination fees. For example, when a borrower pays two points in origination fees, they are paying 2% of the loan amount. The borrower pays points directly at closing, either from loan proceeds on a refinance, or out-of-pocket on a purchase. In most cases, Loan Brokers charge 1%, sometimes 2% on small deals. For example, if you arrange a $1,000,000 loan and charge 1%, you would earn $10,000 as the Loan Broker.
What are the three most important things ICS looks at when evaluating the strength of a Borrower?
Money in the bank, equity, property income.
What happens once a loan is submitted online by an ICS Lending Partner?
Once a loan is submitted online, the Loan Broker can schedule a Loan Review Call to go over the loan with the ICS Loan Team. The Broker should also upload documents available prior to the call if available.
Can a Borrower use seller financing as their down payment to purchase a property?
In most cases, no. A Borrower must have the down payment available. If seller financing is involved, the 1st mortgage lender LTV requirements are still in place. Meaning, the combined LTV of both loans cannot exceed the 1st mortgage lenders max LTV limit. ICS does not usually work on loans involving seller financing.
Can a Borrower use equity in other properties they own to purchase additional properties?
Yes, if they do not exceed the maximum LTV required by the funding lender across collateralized properties.
Does ICS fund loans outside of the United States?
No. We only arrange financing in the United States. We work in all 50-states, not including Nevada.
Do you need a Loan Officer license to originate commercial real estate loans?
In most states, no. A real estate brokerage license is required in California. A loan officer license is required in Arizona and Nevada. If you are unlicensed in those states, ICS will team you with a licensed ICS Lending Partner to assist you in closing the loan. 20% of the gross commission goes to the Licensed Broker. We do not arrange financing in Nevada at this time.
If you do not know the meaning of a term (terminology) or want to learn more about commercial lending, what should you do?
Go to our Commercial Lending Terminology page and/or login to your Loan Dashboard and access your training manual.
Are Lending Partners employees?
No. Lending Partners are independent contractors. Lending Partners can work under ICS on an exclusive basis, or work independently under their own business brand.
Does ICS work with foreign nationals and non-US Citizens?
Yes. Quite common.
If a borrower has not filed taxes for 1 or more years, can we still do the loan?
Yes, but they will not get a bank loan. They will have to go with a non-bank bridge loan or private loan.
What fees are charged to borrowers?
Brokers usually charge 1%-2% on most bridge loans, hard money, construction, and fix and flip loans. Brokers typically do not charge more than 1% on institutional permanent loans. Fees vary by loan size and loan type. ICS will always discuss the best fee structure with you for each loan during the Loan Review call.
Can Brokers work under their own company name?
Yes. Lending Partners can work under their own company name and use ICS to process, underwrite, and place their loans with lenders. Most Lending Partners work directly for ICS on an exclusive basis.
What is the best way to learn about Commercial Lending?
Go through the ICS online commercial mortgage broker training.
Who is the typical ICS Lending Partner?
Residential real estate agents, commercial realtors, residential loan officers, business consultants, financial planners, salespeople, and other similar fields.
What is the standard maximum LTV on conforming / institutional loans?
65% to 75%, 80% on Fannie Mae and Freddie Mac apartment building loans over 5-units.
What is the standard maximum LTV on hard money / bridge loans?
60% to 70%-75%
What type of properties does ICSLoans.com not work with?
Owner-Occupied Residential Home Loans. We do not work with general business loans. They must be secured by real estate. We do not provide working capital loans and we do not provide equipment financing. We only offer commercial, multifamily, and investment property loans secured by the real estate.
Hard Money loan approvals are based off what primary factors?
Equity & Cash-flow.
Does ICS provide SBA financing through lenders?
Yes. ICS arranges SBA financing, including SBA 7a loans and SBA 504 loans.
Why is it beneficial for a borrower to work with a a broker instead of a bank?
Brokers source capital through every lender in the country providing borrowers with more options.
How do you change your profile / phone, contact information with ICS?
Login to your Loan Dashboard and from the dropdown menu select Update Profile.
How long does it typically take to close a hard money / bridge loan?
21 to 30-days
How long does it typically take to close a conforming / institutional loan.
45 to 60-days.
What is a non-recourse loan?
Borrower is not personally responsible in the event of default. Property secures the debt.
What is the typical term length of a hard money / bridge loan?
12 to 24-months, sometimes 36-months.
Do hard money loan payments include principal and interest or interest only?
Interest only in most cases.
What does the Primary Market mean?
Loans are brokered or sold in the primary market to banks and lenders.
What does the Secondary Market mean?
Loans are packaged by lenders and banks and sold to investment companies which are then positioned as securities.
How do you calculate a Cap rate?
Net operating income divide by market sale price.
What is Senior Debt?
Long-term loans in 1st lien position.
How much is the Loan Processing and Underwriting fee on loans processed and funded by ICS?
$2,000 to $5,000+. ICS loan processing and underwriting fees are determined by loan product and loan size, and outlined on our GFE provided to the client.
What does loan processing and underwriting include?
The following are included.
- Rate quotes
- Title Report
- Deed of Trust
- Tax Report
- Financial document review
- Package loan for lender review
- Submit loan to lender chosen by Lending Partner
- Schedule escrow closing
- Schedule appraisal as needed
- Clear lender funding conditions
In what states does ICS originate loans.
Nationwide, not including Nevada.
Does ICS assist Loan Brokers fund residential home loans?
No.
If a borrower can apply once through a Broker and have their loan viewed by multiple lenders and investors to fund, why would they go to any other bank or loan officer?
There is no reason they would apply with another bank, lender, or loan officer. Loan Brokers can submit loan packages to multiple lenders for review to attain the most competitive rate and terms.
How many people use ICSLoans.com monthly to search for loans?
ICS has over 1,500 registered brokers that work with ICS on a Referral and Lending Partner basis.
Multifamily loans refer to properties with how many units?
5+ units
What is a single-tenant building?
A building with one occupying tenant
Give an example of a single-tenant building.
Home Depot.
Should a Loan Broker use a 1003 application or Commercial application?
Either works, but the ICS C-1003 Loan Application is preferred. If the Borrower has a PFS, that works just fine.
What does LOI stand for?
Letter of Interest or Letter of Intent
How long does it take to receive an LOI from a Lender?
Once the final lender is determined by the ICS Loan Processing Team that lender will usually issue a final LOI with more specific terms within 1-5 days of receiving borrower and property financials. ICS issues our own GFE with estimated rate and terms once we determine the loan is fundable.
What is the most common type of commercial lease?
A Triple Net Lease (NNN).
Why do commercial lenders typically charge an upfront deposit when providing financing after issuing an LOI?
To cover due diligence and underwriting costs and keep borrowers from backing out of the loan and going with a different lender during the underwriting process.
Does ICS fund loans directly?
The majority of our loans are assigned or brokered to our capital partners. ICS is not a direct lender at this time.
In most cases, who pays the points (fees) on a loan to the Broker, the lender or borrower?
Borrower.
Is ICS a Bank?
No.
What loan has a higher rate, institutional or hard money?
Hard Money.
To whom do most institutional lenders sell their conforming loans?
The secondary market.
Why do private investors like hard money loans?
High interest rate returns on secured real estate assets.
How does ICS qualify lenders and investors that we fund loans through?
Lenders must provide verification of 5+ closed transactions.
What is the standard cost of a commercial appraisal?
$1,000 to $4,000+. Appraisals are more on properties in excess of $5MM value.
What percentage of a property must a business owner occupy as a commercial tenant to attain SBA financing?
51% or more.
How do borrowers typically complete their Commercial & Multifamily Loan Application?
Over the phone or online. It is highly recommended to complete a loan application over the phone with your client to ensure the loan is entered correctly. You can also send your client your personal short-form loan application which is available via your dedicated online loan application link or via Form Fill PDF application. All forms can be found in the forms section of your Loan Dashboard or via the Resources page from the main menu.
How do borrowers typically send their financial and property documents to Brokers?
Secure upload via ICSLoans.com or via email to the Loan Broker directly. Documents can be uploaded securely at ICSLoans.com by the originating Loan Broker or borrower. ICS does not accept any documents via email. Lending Partners must upload files securely online.
Who sees a loan submitted to ICS?
The Loan Broker submitting the loan, the ICS Loan Team, and approved lenders interested in funding the loan.
Is the ICS Commercial Funding Fee agreement exclusive?
Once a borrower signs off on their GFE & Funding Fee Agreement, they have agreed to move forward with ICS non-exclusively through closing. If ICS arranges their loan, we are all guaranteed to get paid.
Who do you contact at ICS for general website and administrative related support?
Use the AI support widget. If you can't find your answer, you can email our support team or join a Zoom call on Tuesdays and Thursdays at 12pm PST. You can email ICS support at https://icsloans.com/contact.
When purchasing a commercial or multifamily property, what is that standard minimum down payment required?
25% - 30%. Fannie Mae and Freddie Mac provide an 80% LTV on 5+ unit apartment buildings with loan amounts over 1M. Some of our Alt-a lenders offer financing up to 80%.
What should you do if you forget your password to access ICSloans.com?
Reset your password at the Login page.
What are 3rd party fees borrowers typically pay directly to the 3rd party prior to closing or at closing?
Appraisal
Inspection
Title & Escrow fees
Phase 1 and Phase 2 (if required)
What are the FIVE primary things an underwriter looks at when evaluating a loan.
- LTV – Equity in the property / down payment
- Property type, condition, and location
- Property & Borrower Income (ability to make mortgage payments)
- Borrower Credit Score and history
- Borrower Cash Reserves in the bank
If a property is not income producing, and/or the total property income and borrower income does not support the mortgage payment, would this be a conforming or non-conforming / hard money loan?
Non-conforming / hard money / bridge.
What is the primary objective of a Commercial Mortgage Broker?
Originating and closing loans.
What type of loan application is usually required for a commercial mortgage loan?
1003 Loan Application or the ICS C-1003 Commercial Mortgage Loan Application.
What does P&S stand for?
Purchase and Sale Agreement.
Do rates change daily?
Yes. Rates attached to treasuries and swaps can change daily. SOFR and Prime based rates are less volatile and change less frequently.
How are rates determined by lenders?
Most lenders base their rate off indexes + margin. Common indexes used by lenders to price loans include SOFR, Libor, Prime Rate, Treasuries, and Swaps.
What is the most efficient way to get in touch with property owners?
While email is important and necessary, it is not the most effective form of prospecting. Good old fashioned phone calls and automated voicemail broadcasts are by far the best ways to connect directly with property owners.
What is the difference between Conforming and Non-Conforming loans?
Conforming loans are those that meet bank-grade underwriting guidelines. ICS funds conforming loans through banks, credit unions, life companies, CMBS, SBA, and agency lenders. Conforming loans offer the lowest rates available. Non-conforming loans are for properties or borrowers that do not qualify for conforming loans, including FLEX loan products, bridge, fix and flip, and private construction loans.
What Is the Secured Overnight Financing Rate (SOFR)?
The Secured Overnight Financing Rate (SOFR) is a benchmark interest rate for dollar-denominated derivatives and loans that replaced the London Interbank Offered Rate (LIBOR).
What are lenders most concerned with when evaluating long-term financing?
Existing lease lengths and terms.
What is the maximum LTV on an SBA loan?
90%
What type of scenario usually ends in loan application failure?
Limited equity.
What does a T12 refer to?
Trailing 12-month property operating history.
Will lenders customize loan terms and prepayment penalties?
Yes.
What type of lender always requires business and personal tax returns?
Bank.
Are CMBS recourse or non-recourse?
Non-recourse.
What important Borrower document confirms cash liquidity?
Bank statements.
Does the tenant pay taxes, insurance, and maintenance on a gross lease?
No.
What type of properties might a NNN lease apply to?
Commercial properties, such as office, retail, industrial. NNN leases do not apply to multifamily or 1 to 4-unit rental properties.
What is a great tool to use to mass call clients?
Slybroadcast.com
What is the fastest way to building a property owner database?
Order property owner researched contacts through ICS or sign up through a 3rd party data service like Prospectnow, BatchLeads, or Property Radar.
How long does it take to get a lender Term Sheet once a file is Market Ready?
1 to 5 business days depending upon the lender.
What is the best way to find "good" business?
Research specific properties, find owner contact information, and contact them.
What is used to determine the loan amount on a purchase when evaluating the loan?
The contract purchase price.
What sells clients on ICS and you as a Broker?
More options through more lenders.
What is the minimum DSCR for most permanent multifamily loans?
1.20x to 1.25x
Does ICS charge any upfront fees?
Yes, in most cases ICS charges a small processing and underwriting fee. In some cases, this is waived until closing.
Does ICS offer refunds on POE Processing and Underwriting fees?
No, we do not.
If approved as an ICS Lending Partner, how long is the contract agreement to work with ICS?
3-months, renewing month-to-month after the 3rd month based on production.
Does ICS provide Lending Partners leads?
ICS provides Lending Partners that work exclusively under the ICS brand with property owner contacts leads to call and email. ICS does not provide Lending Partners that work under their own business name any type of leads for free.
When are Zoom calls held?
ICS holds two to four Broker Zoom calls per week Monday thru Thursday at 12pm PST / 3pm EST. You can access the weekly Zoom schedule and login links from the Loan Dashboard.
When are onboarding Zoom calls held?
Onboarding Zoom calls for new Lending Partners are typically held on Tuesdays at 11am PST. To schedule a new Lending Partner onboarding Zoom call you must pass the ICS Lending Partner Certification exam, then immediately schedule your onboarding.