Commercial Mortgage Loan Advisor Program
ICS provides the best online training program for Commercial Mortgage Loan Advisors. Once completed, you will be approved to begin originating and funding loans with ICS as an official ICS Certified Commercial Loan Advisor.
Training Course Outline
- Welcome to ICS - Your Start-up Checklist
- ---COMMERCIAL LENDING BASICS---
- Profit & Loss / Operating Statement
- Rent Roll
- Net Operating Income
- Real Estate Proforma
- Cap Rates
- Lease Types
- NNN Lease?
- Difference between a Triple Net Lease & Gross Lease?
- Prepayment Penalties
- Section 1: Terminology
- Section 2: Terminolog
- Section 3: Terminology
- ---COMMERCIAL LENDING FORMS---
- Commercial Loan Application in Detail
- Short Loan Application
- Loan Processing & Underwriting Checklist
- ---LOAN PROGRAMS---
- Core Loan Programs - 6
- Bridge " Hard Money" Loans
- Permanent Loans
- SBA Commercial Real Estate Loans
- Freddie Mac Small Balance Loan
- Freddie Mac Conventional Loan
- Mass Calling with Voicemails
- Marketing Scripts
- The Loan Advisor 30 Second Sales Pitch
- The Federal Prime Rate - Why it is so important
- ---WORKING WITH PROPERTY OWNERS---
- Property Owner Database - ProspectNow
- Property Owner Email Script
- Property Owner Voicemail Script
- Property Owner Automated Voicemail Broadcasts
- Property Owner List - Download 5,300+ Contacts
- ----WORKING WITH REFERRAL PARTNERS---
- Intro to Referral Partner Prospects
- National Realtor List (1.5+ Million Contacts)
- Loan Officer & Banker List (68k+ Contacts)
- Referral Partner Email Script
- Referral Partner Voicemail Scrips
- Mass Calling with Automated Voicemails
- Explain the importance of the Federal Prime Rate
- Prime Rate Quiz
- Your 30 Second Sales Pitch - Again
- Property Owner & Referral Partner Intro Script Review
- Your About ICS Pitch & 30 Second Sales Pitch Review
- Submitting Loans to ICS for Funding
- Register Your Loan Dashboard at ICSLoans.com
- ---Lender Search at ICSLoans.com---
- ---SUBMITTING LOAN TO LENDERS---
- Let's Submit a Test Loan to ICS
- Preparing for Your Senior Partner Onboarding Call
- ICS Commercial Loan Advisor Certification Exam
- Schedule Onboarding Call with Senior Partner
CORE LOAN PROGRAMS
You will become an expert when it comes to the 6 Core Loan Programs 99% of all commercial and investment property financing transactions fall into at ICS. As an ICS Commercial Loan Advisor, your job is to find clients, identify the best Core Loan Program for their financing requirements, and provide an estimated rate quote through the ICS Lending Platform. ICS then assists in negotiating and funding the loan through the best lender.
Conventional Bank & Agency Loans
ICS Conventional Bank & Agency Loans are permanent (long-term) fixed-rate loans with initial fixed periods of 5, 7, 10, 12, 15, and 30-years, up to 30-year amortization, have a prepayment penalty, offering the lowest rates available. Properties must be stabilized and meet stricter conventional underwriting guidelines. Close in 45 to 60 days.
FLEX (Non-Bank) Fixed-Rate Loans
ICS FLEX Fixed-Rate Loans are non-conforming loans with 5 to 30-year fixed-rate terms and up to 30-year amortization. Underwriting guidelines are more flexible, providing long-term financing for borrowers and/or properties that don’t meet conventional guidelines. Rates and LTV limits are FICO score based.
Bridge (Hard Money) Loans
ICS Bridge Loans are interest only with fixed terms ranging from 1 to 3 years, and usually have no prepayment penalty. Underwriting guidelines are more flexible. Bridge loans are asset-based used to stabilize or rehab commercial or investment properties to resell or refinance long-term. Bridge loans offer fast closings in 7 to 21 days.
Fix & Flip Loans
ICS Fix & Flip Loans are interest only with fixed terms ranging from 9 to 12 months, and have no prepayment penalty. We offer up to 100% LTV and 95% LTC depending upon the project. Fix & Flip loans are used to complete small to major rehab projects in order to resell or refinance long-term. Fix & Flip loans close in 21 to 30 days.
ICS Construction loan terms are 9 to 24 month interest only terms, and usually have no prepayment penalty. Underwriting guidelines are project specific and require a minimum of one construction project completed within the last 5 years. Constructions loans can close in 30 to 60 days.
SBA Real Estate Loans
ICS funds SBA loans for owner-occupied commercial real estate, including purchase, refinance, rehab, and new construction. Properties can be single-tenant or mixed-use, with 51% or more of the property occupied by the property owner's business. SBA loans require as little as 10% down and can close in 30-45 days.
You will be teamed with a Senior Partner at ICS who will be your primary point of contact for all loan origination and loan structuring support. Your Senior Partner will help you evaluate loans, identify the best lenders, and work with you closely in your target market to show you how to market and maximize your origination efforts.
Documents & Forms
You will have access to dozens of lending forms and documents. Training will guide you when to use certain forms, and how to read financial documents.
ICS FORM C-1003 Commercial Mortgage Loan Application
Standard Residential 1003 Loan Application
Exclusive Funding Fee Agreement
Funding Approval Letter
Referral Fee Agreement
Personal Financial Statement
File Stacking Order Form
Rent Roll - Multifamily
Rent Roll - Commercial
Rent Roll - PDF
Letter of Intent
Addendum - Blank
Schedule of Real Estate Owned (Excel)
IRS Form 4506- Printable
IRS W-9 Form - Printable
ICS Referral Fee Agreement
Complete SBA Loan Application
Proforma - Sales Projections
Business Debt Schedule
General Business & Project Information
Personal Financial Statement
Pre-Loan Approval For Use of Funds
Certificate of Corporate Secretary
SBA Borrower Application 7a
Needs List Form
Property Owner Prospects
ICS provides all Loan Advisors with a Team Property Radar account. This is a 3rd party service ICS pays for which enables you to lookup any property nationwide, including property details, transaction history, loan information, and property ownership details. -As a Commercial Loan Advisor, you will spend 70-80% of your time researching financing opportunities and building your client book of business using Property Radar. This service is $99/mo, we cover this cost for you.
Again, as a Commercial Loan Advisor, you will spend 70-80% of your time researching property owners to call, email, and direct mail. We will show you how to use Property Radar to uncover refinance opportunities. Since many properties are held in an LLC, will we show you how to research LLC ownership groups using the right tools and techniques to save you time and money. A single owner relationship could generate numerous refinance and purchase loans for years to come.
Referral Partner Contacts
ICS provides access to 1.5+ million realtors, residential loan officers, and bankers. You can download these contacts in excel format to use in your direct email and call marketing campaigns.
Cold Calling Using Technology
We are going to show you how to use advanced call technology to leave personal voicemails for hundreds or even thousands of prospects in a matter of minutes. This eliminates spending endless hours on the phone. Automated voicemails are very personal, not annoying, allowing prospects to call you back at their convenience. This is an amazing strategy to connect with prospects without spending all day cold calling.
Call, Email & Voicemail Scripts
We provide you with proven call, email, and voicemail scripts successful Senior Advisors use to connect with prospective property owners and referral partners. No need to guess what to say. We tell you exactly what to say, and how to approach prospective clients in a professional and effective manner. Templates are available in training and you can listen to live recordings from a Senior Partner.
Business Development - Your Target Market
As an ICS Commercial Loan Advisor you can originate and fund loans nationwide. However, we are going to help you develop your business in a target market of your choice, selecting 1-3 major cities to focus on to start. Your Senior Partner will work with you to develop a business plan to connect with thousands of property owners and referral partners in your target market. ICS will help you pull bulk lists of property owners and ensure you have every realtor and loan officer's contact info in the region.
Weekly 1-on-1 & Team Call
You can attend a weekly Team Call and/or 1-on-1 with your Senior Partner each week. While you have unlimited access to your Senior Partner and Support Team, the weekly 1-on-1 and Team Calls are great to learn about new strategies, deal structuring, marketing tactics, and stay PUMPED & FOCUSED! Team Calls are every Wednesday at 10am PST. You will be able to schedule 1-on-1's with your Senior Partner directly.
ICS Loan Dashboard
You will have access to your own Loan Dashboard at ICSLoans.com. When you enter or submit loans to ICS online, they are saved in your Loan Dashboard where you can update client information, add documents, and connect directly with our Lender Network when needed. When clients apply via your personal web-application link, those loans go directly into your secure Loan Dashboard and are only viewable by you and ICS management.
Personal Web-Application Link
You will get your own personal web-application link you can share with prospects and clients. When prospects enter ICSLoans.com using your link, they are tracked via cookies throughout every page on the site. When they inquire about financing or submit a loan request, it can only go to you. They cannot go around you. You can use your personal web-link to stay in touch with prospects and your growing client list to keep them up-to-date on loan programs and rates. Loan requests originated through your web-application link are emailed to you and go directly into your Loan Dashboard.
Professional ICS Email Account
If you decide to work under the ICS brand, we provide you with a professional ICS email account. You never want to email clients from a Gmail or personal account. It is unprofessional. We make sure you look professional and even set-up your email signature for you in your Microsoft Email Dashboard. You can use the web-based email platform or download Outlook onto your computer.
DocuSign Agreements Online
You will be able to send all documents to clients via DocuSign from your ICS Loan Dashboard. Funding Fee Agreements, Funding Pre-Approval Letters, and many other templates are fill-form online for easy delivery to your clients. You are notified instantly when a client executes a document.
You get unlimited access to our Lender Database, enabling you to connect with lenders directly when you have specific questions or to submit an electronic Loan Funding Package to them for review. ICS has over 200 conventional and private lenders and we add new lenders monthly that compete to fund our deals.
Commissions - How it Works
You get paid 50% of gross commission on your first 3 deals, then 70% on every deal thereafter. For example, if ICS funds a loan in the amount of $2,000,000 and we made 1.5 points (1.5%), the total gross commission is $30,000. At a 50% split, you earn $15,000. At a 70% split you earn $21,000.
Average Points/Fees Earned
ICS earns 1 to 2 points per deal, which is charged to the client and paid at closing. In some cases, ICS earns additional points paid to ICS by the lender. This is called yield spread premium, or rebate. Gross commission includes all points charged to the borrower and yield spread premium paid by the lender. Bridge lenders usually do not pay YSP. Some banks and wholesale lenders do pay YSP, which is always good. YSP is not disclosed to the client at closing, only points. You will always know exactly what points are being charged, as this is up to you, and your Senior Partner is there to ensure you keep deals competitive, and hopefully negotiate some YSP with the lender.
ICS pays commissions within 2 business days of funding, or within 2 business days of funds clearing the ICS corporate account. We pay fast!
COMMERCIAL LOAN ADVISOR AGREEMENT
Once you complete online training and pass the ICS Commercial Loan Advisor Certification Exam, you will receive your official Advisor Agreement via DocuSign as outlined below for your preliminary review.
TERMS & CONDITIONS:
IT IS AGREED by and between ICS Loans Inc., herein referred to as "ICS" or “ICSLoans.com” or “ICS Commercial Lending” and Commercial Loan Advisor, herein referred to as “Lending Partner" or “Commercial Loan Advisor” upon the commencement date of online acceptance and sign up by Lending Partner. This contract is considered fully executed once submitted and accepted online by Lending Partner and ICS Loans Inc., commencing for an initial term of six (6) months, renewing thereafter on month-to-month basis, as follows:
ICS ASSOCIATION: Lending Partners are not employees of ICS. Lending Partner in no way is an employee, entity partner, or subsidiary of ICS and works with ICS on an exclusive contract basis only. All commercial, multifamily, and/or investment property loans originated by Lending Partner or referred to Lending Partner by ICS during the term of this agreement must be closed directly through ICS or a lender procured through ICS brokerage services. In the event a loan is closed by Lending Partner through a 3rd party lender, not including ICS as the brokerage of record, Lending Partner will be responsible to pay ICS a fee of .5% of the loan amount closed within 2 business days of funding. Closing loans outside of ICS during this term of this agreement is prohibited.
CONTRACTOR STATUS: Lending Partner is an independent contractor for federal tax and all other purposes. ICS is not an employee of, or partner with Lending Partner. Lending Partner is not an employee of, or partner of ICS. This is an exclusive contract agreement between ICS and Lending Partner, and no other 3rd party not associated with this agreement.
LENDING PARTNER ADVERTISING: Lending Partner agrees not to utilize any advertising, signs, brochures, or other solicitation materials without ICS’s advance written approval thereof by ICS Loans.
PARTNER TAXES: Lending Partner is an independent contractor and shall be responsible to file and pay quarterly estimated, and/or annual federal income tax returns; and any other taxes required of an independent contractor.
LIABILITY: Lending Partner agrees to indemnify and hold ICS Loans harmless from any liability, including city, state or federal fines and damage suits incurred by Lending Partner, resulting from misuse of property and disclosure and other proprietary information in violation of ICS Loans terms and conditions.
OWNERSHIP – LOAN AGREEMENTS - DOCUMENTS: It is understood that all client agreements obtained or negotiated by Lending Partner are between Lending Partner and the borrower/loan client and ICS Loans. When submitted to ICS Loans, in accordance with ICS Loans terms and conditions and all state law and federal laws, the Funding Fee Agreement, Loan Applications and other supporting loan documents shall be in the name of and be the property of ICS Loans. Upon mutual execution of a Funding Fee Agreement between ICS and borrower (if applicable), the Loan Funding Fee Agreement is subject to ICS Loans processing, and an ICS Funding Fee as outlined within the Funding Fee Agreement and the terms and conditions of ICS Loans (if applicable). Earnest money, deposits, fees, and other money wholly or partially executed instruments or documents shall be immediately delivered to a 3rd party escrow company or law firm in accordance with state law and federal law. Lending Partner has no authority, express or implied, to represent anything to a purchaser, seller, borrower, or anyone else unless it is contained in the Funding Fee Agreement between the client and Lending Partner and there are no reasonable grounds for Lending Partner to suspect that it is otherwise; or unless Lending Partner is specifically authorized to make the representation.
DURATION & TERMINATION: This agreement shall start on the commencement date this contract is executed by Lending Partner for an initial term of six (6) months, renewing thereafter on a month-to-month basis. This Agreement may be terminated, at any time by ICS, or at any time by Lending Partner following the end of the initial 6-month term in writing. Lending Partner must provide 15 days written notice. In the event Lending Partner contemplates termination of this Agreement, Lending Partner will make every effort to close any pending transactions in which Lending Partner is interested. In the event that any such transaction does not close prior to termination of this Agreement and in ICS’s opinion is necessary or appropriate for ICS or others at ICS to attend to any matters concerning the transaction (including changes in financing; securing of occupancy agreements; removal of contingencies; and any other usual or unusual matters required to close the transaction closing) then ICS shall be authorized to deduct up to 50% of the Lending Partner’s share of the commission and pay the same to ICS Loans or other Lending Partners according to their participation in the matters necessary to close the transaction. Lending Partner agrees not to, in any way, induce or encourage a client to terminate a loan in processing following termination of this Agreement. This contract can be cancelled anytime by ICS at the sole discretion of ICS, which would terminate this agreement and any Lending Partner monthly obligations.
In the event project funding is provided by one or more Lenders brought forth by ICS during the term of this agreement, or within (180) days following expiration or termination of this agreement, Lending Partner will be paid in accordance with the commission schedule outlined within this agreement.
ARBITRATION: Any disputes between Lending Partner and ICS Loans, or between Lending Partner and other Loan Broker, arising from matters occurring, all or in part, prior to termination of this Agreement, shall be resolved by arbitration, rather than suit. Each of the parties shall, within five days of being requested to do so by the other, name one arbitrator. The two arbitrators shall within five days of their appointment, appoint a third arbitrator. The dispute shall be heard within thirty (30) days thereafter, in accordance with state statutes governing arbitration, and the decision of the arbitrators shall be final and binding upon the parties’ subject only to statutory review by the Superior Court.
FEES & COMMISSIONS: Lending Partner shall have claim to points and yield spread premium, (loan origination fees & lender paid YSP) on loans submitted to ICS and successfully funded through ICS Loans. Lending Partners are paid directly by ICS within 2 business days of escrow closing, and/or lender commission payment to ICS.
LENDING PARTER COMMISSION SPLIT SCHEDULE: As a Commercial Loan Advisor (Lending Partner), you handle all correspondence with the client, including loan program identification, document gathering, electronic loan packing online, lender loan submission, correspondence, and other general loan origination responsibilities. On the first three (3) closed loans with ICS, Commercial Loan Advisors are paid 50% of any loan origination points charged to the client, and 50% of any Yield Spread Premium paid to ICS by the lender. On all loans originated beyond the first three (3) closed loans with ICS, Commercial Loan Advisors are paid 70% of any loan origination points charged to the client, and 70% of any Yield Spread Premium paid to ICS by the lender. Lending Partner will have a Funding Fee Agreement with the client outlining all loan origination fees (points). YSP is not disclosed. For example, a total gross commission deal of $20,000 generated by Advisor would be split 50/50 within the first three loans closed by Advisor with ICS, then 70/30 (70% to Advisor) on all deals above and beyond the initial 3 closings.
MONTHLY/ANNUAL LOAN ORIGINATION QUOTA: Commercial Loan Advisors are expected to originate and fund an average of no less than $3,000,000 in total loan volume per month within 90 days of commencement of this agreement ($36MM/year). If Commercial Loan Advisor is unable to meet or exceed the ICS loan origination quota, at the sole discretion of ICS Management, ICS may terminate this agreement at any time.
ICS GENERATED CLIENTS REFERRED TO LOAN ADVISOR: Commercial Loan Advisors are paid their standard commission split on all loan clients referred to Advisor by ICS, less a 20% lead referral fee deducted from the total gross commission revenue before Advisor/ICS split calculations. For example, a total gross commission deal of $20,000 referred by ICS to Advisor would deduct (20%) $4,000 in referral fee to ICS, with a 50/50 or 70/30 split on the remaining $16,000. Client referrals do not include prospect lists, only warm client leads where a client has expressed direct interest in loan financing with ICS, or a client contact ICS has researched extensively on behalf of the Lending Partner, including name, phone, email, and specific properties owned.
MONTHLY LOAN PROCESSING, UNDERWRITING, TRAINING & SUPPORT FEE: Lending Partners pay a monthly Commercial Loan Processing, Underwriting, Training, & Support Fee of $139/month. This fee is billed monthly and is non-refundable. This fee includes ongoing training, support, tools, contact leads, access to the ICS lender database, forms, and mentorship. In any month Commercial Loan Advisor closes a loan through ICS, ICS reimburses the Commercial Loan Advisor for their previous monthly fee up to but no exceeding $139 per loan closing.
3RD PARTY REAL ESTATE OWNER DATABASE: It is highly recommended Commercial Loan Advisors have their own 3rd party real estate database service in order to research property owner contact information. ICS recommends, ProspectNow.com, www.Reonomy.com, or www.PropertyRadar.com to research properties and contact property owners. Commercial Loan Advisors can sign up for a ProspectNow account through the ICS training site and receive 3 county access at no additional cost, a discount ProspectNow provides exclusively to ICS Commercial Loan Advisors. ICS does not receive any compensation related to ProspectNow or other 3rd party providers. In any month Commercial Loan Advisor closes a loan through ICS, ICS reimburses the Commercial Loan Advisor for their previous month’s 3rd party real estate database service fee up to but no exceeding $125 per loan closing.
SLYDIAL BROADCAST 3RD VOICEMAIL BROADCASTING SERVICE: It is highly recommended Commercial Loan Advisors have a SlyBroadcast account to leave mass voicemails for property owners, realtors, bankers, and other referral partner contacts, or another 3rd party mass voicemail broadcast service. ICS does not receive any compensation related to SlyBroacast or other service providers. In any month Commercial Loan Advisor closes a loan through ICS, ICS reimburses the Commercial Loan Advisor for their previous month’s SlyBroadcast fees up to but no exceeding $125 per loan closing.