PRODUCT KNOWLEDGE + MARKETING
Overview.
ICS provides Commercial Mortgage Broker Training Online for professionals approved to join ICS. Attain the knowledge and marketing resources you need to begin originating commercial, multifamily, and investment property loans nationwide. Training provides unlimited access to the ICS Funding Platform, including rates sheets, loan programs, forms, marketing materials, weekly webinars, training videos, and much more. When approved, once you’ve completed online training and pass the ICS Commercial Loan Advisor Certification Exam, you can begin working with ICS as an ICS Commercial Loan Advisor,
Guidance.
Our Jump Start Training Program shows you exactly what to do daily to succeed in this highly lucrative and competitive business. It is straight to the point, easy to follow, and shows you how to successfully originate, structure, and close deals consistently. Our training focuses on developing your own business plan and book of business in your target geographical market, including origination goals, and having a specific plan to achieve those goals. Our Commercial Mortgage Loan Advisor Training Program Online guides you in working your plan using basic disciplines, consistency, the right tools and resources, and efficient time management. Our Jump Start Mortgage Broker Training Program includes an internal Commercial Loan Advisor Certification Exam, weekly "hands-on" assignments, training videos, and much more.
Hands-On Approach.
The best way to learn is to employ a hands-on approach, and simply do the work Commercial Loan Advisors do every day. You’ll be learning while simultaneously building your book of business in your target market, and hopefully, originate 1 or 2 loans over the next several weeks. The best way to learn how to originate, package, and fund loans is to do the work it takes to do just that.
Keep it Simple – It’s Who You Know.
Our Advisors focus on building a Property Owner and Referral Partner contact database in their target market. All you need to be extremely successful marketing to your growing list of prospects is a professional email, a phone, a web application page, and loan program marketing materials. Don’t take short-cuts. Don’t waste your time building websites, try to find a magical lead source, or recreate the wheel. You will focus on becoming a true Commercial Lending Expert in your target market, know what rates are doing, learn your loan programs, research properties and referral partners daily, and you’ll learn more in a few weeks than you ever thought possible, by simply doing the work.
Training Videos
Access dozens of helpful videos available in your online training dashboard. Training videos cover loan programs, loan structuring, marketing strategies, how to use important tools and resources, and much more.
Training in Detail
LEARN TO FIND HOT LEADS
The key to being a successful Commercial Mortgage Broker is finding HOT LEADS daily. We are going to show you exactly how to do this. It's not hard, just takes a little time and effort. In a few simple steps, you can provide yourself hundreds of leads to work on in a matter of minutes. These are targeted prospects you know are either purchasing or refinancing commercial or investment real estate and need financing NOW.
How to Submit Loans Online
Learn how to properly submit a commercial mortgage loan online to ICS. This is a critical component for expedited loan review.
Commercial Lending Basics
You'll learn the basics of commercial mortgage lending, including types of lenders, loan program overview, and much more.
Profit & Loss / Operating Statement
The property Profit & Loss is one of the most important documents you will request from borrowers and property owners when evaluating the current and future income of an income producing commercial, multifamily, or 1 to 4 unit investment property.
Rent Roll
Along with the Profit & Loss, the property rent roll is one of the most important documents you will request from borrowers and property owners when evaluating the current rents and tenants.
Net Operating Income & Debt Service Coverage Ratios
Learn how to calculate Net Operating Income to determine debt service coverage ratios.
Real Estate Proforma
Construction projects and value-add properties will include a real estate proforma, projecting the future gross and net operating income.
Cap Rates
Understand how cap rates are used to price commercial, multifamily, and investment properties, and how they vary by property type and geographical location.
NNN, Gross & Full-Service Leases
The type of lease affects the net operating income of a property. You will learn the difference between NNN, NN, Gross, and Full-Service leases.
Appraisal
Appraisal are by far the most important piece of the underwriting process, as they property value affects loan-to-value, the most critical factor when determine what loan product to propose and lender.
Prepayment Penalties
Understand how prepayment penalties work and the difference between step-down prepayment penalties and yield maintenance.
Terminology
You'll learn every term used in the commercial lending industry, and how to use them.
COMMERCIAL LENDING FORMS
Commercial Loan Application in Detail
The Commercial Loan Application provides a broad overview of the loan, including property and borrower income, assets owned, and credit.
Short Loan Application
The short loan application is used when taking a quick application online or by phone. It covers the basics you need to identify the right loan program and lender for a loan.
Loan Processing & Underwriting Checklist
Different types of loans required different property and borrower documents. You'll learn what documents to ask for based upon the type of loan you are working on.
MARKETING & ORIGINATION
Mass Calling with Voicemails
Learn what 3rd party services are best to use to contact hundreds or even thousands of prospective in minutes using automated voicemail broadcasts.
Marketing Scripts
We provide the scripts you need, used by Senior Advisors when making live calls, leaving voicemails, and answering lead call-backs.
The Loan Advisor 30-Second Sales Pitch
How's your pitch? Is it short, direct, and polished? We provide a great 30-second pitch that tells owners and referral partners what you do, in a professional manner, in less than 30-seconds.
WORKING WITH PROPERTY OWNERS
Using our 3rd Party Prospect Database Service
You'll have unlimited access to our prospect database service Property Radar. Learn how to find potential refinance opportunities, buyers, and research properties, including loan balances, origination dates, and property owner contact information.
Property Owner Email Script
Short and sweet email scripts designed to originate return emails and callbacks from owners.
Property Owner Automated Voicemail Broadcasts
Learn how to use the right voicemail broadcast tools, how to gather numbers, and load the right voice greeting.
WORKING WITH REFERRAL PARTNERS
You will learn how to connect with your own Referral Partners that will send you business. We tell you how, what to say, including call scripts, email scripts, and voicemail scripts.
CORE LOAN PROGRAMS
You will become an expert when it comes to the Core Loan Programs 99% of all commercial and investment property financing transactions fall into. As Commercial Mortgage Broker, 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 most competitive lender for the assignment.
Conforming Bank & Agency Loans
Conforming 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-Conforming) Fixed-Rate Loans
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
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
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.
Construction Loans
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
SBA loans are used 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.
Researching Owners
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.
Cold Calling Using Technology
We are going to show you how to use advanced 3rd Party 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.
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 and add documents. When clients apply via your personal web-application link, those loans go directly into your secure Loan Dashboard and are only viewable by you.
Personal Web-Application Link
You will get your own personal White Label web-application link you can share with prospects and clients. You can use this link to share via email or link to your website. When your prospective client submits a loan request, it can only go to you. Loan requests originated through your web-application link are emailed to you and go directly into your Loan Dashboard to begin working on.
UNCOVER LEADS WITH PROPERTY RADAR
You will have full access to a Property Radar account. This enables you to research any commercial, multifamily, or residential property nationwide. You can research properties by state, city, county, property type, loan size, for sale listings, and find valuable property owner contact information. Property Radar is a 3rd party service which costs $120/month when signing up with them direct. With ICS, it is included.
DEDICATED ICS SENIOR ADVISOR
You won't be on your own wondering what to do. Once you pass the ICS Commercial Loan Advisor Exam (recommended within 1-week of sign-up), you will be teamed with a Dedicated Senior Advisor at ICS who will guide you through the loan origination process, including researching property owners, marketing via phone and email, and packaging loans for review and underwriting. Upon signing up for training, you will complete an initial onboarding call with your dedicated Senior Advisor to make sure you get started off on the right foot.