COMMERCIAL MORTGAGE BROKER TRAINING
Earn While You Learn
Originate. Structure. Package & Place.
ICS provides Commercial Mortgage Training for new and experienced Independent Commercial Mortgage Loan Brokers. Attain the knowledge you need to originate, structure, package, and place commercial and investment property loans with competitive lenders. All training materials are available online. ICS also provides live training weekly via Zoom.
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 guaranteed 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 to packaging a loan appropriately for lender 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.
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
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.
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 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.
Understand how prepayment penalties work and the difference between step-down prepayment penalties and yield maintenance.
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.
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
Intro to Referral Partner Prospects
Referral Partner Email Script
Referral Partner Voicemail Scrips
Mass Calling with Automated Voicemails
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, or you source the capital yourself through our lender network.
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 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.
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. Forms are available in PDF and Word format.
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
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.
Each week we hold a live training webinar via Zoom covering loan products, origination tools, and deal structuring. Webinars are 40 to 60-minute each Wednesday at 11am PST.
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
When you sign up with ICS, you get full access to our shared group 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 $99/month when signing up with them direct. With ICS, it is included for free.
CLA Certification Exam
Once you have thoroughly gone through all training materials online you will pass our Internal Commercial Loan Advisor Certification exam. This is available but not required for Independent Brokers, and a mandatory requirement for those working directly with ICS as an ICS Commercial Loan Advisor.
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