Independent Commercial Loan Broker Training














ICS provides Commercial Mortgage Training online for ICS Advisors invited to join our company, as well as new Independent Loan Brokers. Attain the knowledge you need to originate loans professionally and get them funded. Independent Brokers may sign-up for our online training program, with full access to the ICS Funding Platform tools and resources.

Our Jump Start Training Guide 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 is what top producers use to successfully originate, structure, and close deals consistently. Our training guide focuses on goal setting, having a specific plan to achieve those goals, and working the plan using basic disciplines, consistency, and efficient time management.

Weekly Training Videos

Each week we load new training videos to the ICS Training Loan Dashboard. Login at your convenience to view helpful recorded videos to jump start your loan origination efforts.

Online Training Tools & Resources


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 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

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 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.


You'll learn every term used in the commercial lending industry, and how to use them.


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.


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.


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.


Intro to Referral Partner Prospects

Referral Partner Email Script

Referral Partner Voicemail Scrips

Mass Calling with Automated Voicemails


in Detail

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 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.

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

SBA Documents

Complete SBA Loan Application

Proforma - Sales Projections

Business Debt Schedule

Business History

General Business & Project Information

Manager-Owner Profile

Personal Financial Statement

Pre-Loan Approval For Use of Funds

Certificate of Corporate Secretary

SBA Borrower Application 7a

Needs List Form

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 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.


If approved to join 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.