Mosley - Commercial Mortgage Broker - Loan Advisor - Commercial Loan Officer Jump Start Training Guide: 500+ Page, Step-by-Step guide to originating, processing, ... loans. (Commercial Loan Origination Book 1)

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JUMP START TRAINING

ICS certification

WELCOME TO ICSLoans

Welcome to the ICS Commercial Loan Advisor Jump Start Marketing & Training Program . This program shows you EXACTLY how to originate, structure, package and fund commercial, multifamily, investment property, and business loans through ICSLoans. Keep it Simple . Follow the program, be patient, be consistent, and you will be successful. This program is straight to the point. We are going to show you exactly how to connect with realtors, bankers, and borrowers, and make them clients for life. This is a numbers game. Thats all it is. We are going to help you educate yourself in commercial lending, learn the Core Loan Programs most commonly used, set-up your business, create and launch a marketing plan, and stick to it. You should be able to get through this training manual in 8-10 hours the first time through. Once you pass the ICS Commercial Loan Advisor Certification Exam, you have the option to apply to work alongside a Senior Commercial Loan Advisor at ICS Lending, or work independently on your own.

Lets do it!

TABLE OF CONTENTS

SECTION

Welcome to ICSLoans

The Value of Exclusive Representation

How ICSLoans Lists & Funds Loans

Setting Up Your Business

Goals Setting Breaking Down the Numbers

Your Business Development Region & Client Hot List

Your Marketing Plan

ICS Loan Programs

Commercial Lending Basics

Terminology

Exam

Launch Marketing Campaign

SECTION 1: Welcome to ICSLoans

You have decided to work with a rapidly growing company that is changing the way commercial, multifamily, investment property, and business loans are funded. ICS hires Commercial Loan Advisors on an exclusive basis and works with Independent Brokers. We look forward to working with you.

ICSLoans Marketplace

ICS originates loans, which are priced and listed on the open marketing for approved lenders to fund. Just like real estate is listed for sale by a realtor via a multiple listing service, ICS prices loans, including rate and terms, then lists loans through our own commercial lending marketplace for lenders to review and fund. Lenders compete for our loans, saving our clients time and money.

OUR MISSION

At ICSLoans, our commitment is to help borrowers and commercial loan advisors attain the most competitive rates and terms on commercial, multifamily, investment property, and business loans, in the shortest amount of time possible.

The Power of the ICSLoans Marketplace

ICS presents priced loans to thousands of approved lenders simultaneously through the ICSLoans Marketplace. This brings more legitimate offers to the table for our clients.

3,000+ Lenders

Borrowers have 3 basic interests when it comes to financing.

1. They need the lender to perform and fund the deal.

1. They need the loan to fund on time, in the shortest amount of time.

1. They need the lowest rate possible, with the best terms possible.

ICS GETS IT DONE

SECTION 2

The Value of Exclusive Representation

ICSLoans pioneered the use of exclusive loan listings for commercial, multifamily, investment property, and business loans through our proprietary online commercial lending marketplace. The "Value of Exclusive Representation is the foundation of our business, and what makes ICSLoans different than any other commercial lending company. Exclusive loan listings enable us to market loan requests to thousands of lenders, protect our commercial loan advisors, and ensure loan origination fees are paid by the client at escrow closing. ICS markets and lists loans for 3,000+ lenders to review. Exclusive representation allows you and ICSLoans to do the loan shopping for the client on an exclusive basis.

Exclusive Representation

Exclusive representation enables clients to attain the best rates and terms in the shortest amount of time.

- Exclusive Loan Listings generate more lender offers.

- ICSLoans mass markets loan listings to the largest network of institutional and private lenders and investors in the country through our own online commercial lending marketplace.

- Exclusive representation protects all parties.

Borrowers Should Always Choose Exclusive Representation with ICS

A huge mistake: Borrowers will try to attain financing themselves, or through hack loan brokers who have no training or resources and are willing to work with them on an open, non-exclusive basis. If they choose to attain financing themselves, they are limited to a small pool of lenders, they handle their own negotiations, inquiries, legal issues, and will repeat the application process repeatedly with each interested lender, which can kill deals. If they choose to work with a loan broker on a non-exclusive, open basis, they are relying on a rookie loan broker whose skills and lender resources are unproven and unverified. Without a commitment from the borrower, the loan broker has little incentive to invest their efforts.

Why some clients will not choose to exclusively list their loan through ICS, and why this is a poor choice

They believe that listing their loan through ICSLoans will attract too many lenders, and they will receive loan offers that are not legitimate.

- The exact opposite is true. ICS works only with approved lenders that have been screen, verified, and have the ability to fund loans.

They believe listing loans through the ICSLoans Marketplace and verbal promises from loan brokers makes listing exclusively unnecessary.

- A larger pool of lenders will bring more offers, ensuring the client attains the lowest rate and best terms possible. If the property has not been bid on, they will not know if they are attaining the best deal possible.

They are not entirely committed to attaining financing, or they do not really need financing.

- If a client is not serious, they will not agree to list their loan exclusively, and likely will not provide all the documents and financials necessary to properly list the loan for lender review. This wastes time.

They believe they will save money and not have to pay a loan advisor commission if they attain financing themselves.

- Professional and exclusive representation through ICSLoans exposes the loan request to a larger market of lenders, bringing more offers and lower rates and fees, which far exceeds the loan origination fee charged by ICSLoans.

They had a bad experience with a loan broker before from another company.

- ICSLoans only works with trained loan advisors who know what they are doing. If you work with ICSLoans, clients will know you are a professional.

How Exclusive Representation Works

1. The client agrees to work exclusively with you and ICSLoans, and to list the loan exclusively for funding through the ICSLoans Marketplace.

1. ICSLoans commits our technology, resources, and time process, underwrite, and aggressively market the loan funding package to lenders through the ICSLoans Marketplace, and to faithfully represent the clients best interests.

Why Exclusive Representation?

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