Recording on?

Welcome To The Week 6 Coaching Call

“Life-Pivot” Business Loan Brokering Mastermind Course

Our Greatest Weakness Lies In Giving Up The most certain way to succeed is always

To try just one more time.

Thomas Edison

FOLLOWING THE SUCCESS PATH

Modules 1,2, & 3

Modules 4

Module 5

Module 6

Module 8 Released This Past Week

Module 8 Growing Your Business - Intro (5:02)

(4 SubModules) Submodule 1 - Funding Expansion (12:57) Submodule 2 - Sales Expansion (9:51) Submodule 3 - The "SuperBroker" Business Model (10:45) Submodule 4 - Manufacturer's Programs (7:57)

Module 7 Released Last Week

Module 7  Documentation Intro (3:57)

(2 SubModules) Submodule 1 - Equipment Finance Deals Documentation (23:02) Submodule 2 - Commercial Real Estate Deal Documentation (9:11)

Module ReviewModule 6 Choosing and Matching A Funding Source To Your Transaction (8:50)

(5 SubModules) Submodule 1 - Equipment Finance Deals Intro (3:21)

(9 Sub-SubModules) SUBSubmodule 1 - Part 1 Resources You Can Use To Find Funding Sources (36:23) SUBSubmodule 2 - Part 2 Local and Regional Banks Leasing Departments… (5:47) SUBSubmodule 3 - Part 3 Information You Want to Know From A Funding Source (5:19) SUBSubmodule 4 - Part 4 How Do You Finally Decide On a Funding Source To Submit To? (3:54) SUBSubmodule 5 - Part 5 Who Do You Ask For? (4:44) SUBSubmodule 6 - Part 6 When Do You Contact Them? (4:11) SUBSubmodule 7 - Part 7 How Many Funding Sources Do You Shop The Deal To? (4:01) SUBSubmodule 8 - Part 8 What To Put Into Your Database About a Funding Source? (6:56) SUBSubmodule 9 - Part 9 An Interesting Business Model To Consider (4:02)

Submodule 2 - Commercial Real Estate Finance Deals Intro (2:09) (8 Sub-SubModules) SUBSubmodule 1 - Part 1 Finding Commercial Real Estate Finance Funding Sources (12:29) SUBSubmodule 2 - Part 2 What Do You Want To Look For In A Funding Source? (6:35) SUBSubmodule 3 - Part 3 Finally choosing a Commercial Real Estate Funding Source? (4:30) SUBSubmodule 4 - Part 4 Commercial Real Estate Loans and local/regional banks (3:42) SUBSubmodule 5 - Part 5 Who Do You Ask For at Commercial Real Estate Funding Source? (4:44) SUBSubmodule 6 - When To Contact A Com. Real Estate Funding Source/What Do You Say (4:41) SUBSubmodule 7 - Part 7 How many funding sources do you shop the deal to? (5:49) SUBSubmodule 8 - Part 8 Enter info into your database about a funding source? (6:48)

Submodule 3 - Funding Sources For Other Types of Products (3:25) SubModule 4 - How to Present A Deal and Using Dropbox (7:50) SubModule 5 - BizLoanConsultants Master Database File (8:18)

Funding Source Resources Guide - Build Your Funding Source Database“Use all your resources before giving up on a deal”

Local and

Regional Banks

BLC Funding Source

DB

Ask Other BLC Students

on FB

Funding Source

Conferences

Scotsman Guide

ELFA Funding

Source DB

NAELB Funding

Source DB

The Monitor Daily

Funding Source DB

LeasingNews.org Funding

Source DB

Other Brokers

In Your

Market

Previous Customers

Boefly and/or other

Fintech Companies

Google Searches

Other Training Course

C-Loans DB

Funding Source Resources

Equipment Finance: Local and Regional Banks The Monitor Daily ELFA NAELB LeasingNews.org (http://www.leasingnews.org/list_alpha_new.htm) Funding Source Conferences BLC Database Other Brokers BLC FB GroupPage Former Customers

Commercial Real Estate Finance: Local and Regional Banks Scotsman Guide C-Loans BLC Database Other Brokers BLC FB GroupPage Former Customers

Funding Source Conferences

https://annualconference.aacfb.org/home

https://www.naclb.org/

7-Touch Program Notes

• The genesis of the 7-touch program • A measurable process for reaching out to referral source prospects. • Templates provide a framework but need customized. • The common theme of your messages “We will help you sell more”, We will integrate financial solutions into your selling process.

• When you reach the 7th step if possible add an automated weekly, bi-weekly, or monthly message to your contact. Could be a industry proof source, a newsletter, or a “tombstone”.

• For prospects that you know are very strong, rinse and repeat.

• Associations you belong to together • Competitors you have done business with • Colleges that you attended together • Where you live • Any other common points of interest you have

Try to make a personal reference in your email or phone call if you can.

Questions From This Week

I would like to find out about how to get the personal and business credit of trucking company owners? I was visiting some Truck and Trailer sales persons and they have asked me this question, if I am going to have any arrangements or source of getting this information to see the creditworthiness of a company.Their concern is that if I do not know the credit (business and personal) of a trucking carrier then how am I going to know about which lender/bank to send this file to?

I would like to get your feedback on this part of packaging a deal.

Create a “Go to” Funding SourceEquifax - Joni Collins (Home Office Approval Required)

Questions From This Week

#1) The Scotsmans Guide website has changed since you created training module 7, so you may want to update the related sections.  It is designed for a more targeted search, and doesn't give results in a tablular overview as far as I can tell.  Not a big deal, but it wouldn't be possible to 'scrape' the data returned on a basic search in the same way it was previously and so the information as it is currently presented in the training is not as useful.  That is more of a comment, but it leads me to a question related to the various forms/structures that a CRE deal might take.  The search criteria on the website (dropdown) are:Will lenders understand these various structures and when each will be used, or will the lender determine this in underwriting - determining the structure they are willing to fund based on their appetite and the borrower's situation?

#2) RE Module 6.2.2 - What do you want to look for in a funding source? - The last bullet point is 'Reputation in broker community (protection from NDA).  What do you mean by 'protection from NDA'?  Can I, and have you, asked lenders to sign an NDA prior to showing them the deal?  It would be great if they would, but I wouldn't think they would.  My experience having gone after VC money in the past was that NDA's were a non-starter, but with commercial brokering it could be different. 

#3) I just want to verify that if I private label the paperwork for a deal, I am not assuming any additional risk, nor would I need to file as a creditor with the State.  It seems at though there would be no more risk, given that it is the lender that is filing the UCC. 

Questions From This Week#1031 Exchange• 1st Lien• 2nd Lien• 3rd Lien• Acquisition & Development• Blanket Loan, 2-4 Properties• Blanket Loan, 5-9 Properties• Blanket Loan, 10-24 Properties• Blanket Loan, 25-49 Properties• Blanket Loan, 50-99 Properties• Blanket Loan, 100+ Properties• Bridge Loan• CMBS• Cross-Collateralize• Fix & Flip• Joint Venture• Leasehold Mortgage• Mezzanine• Participation Loan• Private Money• Rehab & Hold• Second Mortgage Purchase Combo• Stand-Alone Second

Scotsman Guide

https://www.scotsmanguide.com/pages/niche-lenders

https://www.scotsmanguide.com/advertisers

Sometimes You Need To Start The Heavy Lifting

Get the housekeeping items out of the way

Start the heavy lifting!

Take imperfect action.

Get out of your comfort zone.

Do deals!

Housekeeping Items Week 6

Hubspot invites will be sent this week.

Next Week’s Coaching CallThursday 6 PM

Module 7 Documentation Intro (3:57)

(2 SubModules) Submodule 1 - Equipment Finance Deals Documentation (23:02) Submodule 2 - Commercial Real Estate Deal Documentation (9:11)

Bonus Module 3 How To Handle Success! (10:24)

Taxes!