The Practice of Commercial
How to Fix Your Commercial Mortgage Practice
If You're Just Not Making Any Money
I guarantee that I will DOUBLE your income as a commercial mortgage broker within one year; otherwise, I will refund 100% of the cost of this training program. It's a no-lose proposition.
If you're like most commercial mortgage brokers, you're still struggling. You see the potential money in commercial mortgage brokerage; but you never seem to be able to close enough commercial loans to break out. You seem to attract bad luck like a porch light attracts moths. What are you doing wrong? The truth is that you are doing a lot of things wrong, probably at least sixty-seven different things. The good news is that I can fix you.
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How can I double your income? The answer is not one, single, mind-blowing fix. Instead, I am going to improve sixty-seven different aspects of your business. Each of these sixty-seven different fixes will only make you 2% to 5% more successful as a commercial mortgage broker - but collectively these fixes will change your life.
STOP! The truth should resonate when you hear it. Does it sound reasonable that a 33-year veteran (owner of the same company that he founded in 1980) could make you at least 2% more effective at marketing for commercial loans? Could this attorney help you to become 5% more effective at collecting your full loan brokerage fee? Could his suggestions help you to reduce the cost of running your mortgage office by 3%. If your answer is yes, imagine the compounding effect on your business of sixty-seven different fixes, even if each only increases your success by 3%.
Verbal proof story: This is how our commercial mortgage portal, C-Loans.com, finally became a smash hit. When we first opened the site fifteen years ago, we closed very few deals; but every month we made a little change here and a little improvement there. After about five years (you personally won't have to wait more than a few months), these combined fixes to C-Loans really added up. We have now closed more than 1,000 commercial loans totaling over $1 billion - all because of a 3% fix here and a 2% improvement there.
Okay, let's get more specific. First, I am going to make you far more effective at instantly spotting deals that are a complete waste of your time. I explain exactly why certain loans will never close. After this section of training, you may look at your pipeline and say, "Darn, I have 15 loans in process, and not one of them is ever going to close."
Next I'll cover what a perfect commercial lead looks like. You'll be surprised ... but you'll agree. I am also going to fix how you market for commercial loans. Most brokers use techniques that are almost a complete waste of time. My techniques do not include calling on real estate offices.
As a broker, your most valuable asset is your time. A great many commercial mortgage brokers waste their precious time chasing goofy loans that will never close. Instead, you should be doing X. In fact, you should be devoting 60% of all of your working hours to doing X. So what is X? Prepare to be surprised.
You'll also appreciate my battle-tested tips on how to convince borrowers to send you their packages. Right now you may be saying stupid things on the phone that makes selling far harder than it has to be.
Included are several lessons on loan packaging, and you will learn that I have reduced loan packaging to a science. You won't need any fancy software. You don't need to prepare any big, expensive packages. This is the digital age. Loan packaging shouldn't take you more than 25 minutes.
Placing a commercial loan is easy if you select your lenders scientifically. I am not talking about using C-Loans here, and I am not talking about calling 30 to 50 commercial lenders on every deal. It's about approaching the right lender in just the right way to put him in the mood to fund your deal. It's about the little things that the old pro's do that allows them - the top 20% of all commercial mortgage brokers - to make 80% of the dough.
When the lender is a perfect fit for your deal, you'll be amazed how easy this business can be. (Please read this last sentence again.)
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Included in this course is the most important lesson in all of commercial mortgage finance. I once wrote a blog article about how, in this imaginary story, I got hit by car. As I was bleeding out on the pavement, next to my precious sons, after I had told them how much I loved them, with my last gasp I said, "And remember, sons, the most important lesson in all of commercial mortgage finance is ..." You'll learn this oh-so-important lesson. If there is a single ah-hah moment in this entire course, this is it. This one lesson alone is worth the entire cost of the program.
Let's talk about fee collection. Verbal proof story: This week (4/24/13) we collected a $36,000 fee from a borrower who had cancelled a $975,000 refinance on us. We paid zero dollars to any attorney, and we did not even have to go to court or arbitration. We kept the entire $36,000 for ourselves. I don't cover as much material as I cover in my Fee Collection Course, but I do hit the highlights.
This 5-hour, audio CD course is designed to be listened to in your car stereo as you are sitting in traffic. This is not a basic course about about financial ratios and commercial loan underwriting. (For that, please see my course, How to Broker Commercial Mortgage Loans.) This is a course for commercial mortgage veterans who are tired of not making enough money.
If you listen to this course several times, I am confident that I can double your income. In fact, I am so sure of this that I am hereby giving you a one year, 100% money-back, satisfaction guarantee. I have never guaranteed a product before in my 33 years in the commercial mortgage business, but this brand new training course is my masterpiece.
"Okay, George, I admit I'm intrigued. People say that you, George, make more money working fewer hours than anyone in this business. How much does this course cost?"
Answer: The cost of turning your entire commercial mortgage business around is just $199. This is my promise: If you listen to this 5-hour audio program several times (in my dreams, as a coach, I would love for you to listen to it five to six times), I promise I will fix your commercial mortgage practice.
With my 100% money-back guarantee, there is no way you can lose. You'll either double your income, or you'll enjoy some excellent training for free. The only way to lose is to believe that you already know it all. In real life, none of us knows it all. Even after 33 years, I constantly learn new things about commercial real estate finance, and I share what I learn daily in my blog.
You brought in, what, $105,000 in fees last year? Imagine your life if you brought in $210,000 in fees over the next 12 months. Could it really happen? Yes! All it is going to take is a series of singles and doubles on each of my sixty-seven lessons. The common sense of this approach should resonate with you. The only way this costs you money is to believe that you already know it all and to fail to order the course.
Questions? Please call Mick Carlson at 574-855-6292.