Mortgage Stuff C-Loans Client Letter
Volume 7, Issue 1

Newsletter Date:  January 15, 2007

MORTGAGE STUFF ( Client Letter)

You are receiving this email because you are a client of either Blackburne & Brown or C-Loans, Inc. Today we'll help you avoid wasting time on impossible commercial deals.

Joke Du Jour

I watched an ant climb a blade of grass this morning. When he reached the top, his weight bent the blade down to the ground. Then, twisting his thorax with insectile precision, he grabbed ahold of the next blade. In this manner, he traveled across the lawn, covering as much distance vertically as he did horizontally, which both amused and delighted me. And then, all at once, I had what is sometimes called an "epiphany"; a moment of heightened awareness in which everything becomes crystal clear. Yes, hunched over that ant on my hands and knees, I suddenly knew what I had to do - quit drinking before noon.

Blackburne & Brown Pays Trails

A trailing commission is a commission that you receive every year that a deal stays on the books. Let's suppose you broker a commercial deal to some mortgage banker that pays backside points. If you bump the rate by 1%, you might earn an extra point or two.

But if you broker a commercial loan to Blackburne & Brown and bump the rate by 1%, we'll pay you a one point fee for every year that the loan stays outstanding. Our loans have a term of 15 years, so that's potentially a fee of 15 points. That's a $150,000 fee for just one measly loan of $1 million. In essence, you're earning servicing fees without the hassle of managing a servicing department. (Note: You get paid when the borrower pays, and if the deal pays off early, the trail ends.)

Steve Innis of Effective Home Loans just closed a $1.1 million commercial loan on an RV storage facility in Fontana with Blackburne & Brown, and he bumped the interest rate by one percent. He will now enjoy a trailing commission, in addition to his points, of $917 per month for potentially the next fifteen years.

Here is our pricing matrix. Please be sure to print it right now because we do not mail or fax this matrix out to brokers outside of California. Once you've printed it, just add one percent to the rate shown. If you have a deal, please email or call Ryan Jessen at 574-936-6387. Now you can finally build financial security! How would you like to receive $917 every month for the next 15 years?

Pregnancy Joke

A woman pregnant with her first child paid a visit to her obstetrician's office. After the exam, she shyly said, ''My husband wants me to ask you...,'' to which the doctor replies, ''I know, I know,'' placing a reassuring hand on her shoulder. ''I get asked that all the time. Marital intimacy is fine until late in the pregnancy.'' ''No, that's not it,'' the woman confessed. ''He wants to know if I can still mow the lawn.''

One More Reason to Use C-Loans

If you close a commercial loan using C-Loans, we'll give you a free copy of our $499 training course, "How to Broker Commercial Mortgage Loans." Come back to and submit a commercial loan to our list of 750 hungry commercial mortgage lenders.

Postal Law Joke

"President Bush is claiming that a new postal law gives him the authority to read anyone's letters without a warrant. If you're upset about the law, you can let Bush know by writing to your sister." -- Conan O'Brien

No Prepayment Penalty

Blackburne & Brown is making 15 year hard money loans with no prepayment penalty. All of the conduits and many of the banks modernly are using a defeasance prepayment penalty formula that is just awful. Our loans have absolutely no prepayment penalties, so they can be used as bridge loans OR permanent loans. Got a commercial mortgage deal? Call Ryan Jessen at 574-936-6387.

Doctor Joke

One day two children were trying to figure out what game to play together. One said, "Let's play doctor." "Good idea," said the other. "You operate, and I'll sue." '

Wasting Time on Impossible Deals

As a commercial mortgage banker, you only get paid if deals actually close. Here are some practical tips that will help you feed your family.

  1. International deals almost never close. In 30 years I have only known of one international commercial loan to ever close, and it was a lousy $3 million hard money loan on a piece of land in Mexico that was only 10% LTV. The loan was guaranteed by a number of professional ball players.
  2. The larger the loan, the harder the deal is to close. The closing ratio declines exponentially as the loan size grows. A $1 million commercial loan has a 30 times greater chance of closing than a $10 million loan. Mortgage bankers with less than five years of commercial experience should resist the temptation to work on commercial loans greater than $4 - $5 million.
  3. Large commercial loans only close when you don't need the money. If you have a terrific pipeline of small commercial loans in the range of $500,000 to $4 million, and you don't even need the commission on that $7 million deal to close in order to sock money away into savings this month, then, and only then, will that big loan close. But if you need the commission to eat, the Fates will take great delight in killing your big deal.
  4. Construction loans are ten times more difficult to close than permanent loans or bridge loans. Ninety-five percent of the construction loans that reach the desk of mortgage brokers are deals where the developer is contributing less than 20% of the total cost of project. If you do try to originate a commercial construction loan, be sure to ferret out the developer's cash contribution into the project first. I can almost guarantee you that the developer won't have enough skin in the game to ever close his commercial construction loan.
  5. Sure, large loans close. Sure, construction loans close. And I am sure that even a few international loans have actually closed. But if you have a family to feed, be smart. Play the percentages.

It's Time to Finally Learn Commercial Finance

Sure, you've hacked a few commercial loans; but did you really feel competent? Did your sales voice project expertise, experience and confidence? How many sales have you lost because you tripped over the terminology? For a lousy $499 you can finally learn this profession. C-Loans sells a wonderful nine-hour video course entitled, "How to Broker Commercial Loans". Possibly as many as 3% of all of the commercial mortgage bankers and commercial mortgage loan officers in the country have taken a version of this wildly popular course. Call Alicia Gandy at 916-338-3232.

IRS Joke

Did you ever notice that when you put the two words, "The" and "IRS", together that it spells "Theirs"?

Buy Borrower-Direct Commercial Leads for $1 - $9

Experienced commercial mortgage brokers can now buy commercial mortgage leads from C-Loans for a lousy $1 to $9 apiece, plus a closing fee of 37.5 basis points. You select the type of lead (permanent vs. bridge, etc.), the loan size, the property type, the state, the county and the credit. Click here for more details.

Thankful Joke

There's always a lot to be thankful for if you take some time to look for it. For example, I am sitting here right now thinking how nice it is that wrinkles don't hurt.

Earn $5,000 Referral Fees in Your Sleep

If you have a mortgage website, you can earn huge referral fees by merely putting a link to C-Loans on your site. We once paid Alan Dunn of Spydercube is referral fee of $21,250. Click here for details.

Middle Name Joke

The sole purpose of a child's middle name is so he can tell when he's really in trouble.

It's The Servicing, Silly

Blackburne & Brown now has $50 million in servicing with an annual servicing fee of almost 2%. (Do the math.) If you become a hard money lender yourself, you can service your investors' loans. C-Loans sells an invaluable four-hour video course entitled, "How to Find Private Mortgage Investors". $499. Call Alicia Gandy at 916-338-3232.

Extra Large Joke

Did you ever notice that the Roman numerals for forty (40) are "XL"?

Get Both Videos - Commercial Brokerage and Finding Private Investors

You can buy both video programs for $799. Call Alicia Gandy at (916) 338-3232.

Grocery Store Joke

My friend, the manager of a grocery store, nabbed a shoplifter in the act. He was escorting the suspect to the office in the front, near the cash registers, when the shoplifter broke from his grip and tried to run away. After a scuffle, my friend pinned him against the wall and looked up to see a number of surprised customers staring at him. "Everything's fine, folks," he reassured them. "This guy just tried to go through the express line with more than nine items."

Featured Links

Mortgage Stuff C-Loans Client LetterApply for a Commercial Loan
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Mortgage Stuff C-Loans Client LetterEarn Referral Fees in Your Sleep
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Learn to Broker $10MM Commercial Deals.

9-Hour Video Program Including Marketing, Underwriting, Packaging, Placement and Fee Collection.  Just $499.

For details, click here or call Alicia Gandy at 916-338-3232


Refer Loans to C-Loans By Hand and Earn Huge Referral Fees

Just input the email address of a borrower or broker and earn one-eighth of a point at closing!  That's $1,250 for a $1 million loan.  Click here.


Our Training Course Includes Over 60 Minutes on Fee Collection.  No One Has Collected From More Lying, Deadbeat Borrowers Than George.  You Can Order the Fee Agreement and Collection Training Separately for $199.

Call Alicia at (916) 338-3232 or email her at


Got a Mortgage Web Site?  Earn $5,000 Referral Fees in Your Sleep!

Just Click Here

Residential Mortgage Broker Training

Choose From a Dozen Online Courses

Click Here for a List of Helpful Online Courses

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Pick up lots of great commercial brokerage practice tips for free.

Click here and bookmark it.

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® is sponsored by C-Loans, Inc. — For more information, contact Alicia Gandy
4811 Chippendale Drive, Suite 101, Sacramento, CA 95841 telephone: (916) 338-3232 * Fax: (916) 338-2328
Real Estate Broker -- California Department of Real Estate -- License Number 01330173

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