ICS POWER BROKER PROGRAM

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1 ICS POWER BROKER PROGRAM Commercial Mortgage Sales & Marketing 6 Months to Success 1 P a g e

2 The ICS Power Broker Program Over the next 6 Months (180 days), you are going to follow a very simple business plan focusing on research, marketing, and solution selling strategies. The ICS Power Broker Program shows you exactly how to research and find referral partner prospects and borrowers that need financing. Matched with the CMLS Commercial Mortgage Training Program, the ICS Power Broker Program will have your commercial mortgage business up and running in less than a week. You can work days per week, 7 days per week, or 24 hours per day, it s completely up to you. The goal is to make $20,000 in the next 12 months, or more. You will do it following this program. Research, Marketing & Sales Techniques SECTION 1: RESEARCHING referral partner and borrower contact information. Without a prospect list including contact names, s, and phone numbers, you have no prospects to market to. ICS provides thousands of contacts and the tools and resources you need to research and develop your own prospect list. Referral Partner Types a. Real Estate Brokers b. Financial Planners c. Bankers d. Residential Mortgage Brokers Build RELATIONSHIPS with Property Owners, Referral Partners and Business Owners EVERY SINGLE DAY SECTION 2: MARKETING is the name of the game. Contacting referral partners and borrowers via is the key to your success. ICS provides the scripts and systems to make marketing to your prospect list easy. marketing helps you build your Weekly Rate Update distribution list that will automatically do all the marketing for you once the contacts are in the system. SECTION 3: MASTER YOUR SKILLS BECOME THE MASTER OF YOUR TRADE. You must be an expert when it comes to the loan programs you offer. You must understand what your client needs are and how to provide the financing solution. 2 P a g e

3 We Are Here For You Cassie Brock Broker Support Manager Ext. 900 Cassie is your Broker Support Manager at ICS and can assist you with just about anything you need when it comes to training, website access, support, admin, etc. Always Cassie first for help. Then give her a call. Bryson Callaway Regional Sale Manager Senior Vice President bryson@icsloans.com Bryson is our Regional Sales Manager at ICS and oversees all Brokers. Bryson is available for loan questions, marketing, and origination related matters. His job is to help you market your services, originate deals, and get loans submitted to processing. Rod Swinford Senior Loan Processing Manager Senior Vice President rod@icsloans.com Rod is our Senior Loan Processor at ICS. He is available to you once a loan has been submitted to processing or a loan is ready to submit. Technical Training, Terms, Loan Program Details and other important mortgage training information is available via the link below cmlsmember.com/pages/training 3 P a g e

4 RELATIONSHIPS MATTER IN REAL ESTATE & FINANCE You are not selling anything. You are not trying to one-call close borrowers and referral partners over the phone or in 1 or 2 s. You are providing information, tools, and resources commercial real estate owners and referral partners need and will appreciate. You are trying to build solid relationships with people who will trust you, and look to you for the information, tools, and resources they need to make them more money, or save them money. PROVIDING USEFUL INFORMATION IS THE KEY As a Commercial Mortgage Broker your daily objective is to find people who need commercial real estate financing. You will do this by contacting referral partners and borrowers directly via , phone, and networking in your community. Don t worry, while touching base with prospects on the phone can be very personal and beneficial, Cold Calling is not required to make a ton of money in Commercial Mortgage. Borrowers and Referral partners will work with you if they feel you are knowledgeable and can offer competitive rates and terms. This program shows you exactly how to connect with referral partners and borrowers in a relationship building manner. As a Commercial Mortgage Broker with ICS, the best way to connect with referral partners and borrowers is to send them useful loan program information and interest rate updates on a weekly basis, EVERY WEEK, via . This program is centered around the ICS Weekly Rate Update system and how to use the system to gain & build relationships with clients. When a borrower and/or referral partner receives useful rate updates from you weekly, when they finally need financing or need financing for one of their clients, they will hopefully think of you. Remember, you are building RELATIONSHIPS with people who are trusting you with millions of dollars and looking to you for information. Be a PROFESSIONAL. 4 P a g e

5 Section 1 RESEARCH! RESEARCH! RESEARCH! In your first 6 months as a Commercial Mortgage Broker you are going to spend 90% of your time building and connecting with your contact database through . In 90 days, you are going to feel like your head is going to explode because you have researched so many property owners, sent so many s, and compiled so many realtor and referral partner contacts into your CMLS Contact Lead Center and 36 Outlook Distribution list. Don t worry about it. In 6 months you should have over 9,000 contacts including s and phone, which will make you over 20k per year. Your business will be set-up at that point. You ll be adding to your Contact Lead Center for life, but the first 6 months is the most critical period to get your prospect list in place and your business up and running. Research Takes Time & Effort Researching referral partners and property owners is the most important thing you can do. Without a list of prospective referral partners and borrowers, you have absolutely nothing to work with. ICS provides you with all the tools you need to research and contact prospects, you just need to get the work done. Make sure you research new referral partners and borrowers every single day, or dedicate an entire day or two to researching prospects. 7-0 Contacts Added Per Day to your Contact Lead Center 37 Per Week 9,000 in Six Months (Includes realtor contacts already in the Contact Lead Center) If you build this database to 9,000 including s and phone numbers, it will be worth thousands of dollars given it will produce hundreds of thousands of dollars per year. You will have a valuable business to work with. P a g e

6 Research Tools You Will Use Daily Researching Property Owners in DataTree Borrowers can be found and researched via the CMLSmember.com Property Detail DataTree Tool. You ll need to research buildings, find the borrower, and then find their using a tool like spokeo.com. DataTree Reports > You will need your CMLS Login & Password and your DataTree username and password Looking Up Corporation Members/Owners If the borrower is an entity, such as an LLC or partnership, you can look-up the LLC member names via your state s secretary of state corporation lookup or the Corporation Lookup Tool at Researching and Contacting Referral Partners Realtors are available in the CMLS Contact Lead System (1.4M+) Most s are provided as well as phone numbers. Contact Lead Center > You will need your CMLS Login & Password Researching addresses and phone numbers by name, social media, etc. Spokeo (about $/mo for 0 researched profiles) 6 P a g e

7 DAILY RESEARCH TO-DO-LIST 1) Commercial Real Estate Listing Brokers Research - Commercial Real Estate Brokers who have active listings and add to your Contact Lead Center. They may already be in the database. 2) New Referral Partners Research - new referral partners per day and add them to your Contact Lead Center 3) ** Property Owners / Borrowers per day The most important thing you can do is research - property owner contacts per day and get them added to your Contact Lead Center. Do the research, or pay somebody to do it for you. PERIOD. 7 P a g e

8 CMLS Contact Lead Center The CMLS Contact Lead Center is where you can access over 1.4M realtors and begin building your Book of Business. ICS provides unlimited access to our nationwide realtor database, including realtor names, offices, s, and phone numbers. All you have to do is begin contacting them via . It s all set-up for you to Plug-In and Play. Adding Contacts Daily You will be adding your own referral partners and prospective borrowers to the Contact Lead Center CRM daily, which only you will be able to view and have exclusive access to. You should be adding 7 contacts per day, most of which are already in the contact lead system, you just need to Claim them after ing or calling them. You will be able to add other referral partners and borrowers quickly and easily. Contact Lead Center > You will need your CMLS Login & Password 8 P a g e

9 Section 2 MARKETING Send s Per Day, or more, in just a few hours! The Weekly Rate Update You are going to be sending very useful information to prospective referral partners and borrowers via your Weekly Rate Update . This information will have them calling you at some point, which is what you want. You don t have the time or patience to call prospects per day, but you do have the time to research prospects and contact them via in 1/8 the time it takes to call the same number of people. The Weekly Rate Update Includes: Prime & Libor interest rates Market interest rate updates across all property types Loan Program Options & Guidelines The link you send goes to icsloans.com/weeklyrates auto-populating your contact information throughout the entire website 9 P a g e

10 How it Works Weekly Rate Update Webpage at ICS When you realtors, referral partners, and borrowers, your goal is to drive them to your webpage at ICSloans.com. In each template you send through the Contact Lead Center there is a special link that connects you with that prospect entering the site. Your name and contact information displays when they reach icsloans.com rate webpage. Should they apply for a loan, it autoroutes to you. In addition, when you Claim any contact through the CMLS Contact Lead Center, that contact lead is automatically registered under your name. As long as you are an active ICS Commercial Broker and CMLS Member, any contact you claim in the system is exclusive to you. Useful Information at Prospective referral partners and borrowers are able to view market rates, loans programs, and guidelines. Rates are updated every Monday morning. Check it out at P a g e

11 Getting Started in Minutes ing Realtors You can start ing realtors immediately from the CMLS Contact Lead Center. There are over 1.4 million realtors in the database, including names, s, and phone numbers, and you will add your own as well to the CRM. The Intro Weekly Rate Update you will be sending to new realtors for the first time is a template, so you can click and send hundreds of s in a few hours without typing a word. When you a realtor, you then Claim the realtor under your name and mark the realtor lead as contacted in the CMLS Contact Lead Center. This way, the realtor is your exclusive contact for the life of your relationship with ICS and other ICS Commercial Mortgage Brokers will not contact them. You will be able to go back and search contacted realtors the next day to send a nice followup . View Videos at 11 P a g e

12 Distribution Lists For Bulk Marketing Manage Your Marketing Campaigns in less than 3 Minutes Per Day Adding Contacts to Your Weekly Rate Distribution List Once you have sent out the first Intro Rate Update to a contact, you will want to add them to your Weekly Rate Update Distribution list in Outlook. This way, every Monday, you will be able to all your contacts added to the list at once. Setting Up Your Distribution List Go to 36 Outlook and create a new distribution list called Weekly Rate Update. After you send the Intro Rate Update , you will be able to add the contacts in Outlook to your Weekly Rate Update distribution list so each week you can send one on Monday to hundreds or even thousands of your referral partners and borrowers. Helpful Videos Creating a Distribution List in Outlook 12 P a g e

13 Connecting With Property Owners It s funny, the biggest paychecks typically come from whatever took the most time and effort. This holds true in the Commercial Mortgage Loan Origination business. Networking with realtors and referral partners is critical to your success in the business, but let s be honest, that s easy. Connecting with property owners directly is the key to being successful, but it take more time, effort, and research. We are going to show you exactly what to do. Owners Are Always Refinancing & Purchasing Owners are always refinancing and purchasing buildings. You need to connect with owners to show them what you have to offer. The best way to identify properties is to simply pick-out - properties per day and then through DataTree via the CMLS research them. Commercial and multifamily properties with conforming loans usually are on 3,, 7 and year loans, so owners are usually willing to look at financing options before their loan begins to adjust or becomes due. Hard money loans are usually on 1 2 year loans and are always due in full at the end of the 1 or 2 year term. Access DataTree through the CMLSmember.com site to look-up buildings. The fact is, it doesn t matter what is really happening with the specific property. You are trying to get to know the owner, who likely owns other properties and is always refinancing or purchasing real estate. You are trying to get them on your Weekly Rate Update so you can provide them financing at some point in the future. You are trying to get to know them. Keep it simple. 1) Find properties per day in your area. Drive by them. Stop, and write down the address of every property on the block or use Google maps or DataTree to do it from your PC without going anywhere. 2) Find the owner s name or LLC in DataTree. 3) Look it up on your states corporation lookup site. 4) Use Spokeo.com to find the owners phone number and . ) Add them to your Contact Lead Center and to your 36 Outlook Distribution Weekly Rate Update List. 6) Send them the Intro Weekly Rate Update. 13 P a g e

14 Craigslist Marketing Craigslist is a great place to generate 1 or 2 loans per month. You need to post - Craigslist Ads daily, and they must be custom versions of each other so they don t get blocked or flagged. Posting Craigslist Ads is by no means the primary way to originate deals, but if you spend ten minutes in the morning and minutes in the later afternoon posting - ads, you might just pick-up an extra loan each month. In most cases, Hard Money loans are originated via Craigslist, which pay more points and can close within 30 days. That s a good thing. Once you have posted for 7 days straight, all you have to do is repost each day the following week, saving you a lot of time. Just like ing borrowers and referral partners, each Craigs Ad uses a special link driving your prospects back to icsloans.com with your contact information. SAMPLE AD COMMERCIAL REAL ESTATE LOANS / MORTGAGE / HARD MONEY CLOSE IN 7 DAYS ICS is a Commercial Lending Company offering conforming and hard money / bridge financing on office, retail, industrial, rental properties, multifamily properties, and fix and flip loans nationwide. ICS provides interest rates and fees upfront, so you know exactly what to expect before you begin the loan process. 7 Day Loan Closings We are able to provide hard money bridge financing in as little as 7 days. If you need short-term commercial financing, and don t have time to wait on an institutional lender or bank, or simply can t get approved, we can likely help. Our bridge / hard money rates are 6.99% to 11.99%. CONFORMING LOANS - Rates start at 3.2% on office, retail, industrial and apartment loans. Give me a call anytime so we can discuss your loan Get Your Rate & Loan Terms Instantly Online at: John Doe Commercial Lending Rep ICS Commercial Lending P a g e

15 FACEBOOK MARKETING Facebook marketing is free and will help get your name out there. It s also extremely easy to do. Posting the Weekly Rate Update to Facebook Every Monday Copy the same link used for s and Craigslist Ads directly into your Facebook post, and if you like, upload the ICS Logo. This auto-populates a post and visitors who click will be directed back to ICSloans.com with all your contact information. Remember to use your extension number at the end of the weblink. 1 P a g e

16 TOP PROSPECT COMMERCIAL BROKERS You have unlimited access to connect with over 1.4M realtors through ICS and the CMLS. What you will want to do is research who the most active commercial real estate brokers are in your region. Active real estate brokers have listings for sale, and work for commercial real estate firms. You can find listing brokers via Loopnet.com and commercialmls.com, and find them in your Contact Lead Center under Commercial Real Estate Broker. You can also add Brokers as you find them if they are not in the system. Find Top Commercial Real Estate Brokers Daily Again, you can any and all real estate brokers through your Lead Contact Center, but you must spend extra time each week targeting the active commercial real estate brokers. Shoot for 2 0 researched brokers per week in addition to the Intro s you send per day. You will add these Brokers to your Contact Lead Center and your Weekly Rate Update Distribution List in 36 Outlook 16 P a g e

17 Section 3 BECOME THE MASTER OF YOUR TRADE You don t need to know everything about commercial mortgage, underwriting, or every loan program available on the market to be extremely successful. However, you DO need to become the MASTER OF YOUR TRADE. WHAT IS YOUR TRADE? Your Title is Commercial Mortgage Broker. But, your real job and trade is Commercial Mortgage Loan Marketing. Your primary focus daily is connecting with referral partners and borrowers and providing them valuable information. Your only objective is to deliver information to your referral partners and borrowers, then be there to advise them on the best loan program for their situation and take a full application once they are ready. YOU PROVIDE THE FOLLOWING Weekly Interest Rates Loan Program information A Simple Application Process 17 P a g e

18 THE ICS PITCH When you apply for a loan through ICS, you are simultaneously applying with thousands of lenders, through just one application, one credit report, one loan package, and one point of contact. LENDERS COMPETE FOR OUR LOANS! 18 P a g e

19 Why You Are the Broker of Choice As an ICS Commercial Mortgage Broker you provide your referral partners and borrowers a number of things 99% of all other Commercial Mortgage Brokers and Loan Officers (your competitors) don t provide. Weekly conforming and hard money rate updates Weekly loan programs You work with and source capital through over 3,000+ conforming & hard money lenders You are a member of the Commercial Mortgage Listing Service where loans are submitted and thousands of approved lenders can review complete loan packages and submit their best offers to lend When borrowers apply for a loan through you at ICS, they are simultaneously applying with thousands of lenders, through just one application, one credit report, one loan package, and one point of contact, YOU! LENDERS COMPETE FOR OUR LOANS! You work for the largest independently owned commercial mortgage brokerage in the country with over professionals nationwide Awesome referral partner commission program. You can refer any portion of your commission to your referral partners when it comes to business related transactions. This is completely at your discretion. Should you choose to offer a referral partner commission, -20% is standard. You work with all the Lenders, Banks and Hard Money Lenders, not against them. They compete for our business. 19 P a g e

20 SALES 1 Don t be pushy You are building trust Be the one asking questions Provide information Ask, then listen Stay in touch Get to know your clients Build relationships Find things in common outside of business Follow the program Be patient Be persistent Remember it s a numbers game Remember it s a numbers game Remember it s a numbers game Remember it s a numbers game 20 P a g e

21 Properties You Don t Finance No > Residential Homes that are owner-occupied < No Apartments - Multifamily Self-Storage Facilities Single-Family Flip Projects Office Buildings Land Development Warehouse Equipment/Machinery Retail Centers Mobile Home Parks Raw Land Resorts Restaurants Mixed Use Convenience Stores Gas Stations Car Wash Hospitality Hotel/Motel Tavern New Residential Development Pawn Shops Golf Courses Marinas Auto Body Repair Industrial Owner Occupied Business Special Purpose Properties Conversions Medical Gold Mines Properties You DO Finance 21 P a g e

22 Primary Loan Programs Across All Property Types Loans you offer through thousands of lenders Conforming Loans Purchase & Refinance Max Loan-to-Value 7% 3 Year Fixed Interest Rate Fixed initial 3 years, 30 year term, 30 year amortization, adjusts once per year after initial fixed term Year Fixed Interest Rate Fixed initial years, 30 year term, 30 year amortization, adjusts once per year after initial fixed term 7 Year Fixed Interest Rate Fixed initial 7 years, 30 year term, 30 year amortization, adjusts once per year after initial fixed term Year Fixed Interest Rate Fixed initial years, 30 year term, 30 year amortization, adjusts once per year after initial fixed term 1 Year Fixed Rate Fixed 1 years, 1 year term, 1 year amortization 30 Year Fixed Rate Fixed 30 years, 30 year term, 30 year amortization Non-Conforming / Hard Money Loans Purchase & Refinance Max Loan-to-Value 7% 1 Year Fixed Interest Only Interest Rate Fixed for 1 year, interest only payments, loan due at end of one year 2 Year Fixed Interest Only Interest Rate Fixed for 2 years, interest only payments, loan due at end of year two 3 Year Fixed Interest Only Interest Rate Fixed for 3 years, interest only payments, loan due at end of year three 22 P a g e

23 More Non-Conforming / Hard Money Loans Purchase & Refinance 1 Year Fixed Interest Rate Fixed 1 year, 30 year amortization, loan due end of year 1 2 Year Fixed Interest Rate Fixed 2 years, 30 year amortization, loan due end of year 2 3 Year Fixed Interest Rate Fixed 3 years, 30 year amortization, loan due end of year 3 Year Fixed Interest Rate Fixed years, 30 year amortization, loan due end of year 8 Year Fixed Interest Rate Fixed 8 years, 30 year amortization, loan due end of year 8 Single Family Residential 1 to 4 Units Fix & Flip Loan Max Loan-to-Value 7% 1 Year Fixed Interest Rate Fixed 1 year, 30 year amortization, loan due end of year 1 1 Year Fixed Interest Only Interest Rate Fixed for 1 year, interest only payments, loan due at end of one year SBA Commercial Loans Max Loan-to-value 90%, 7,, 1, and 30 Year Fixed Building owner must occupy 1%+ of the property as a business tenant 23 P a g e

24 (LET S GET TO IT) It s a Numbers Game Anybody who is willing to work and follow the program step-by-step can become a highly successful Commercial Mortgage Broker with ICS, but just like in any business, it s a total numbers game. You ve got to be extremely active. You ve got to be consistent. You ve got to and call people every single day and make up for days where you didn t hit your daily activity numbers. Over the next 12 weeks you are going to exceed your activity goals to ensure you get started off on the right foot as an ICS Commercial Mortgage Broker. You MUST track your progress via the weekly activity charts to follow. Your ICS management team is going to support you, coach you, hold you accountable, and if you put in the time and effort, make sure you far exceed the goals of the company, but more importantly, exceed your own goals. MONDAY TO-DO-LIST Weekly Rate Update sent to your Weekly Rate Update Distribution list in Outlook Monday Facebook post with link LinkedIn post with link DAILY TO-DO LIST THE TOP Intro Weekly Rate Update new realtor contacts daily 2. Follow-up to realtor contacts from the intro the day before 3. Research - Commercial Real Estate Brokers who have listings and add to Contact Lead Center or see if they are already in database 4. Research - new referral partners per day. Intro Weekly Rate Update new referral partner contacts daily 6. Follow-up to referral partner contacts from intro the day before 7. Research - property owner contacts per day 8. Intro Weekly Rate Update - new property owners per day 9. Follow-up to - owners contacts from the intro the day before. Add 7+ contacts to your Weekly Rate Update Distribution list in 36 Outlook 11. Post 3- Craigslist Ads in the morning 12. Post 3- Craigslist Ads in the evening/afternoon 24 P a g e

25 Complete The Start-up Checklist Ok, so it s time to starting working, and making some money. It s very important you have completed the following Checklist items before moving forward. Your Broker Support Manager Cassie Brock is available to assist you at cassie@icsloans.com or CHECKLIST Completed 1) Microsoft 36 / Exchange Set-up / Recovery /Signature **Set-up Weekly Rate Update Distribution Lists Contact Groups Set-up in 2) Phone & Voic Set-up 3) Data Tree Account Set-up Your Broker Support Manager will download 0 target properties in your primary market to begin researching and calling. 4) Business Cards Ordered ) 1-on-1 phone Broker Set-up call with Broker Support Manager 6) CMLS Online Jump Start Training Completed 7) Pass CMLS Broker Exam 8) Schedule CMLS Live Onboarding via GoToMeeting 9) 1 st Contact / Leads added to the CMLS Contact / Lead Center ) Craig s List account set-up with Ads Ready to go 11) Test Loan Submission Completed through CMLS Loan Dashboard 12) Complete Business Builder Meeting w/regional Manager 2 P a g e

26 USING THE CONTACT LEAD CENTER 1. Go to cmlsmember.com You 2. Select Contact Lead Center from the Dashboard Menu and login. You ll be required to login to the main site and a 2 nd time in to the Dashboard. View Help Videos at 26 P a g e

27 SEARCHING FOR CONTACTS IN THE SYSTEM You can begin to search for contacts within the system. There are 1.4M+ realtor contacts under Real Estate Broker. You can change their status later to Commercial Real Estate Broker or Residential Real Estate Broker. Select Search to begin your conact search. View Help Videos at 27 P a g e

28 ADDING CONTACTS TO THE SYSTEM You can ADD all types of conacts to the Contact Lead Center. Select Add Contact to add any type of contact to your Contact Lead Center. View Help Videos at 28 P a g e

29 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 29 P a g e

30 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 30 P a g e

31 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 31 P a g e

32 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 32 P a g e

33 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 33 P a g e

34 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 34 P a g e

35 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 3 P a g e

36 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 36 P a g e

37 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 37 P a g e

38 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 38 P a g e

39 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 39 P a g e

40 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 40 P a g e

41 Week 1 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 41 P a g e

42 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 42 P a g e

43 Week 1 - RECAP Total New & Follow-up s Sent Total Contacts Added to Weekly Rate Update Distribution List Total Contacts in Weekly Rate Update Distribution List Total Loan Applications Taken Broker Exam Passed Passed Broker Exam Completed Live Onboarding Completed Yes or No Yes or No Completed Power Broker 1-on-1 With Regional Manager Completed Yes or No Notes 43 P a g e

44 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 44 P a g e

45 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 4 P a g e

46 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 46 P a g e

47 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 47 P a g e

48 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 48 P a g e

49 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 49 P a g e

50 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 0 P a g e

51 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 1 P a g e

52 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 2 P a g e

53 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 3 P a g e

54 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 4 P a g e

55 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone P a g e

56 Week 2 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 6 P a g e

57 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 7 P a g e

58 Week 2 - RECAP Total New & Follow-up s Sent Total Contacts Added to Weekly Rate Update Distribution List Total Contacts in Weekly Rate Update Distribution List Total Loan Applications Taken Completed Power Broker 1-on-1 With Regional Manager Completed Yes or No Notes 8 P a g e

59 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 9 P a g e

60 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone P a g e

61 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 61 P a g e

62 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 62 P a g e

63 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 63 P a g e

64 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 64 P a g e

65 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 6 P a g e

66 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 66 P a g e

67 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 67 P a g e

68 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 68 P a g e

69 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 69 P a g e

70 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 70 P a g e

71 Week 3 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 71 P a g e

72 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 72 P a g e

73 Week 3 - RECAP Total New & Follow-up s Sent Total Contacts Added to Weekly Rate Update Distribution List Total Contacts in Weekly Rate Update Distribution List Total Loan Applications Taken Completed Power Broker 1-on-1 With Regional Manager Completed Yes or No Notes 73 P a g e

74 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 74 P a g e

75 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 7 P a g e

76 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 76 P a g e

77 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 77 P a g e

78 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 78 P a g e

79 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 79 P a g e

80 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 80 P a g e

81 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 81 P a g e

82 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 82 P a g e

83 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 83 P a g e

84 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 84 P a g e

85 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 8 P a g e

86 Week 4 - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 86 P a g e

87 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 87 P a g e

88 Week 4 - RECAP Total New & Follow-up s Sent Total Contacts Added to Weekly Rate Update Distribution List Total Contacts in Weekly Rate Update Distribution List Total Loan Applications Taken Completed Power Broker 1-on-1 With Regional Manager Completed Yes or No Notes 88 P a g e

89 Week - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 89 P a g e

90 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 90 P a g e

91 Week - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 91 P a g e

92 Researched Contacts Name Type Realtor, Financial Planner, Mtg Brkr, Banker, Borrower, Etc. Phone 92 P a g e

93 Week - Day/Date Intro Rate Update s sent to realtors Follow-up s sent to realtors New Referral Partners researched and added to Contact Lead Center Intro Rate Update s sent to Referral Partners Follow-up s sent to Referral Partners New Properties / Borrowers researched and added to Contact Lead Center Intro Rate Update sent to Property / Borrower Prospects Follow-up s sent to Property / Borrower Prospects Loan Applications Taken Total Contacts Added to Weekly Rate Update Distribution List 1 7 Total s Sent Today 93 P a g e

CLIENT ONBOARDING PLAN & SCRIPT

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