"Discover Your Passion & Crash Proof Your Business" Join some of the most influential business minds in todays economy on June 19th for a must attend Live 1 Day Training that will give you the tools not just to survive this new marketplace, but to thrive in it.....

Special Day 2 of Training on Saturday June 20th.... The Never Give In Success Academy ...more details here.

Choose to go to either one or both of these incredible one-day multi-speaker sales, marketing and Success Academy event we've put together. We have worked hard getting great speakers, and planning this VIP event and as it came together we've decided the information people would get is so important that we wanted everyone to have access to it.

So - we decided to give every seat away for FREE. ($995 value) Limited seating, register today.

Learn the top strategies for thriving in todays new economy from the experts:

Mickey O'Brien is founder and president of Completely Coachable which helps individuals and organizations discover and achieve their potential so that they can become more effective with less stress.

Eric Lofholm is a Master Sales Trainer who has trained tens of thousands of sales professionals nationwide.

Alejandro Reyes of SuccessFool.com & SacramentoMarketingLabs.com is addicted to People, their Passions, and teaching them how to use Social Media to Get Internet Famous! Blogger. Speaker. Entrepreneur.

Jennifer Bourn of Bourn Creative graphic design and website design helps Entrepreneurs use design to generate leads, get referrals, automate and make money.

Eiji Morishita, Founder of Genius Squared Trainings teaches how to discover your unique gifts and attract your ideal relationships in business and in life.

Maximize returns in absolutely ANY business.

Who Should Attend This Event?

· Small Business Owners

· Entrepreneurs

· Knowledge Seekers

· Sales Professionals

· CEO's & Presidents

· Business Leaders

· General Managers

· Professional Speakers

· Personal Development & Business Coaches

 Register at CrashProofYourBusiness.com

Event Location: Radison Hotel in Sacramento, CA 500 Leisure Lane, Sacramento CA 95815

I’m starting a blog today and would like all on Activerain to help me get it started. Will you do a quick post today on your successes? I would really appreciate it. Thanks

1 Question from Mickey……

Do you want to earn what the Top 20% in your industry are making?

I’m doing an experiment to see who will take some new action and what positive results they start to produce.

My mission is to help salespeople like you make more money by taking new actions that produces more sales.

Join me now in taking the right actions that will make you be in the Top 20%

The first action you can take is sending in a daily tracker for 21 days to mickey@mickeyobrien.com. This is a tracker that I use with my commercial coaching clients to measure their results. This will also help you to create new actions and new habits that will put you in the top 20% of all producers. (By the way, I have never had an originator send me the tracker all 21 days. The first one to do so will get special recognition and create action that will create more results.)

Just by sending in the tracker you are holding yourself accountable to taking new action, and by having someone else see your actions it brings you to a new level of accountability.

In my sales training I talk about the Baseline Strategy, which is where you keep doing what you’re doing that is producing positive results and add one new idea, add one new strategy, thus producing a higher result. This tracker will help you measure and produce greater results. “That which is easy to do, is easy not to do.” - Jim Rohn

Do the Tracker….Get Results (To get the New Daily Tracker Form email the word Tracker to mickey@mickeyobrien.com )

I have also started a new blog today for those that want to be in the Top 20% of Originators and Professionals.

Please post any successes you achieve or have achieved through taking new actions so that others will learn from you and be inspired to take action themselves. The posts can be regarding your business or life.

Go check out or post on my new blog http://makingthe20.blogspot.com

I’m sincerely looking for those who want to succeed; you are the winners in your industry,

To your success, Mickey

Actions That if Tracked Will Increase Your Results Greatly

Time Blocking = Schedule your actions for the day that will produce the greatest results and make sure mot to go off schedule. Plan time for “Life Happens”, the time you need for when the unexpected comes up. (If you need a Time Blocking worksheet let me know).

Sets = Setting appointments to meet with clients

Runs = Running the appointment with the client

Referrals Generated = Do you have a referral system? If not, build it into your daily practice and track how many referrals you ask for each day.

Network groups = Networking is a great way to build rapport and generate leads.

Referral Partners = Do you have other promoting you? Referral partners include anyone that comes in contact with your targeted client on a daily or weekly basis.

Mickey O’Brien is a Certified Business Coach and National Trainer

Scrapping by ... or getting scrappy

I deal with many loan officers and Realtors on a daily basis and I've come to find that whoever is left in the industry is a survivor.

Many of the real estate professionals have cut back on all unnecessary spending (whether by choice or by force) but none the less they are sticking to the industry.

This type of scrappy stick-to-it-ness is what is needed to make it in any business. What everyone needs to not forget is to not get so penny pinching that they do not put any money back into their business. On average you, the entrepreneur should be investing about 25% of your profits into the growth of your business.

First, have a vision of where you want to go and focus solely on the final destination, not on minutia of today.

Second, cut all your expenses back so you have money to spend on marketing, the driving force of your business.

Third, run your business like a business. Don't do tasks that you can pay someone minimum wage to do, leverage your time to be the most effective and profitable.

The timing in this market is incredible and I believe that over the next few years more millionaires will be made because of the opportunities that are arising.

Want to do Commercial Mortgage loans?

 

Make Money with Commercial Mortgage Lenders

Are you are a mortgage or real estate professional who can't stand passing up commercial funding opportunities?

 

It's time to learn how to make big money with Commercial Lending!

 

If you're ready to take the leap from residential to commercial then you need to take our TWO DAY LIVE COMMERCIAL TRAINING CLASS on October 16^th & 17^th in Sacramento CA.

 

Commercial is HOT and the competition is scarce, so start Making Money with Commercial Mortgage Lending Today.

 

Don't lose another deal because you didn't know how or where to get it funded. You can start your loan officer training right now!

Call 877.881.5207 x2 to register for our next event on October 16^th & 17^th in Sacramento CA, or email attend@commercialtrainers.com

Loan Officer and real estate professionals get started now.

http://commercialtrainers.com/LiveClasses.html

I'm offering my next commercial lending training class in Fair Oaks, CA on October 16^th and 17^th for Realtors, Investors, and Mortgage Brokers. Come join Mickey O'Brien head trainer of www.commercialtrainers.com for a jammed packed training that is geared to help you make allot more moola!

We teach professionals to originate, process and fund commercial loans and get paid what the top commercial originators get paid! To make a serious income in commercial lending follow these top producer basics:

1) Do NOT waste your time on international deals.

2) Do NOT do construction loans in today's market.

3) Do NOT co-broker. (It is ok to pay or receive a referral fee though)

4) Do NOT take up front fees. (There are to many scammers out there taking large fees and not funding the deal)

5) Do HAVE a fee agreement to get paid.

6) Do HAVE a lender that you know and trust.

7) Do your marketing on a CONSISTANT basis.

This is what you will learn in our 2 day Live Commercial Lending Training:

• Intro to commercial lending, commercial opportunities and market 

• Property types and loan types

• Marketing, what, where, how, niches?

• Loan process, how to make it flow smoothly to funding

• How to write a professional Executive Summary

• The do's and don'ts of commercial lending

• Service Agreement, getting paid for your time

• Underwriting and calculations

• Putting it all together and winning the game

By the end of this course, you will have the capacity to find, process and fund a commercial loan and, more important learn the strategies that work to create wealth in commercial lending and have the freedom to do what you want and when you want in life!

Have you read this quote by Og Mandingo, it is so powerful to hear again and again and has helped me to focus on acting now and acting today!

“I will act now. I will act now. I will act now. Henceforth, I will repeat these words each hour, each day, every day, until the words become as much a habit as my breathing and the action which follows becomes as instinctive as the blinking of my eyelids. With these words I can condition my mind to perform every action necessary for my success. I will act now. I will repeat these words again and again and again. I will walk where failures fear to walk. I will work when failures seek rest. I will act now for now is all I have. Tomorrow is the day reserved for the labor of the lazy. I am not lazy. Tomorrow is the day when the failure will succeed. I am not a failure. I will act now. Success will not wait. If I delay, success will become wed to another and lost to me forever. This is the time. This is the place. I am the person.”

Focus Your Marketing

When thinking of focus I think back to when I was about twelve and into archery. The target was there about fifty feet away and the rings looked so small with the center being just a glimmer of red. I would squint my eyes and aim my bow toward the center, making sure to aim a little high to compensate for the distance so not to undershoot, and without taking my eye off the target I would hit right in the center.

It never occurred to me for not even a second to take my eye off the target and then fire hoping I would hit it. Likewise, when setting your goals and targets, don't take your eye of the target and your plan of getting there.

"We begin with the end in mind. We know the numbers we must hit and we never lose sight of them."

What are your goals & targets? How much do you want to earn? How many closings does it take to get there? How many leads do I have to go threw to get a good deal?

Make sure to have at least ten questions you ask yourself to get to your target and WRITE THEM DOWN!

Example of Monthly Targets

 _40_               Commercial projects reviewed

x__5%_           Actual workable deals

=__2_              Deals closed

x_$1mm_         Average loan amount

=_$2mm_        Volume closed

x_2%_             Gross Commission

=_$40k_          Gross Revenue

Continue to have WRITTEN breakdown of each marketing technique and how you plan to measure your results.

Before you market ask who, what, where, when, how much, how often, why you, why them, etc.

Don't Waste Any Arrows

www.CommercialTrainers.com

Ph:877-881-5207

THE COMMERCIAL LOAN PROCESS

I'm asked all the time from my students how to start the loan process on a commercial loan, so I thought I would post the basics are to start a commercial loan.

In the initial contact with the client your job is to get as much information as possible as soon as possible, use technology as much as possible. If you can have a client fill out a loan application or get an executive summary over to you before the initial conversation that is best.

The Client Interview

You need to evaluate the borrow by asking these questions, if they can’t answer them or refuse to because they want to know first what you can offer them, then you need to let them know that you may not be the right choice for them because you do a complete evaluation upfront so that you can give the an honest answer.

Step 1

Ask:

What experience do they have shopping for a commercial loan (basically you want to find out if they are a shopper and this loan has been on 50 desks)

What’s their expectations on time to fund, terms and such (if they want to fund in a week and want a 6% rate then move on and don’t waste you time)

What is the desired results, similar to above but you are know looking for real results.

Have they been previously turn down? If so where, by whom, how many, and how long have they been working on this project? A turn down is not a bad thing as long as you can get the deal to pencil out and make sense. It just means that they are now tenderized and ready to not argue over rate and terms, or at least give in to a make sense offer.

Try to determine if it is a legitimate deal. Are you dealing with the principle, a broker, a broker chain, or a dreamer? Your goal is to get to the principle and have a direct service agreement with them. You can give referral fees but if you do not have control do not waste your time.

What do they have in reserves for costs, fees, etc.

Again, if they think you are asking too much, remind them that this is your niche and you are the best in the industry. And that these questions are to help make sure the loan can be funded and you do not take on projects that you do not believe will fund, you do not want to waste their time or yours.

Step 2

If you believe the project is viable then let the client know you are willing to proceed and they need to provide in a timely manner the following:

A full application and executive summary

Complete documentation (explained in detail in coming pages)

You will further assess the documentation to determine if you are willing to take on the project completely

Should you accept their project you will then move forward with a service agreement and expected time line

Once You Receive All of The Documentation Proceed as Noted Below:

Step 3

Evaluate the 5 C’s

• Credit. For established businesses, the lender will focus on the company's credit and outstanding accounts. For businesses less than three years old, your personal credit will also be evaluated.
• Cash flow. This includes audited results and detailed future projections. Many lenders require a cash flow that is 1.25 times the total cost of the company's total and expected debt.
• Collateral. Real estate, valuable equipment, or other property can be used as collateral that the lender can seize if you default on the loan. In some cases, contracts for future work can be used to guarantee loans.
• Management. Your management team's ownership experience, tenure with the company, and familiarity with the industry will all affect your chances.
• Capital and equity. This is the total value of your cash on hand, equipment, facilities, and other tangible assets. "Debt-to-equity ratio" is often used as a rule of thumb - lenders will look for situations where your total debt is no more than 3 or 4 times the equity.

Step 4

Analysis of the Loan Parameters, Loan amount, Dollars down, LTV/CLTV, Timeline

Step 5

Knowing Which Lender Will Approve Your Deal

The things that you should never do is shop you loan, make sure you have a lender lined up from you list of already interviewed and researched lenders. “There is no shopping in commercial.”

Join us for our next LIVE Training .... Visit http://commercialtrainers.com/LiveClasses.html

Or for more information call 877-881-5207 x5

CommercialTrainers.com - The World Leader in Commercial Lending Training

July 17^th, 2008

Capital One now doing commercial real estate lending? Yep, they now are!

Capital One acquired the Long Island-based commercial bank North Fork Bancorp in 2006 for more than $13 billion, providing it with a built-in retail presence in the Northeast. The deal followed on the heels of Capital One's $4.9 billion acquisition of a Southern consumer bank, Hibernia, in 2005. It finished re-branding all of the branches in the spring.

Capital One is trying to be more than a credit card company; it is looking to go into retail banking, small business loans and commercial real estate lending. You already know how well it worked out for Indybank to go into retail banking, now you have a credit card company that I personally believe is a sub prime credit company going into a depository institution. Hhmm, seems a little nutty to me.

Next you know McDonalds will offer commercial loans in their drive-thru, just make sure you also ask for the apple pie.

Join us for our next LIVE Training .... Visit http://commercialtrainers.com/LiveClasses.html

Or for more information call 877-881-5207 x5

CommercialTrainers.com - The World Leader in Commercial Lending Training