Mickey's Blog

Sacramento Event for Realtors & Entrepreneurs & Salespeople

Mickey O'Brien (Commercial Trainers) — Wed, 10 Jun 2009 14:18:44 -0500

"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

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

New tracker form for Realtors & Loan Officers

Mickey O'Brien (Commercial Trainers) — Wed, 21 Jan 2009 14:51:28 -0600

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

Mickey O'Brien (Commercial Trainers) — Thu, 02 Oct 2008 00:36:23 -0500

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.

Next Commercial Lending Class is on October 16th & 17th

Mickey O'Brien (Commercial Trainers) — Wed, 01 Oct 2008 23:53:21 -0500

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 offer more resources for Realtors, Investors and Mortgage Brokers to make $$

Mickey O'Brien (Commercial Trainers) — Wed, 17 Sep 2008 14:42:21 -0500

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!

Inspiration for the day!

Mickey O'Brien (Commercial Trainers) — Wed, 10 Sep 2008 11:28:36 -0500

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.”

LIVE TRAINING COMMERCIAL MORTGAGE FINANCE

Mickey O'Brien (Commercial Trainers) — Thu, 07 Aug 2008 16:27:51 -0500

COMMERCIAL MORTGAGE FINANCE LIVE TRAINING

LIVE TWO-DAY TRAINING CLASS IN SACRAMENTO

DO NOT ATTEND THIS TRAINING IF YOU BELIEVE THE SKY IS FALLING!

The 80/20 Rule applies today just as it always has. 80% of Realtors and loan officers and other professionals think the sky has fallen and there is no business out there to be had. The other 20% believe the market is hot and they are getting all the business they can. This course is to train top 20% of professionals how to add commercial lending to there current business model.

This is not magic, hype or some get rich quick scheme, it's straight forward how do find, process and fund commercial loans.

WARNING: Our Commercial Mortgage Finance classes and seminars SELL OUT quickly, so don't miss your opportunity to secure your future. ACT NOW!

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

Presented by CommercialTrainers.com & Taught by Mickey O'Brien - the Battle tested Veteran and Experienced Commercial Trainer

Learn how you too can earn serious cash in commercial lending and know what the top commercial originators know!

What you will learn in this 2 Day Live Training Class is: the Top Marketing Techniques, Underwriting, Packaging, Loan Placement, and Fee Collection so you can get paid!

Just $995 (for Pre-Registrants) for this must attend Two Full Days of Training.

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!

This training will teach you real world practical ways to find and fund commercial loans in today's market.

Go from good to great, become more than just a commodity and earn the respect of your clients and piers, learn commercial lending today!

This incredible commercial lending training class is being held from 9:00 am to 4:00 pm on Sept. 18th & 19th in Sacramento CA. SEPT. TRAINING SOLD OUT!

*****Next Training is October 16th & 17th in Fair Oaks, CA****

WARNING: Our Commercial Mortgage Finance classes and seminars SELL OUT quickly, so don't miss your opportunity to secure your future. ACT NOW!

The training location is near hotels and we provide a continental breakfast and catered lunch each day of the event.

To pre-register for the class fill out the registration form online or call Mickey O'Brien at (877) 881-5207 x5. You can also email attend@commercialtrainers.com and will call to confirm your reservation and credit card information. In the subject line of the email type "Live Training".

Focus Your Marketing

Mickey O'Brien (Commercial Trainers) — Wed, 23 Jul 2008 17:42:05 -0500

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 Mortgage Loan Process

Mickey O'Brien (Commercial Trainers) — Fri, 18 Jul 2008 18:49:41 -0500

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

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

Mickey O'Brien (Commercial Trainers) — Thu, 17 Jul 2008 18:07:17 -0500

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

7 Realities of Commercial Lending

Mickey O'Brien (Commercial Trainers) — Tue, 15 Jul 2008 23:25:47 -0500

7 Realities of Commercial Lending

1) Nothing is set in stone! Although commercial loans are based on the statistical mathematical equations that deal with whether or not the client will be able to consistently make his mortgage payment. It is also based on how the lender feels about the project. What I mean by feels is feelings, gut feelings, did they have a bad experience with that particular industry, and so on. Before submitting a file make sure it is the type of project and industry the lender likes to lend on. (i.e. I know several lenders that do not want to lend on bars or adult entertainment, and many don't want churches)

2) Lenders do not tolerate incompetence. If your deal comes in and has holes, gaps, inconsistencies, they will turn it down and next thing you know is that you are on their special list, and the list is usually not a good one. Answer: know the lender, their processes and their guidelines.

3) Lenders are much like brokers, if the deal sounds tantalizing they may quote you a high LTV, but when it gets into their office be sure the will hack it up according to any issues that pop up. So, make sure to let your client know that the LTV is based off of best case scenario less any issues that may arise.

4) The lender usually likes to see the following when submitting a loan, even when just emailing them a scenario; Property type, Loan amount, Type of transaction Borrower Information, use of proceeds, any upfront concerns you may have about the project. (Basically: your don't have to give them latitude and longitude to get to your house, but you do have to give them clear enough directions to get them to your front door.)

5) No B.S. please! The lenders do not want to see any fluff, just the facts. Does it make financial sense? Pretend you are lending your own money, what would you like to see? What would turn you off if you found out? (make sure to address any major turn offs and answer why)

6) Show yourself the profession by knowing their process, if the timeline the lender gave you is not on track, ask for a updated timeline. Commercial loans are not rushed. If you want rushed get hard money and be prepared to pay the price.

7) Do not send TIME WASTER loans to the lender, you will get on their bad side, they are in it to make money, not sift through garbage. Make sure you have a clean well organized file that fits their guidelines and process.

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

FEAR about Indybank, Fannie Mae, and a the New Great Depression?

Mickey O'Brien (Commercial Trainers) — Tue, 15 Jul 2008 02:24:59 -0500

With all this news of bank closures such as Indybank and Fannie Mae and Freddie Mac have huge losses we can easily give into fear and say the sky is falling.

This is just a normal cycle that we see every decade even with the crazy sub prime market, there has always been ups and downs. We cannot let fear take hold of our spirit and stop being one of the greatest and most resilient nations on earth.

Here are some quotes about fear:

Courage is resistance to fear, mastery of fear - not absence of fear. Author: Mark Twain

Fear defeats more people than any other one thing in the world.
Author: Ralph Waldo Emerson

First of all, let me assert my firm belief that the only thing we have to fear is fear itself - nameless, unreasoning, unjustified terror which paralyzes needed efforts to convert retreat into advance.

Author: Franklin D. Roosevelt

You are going to let the fear of poverty govern your life and your reward will be that you will eat, but you will not live.

Author: George Bernard Shaw

Our doubts are traitors,

And make us lose the good we oft might win

By fearing to attempt.

Author: William Shakespeare

I do not fear failure. I only fear the "slowing up" of the engine inside of me which is pounding, saying, "Keep going, someone must be on top, why not you?"

Author: George S. Patton

To overcome fear, we must have hope and determination.

Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all. Author: Dale Carnegie

Fear less, hope more; Eat less, chew more; Whine less, breathe more; Talk less, say more; Love more, and all good things will be yours

Author: Swedish Proverb

Right now three things remain: faith, hope, and love. But the greatest of these is love.

Author: God

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

Commercial Mortgage Lending Training LIVE in SACRAMENTO on Oct. 16th & 17th

Mickey O'Brien (Commercial Trainers) — Tue, 15 Jul 2008 01:41:09 -0500

LIVE TRAINING: COMMERCIAL MORTGAGE FINANCE NEXT LIVE TWO-DAY TRAINING CLASS IN SACRAMENTO

Presented by CommercialTrainers.com & Taught by Mickey O'Brien - the Battle tested Veteran and Experienced Commercial Trainer

Learn how you too can earn serious cash in commercial lending and know what the top commercial originators know!

What you will learn in this 2 Day Live Training Class is: the Top Marketing Techniques, Underwriting, Packaging, Loan Placement, and Fee Collection so you can get paid!

Just $995 (for Pre-Registrants) for this must attend Two Full Days of Training.

WARNING: Our Commercial Mortgage Finance classes and seminars SELL OUT quickly, so don't miss your opportunity to secure your future. ACT NOW!

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!
This training will teach you real world practical ways to find and fund commercial loans in today's market.

Go from good to great, become more than just a commodity and earn the respect of your clients and piers, learn commercial lending today!

This incredible commercial lending training class is being held from 9:00 am to 4:00 pm on both Thursday, Oct. 16th and Friday, Oct. 17th in Sacramento CA.

WARNING: Our Commercial Mortgage Finance classes and seminars SELL OUT quickly, so don't miss your opportunity to secure your future. ACT NOW!

The training location is near hotels and we provide a continental breakfast and catered lunch each day of the event.

To pre-register for the class fill out the registration form online or call Mickey O'Brien at (877) 881-5207 x5. You can also email attend@commercialtrainers.com and will call to confirm your reservation and credit card information. In the subject line of the email type "Live Training".

What A Commercial Loan Officer Needs To Know

Mickey O'Brien (Commercial Trainers) — Fri, 11 Jul 2008 02:50:58 -0500

What A Commercial Loan Officer Needs To Know

• Make sure you identify and confirm the lenders loan process

• Do not talk like your a residential loan officer, learn the commercial vocabulary and way of speaking so you look, sound and act like a profession. Clients and lenders can easily spot a poser.

• Develop a niche, whether it’s a loan product or property type

• Educate yourself on the Standard and Non-standard Loan Programs

• Develop the Ability to Analyze a Loan and Related Documentation

• Calculations and Analysis is the key to showing the underwriter the project is workable. Make sure to double check your math or use a user friendly form like the one we offer on our web site commercialtrainers.com

• Third Party Reports are needed during the loan, know how much and when they will be requested by the lender before submitting a loan.

• Determine which lenders to work with by interviewing them and learning their process

• Determine which borrowers to work with by doing your due diligence, sometimes this includes a background check

• Don’t take legal matters into your own hands, have a good contract law attorney and a great fee agreement

• Know what is your direct contribution to the transaction, Why You? Need to Know! The what to do.

• Every commercial loan is different – this is a great thing!

• One set of rules does not apply to everyone – each loan is judged by its own strengths and weaknesses

• Each commercial loan is reviewed on its strengths and weaknesses. Compensating factors – such as experience in the field – potential income from the property, and/or property’s loan to value can tip the scales in your favor

• Knowing how to submit your commercial loan is key to getting it accepted

• You need to understands the entrepreneurial mindset

• Have access to many commercial lenders to give you the most options

At CommercialTrainers.com we teach you how to quickly underwrite, package, fund and how to collect your fees to get paid.

CommercialTrainers.com also offers a loan placement and packaging service to help you get your loan funded and for you to get money into your pocket fast...

Email expert@CommercialTrainers.com with your scenario or questions.

We Offer Commercial Finance Training At Its Best!

Mickey O'Brien (Commercial Trainers) — Fri, 11 Jul 2008 02:32:17 -0500

Welcome to the CommercialTrainers.com Business Library.

The CommercialTrainers Business Library gives you access to advice and training from the experts that will give you ideas on Marketing your business, Selling your commercial loan products and services, growing your business and personal growth.

We also offer Live Commercial Mortgage Training to learn more about building your business and creating the perfect work/life balance.

Referrals as Lead Generators

It is a cheap and very effective, not to mention, extremely desirable situation when people start spreading the word for you. Obviously this is achieved by offering exceptional value and service, but it can be further promoted by using special referral programs.

For example, you may reward someone who introduces their friend with a free weeks membership, or it could even be a ‘spotters’ fee paid in the form of a gift voucher.

The key is not taking referrals for granted and rewarding those who are your best ambassadors.

Hints and Tips:

1.Offer a scheme where people know what they get for a referral.

2.Be very generous with those who spread the word – think of what you would have to spend on advertising to get the same results.

3.Talk to other businesses that complement yours…you may be able to do a little reciprocal referring. 4.Test and Measure.

Test & Measure:

It’s strange, but just testing and measuring can help increase your number of leads. Knowing where your customers come from gives you the power to make smart decisions about what to spend your marketing money on.

Hints and Tips:

1.Keep meticulous records of where all leads are derived from and how much they spend.

2.Monitor how well every single product sells, and WHY it’s selling.

3.Keep running marketing that works, even if YOU are bored of it.

How Many Customers Can You Afford to Lose?

According to the Harvard Business Review, 67 percent of customers who choose a new supplier said they were satisfied with their former supplier! On an average, most U.S. companies lose half their customer base every five years.

So why would customers who are satisfied stop doing business with you?

Well consider this – “Customers go where they are wanted and stay where they are appreciated”. Varying estimates place the cost of acquiring new customers at six to ten times more than selling to existing customers. Losing customers can drastically affect your company’s reputation, credibility, referrals, sales, and profitability.

Seven Ways to Retain Your Valued Customers:

1. Never assume you know what customers want – ask them!Customer surveys are a great tool for understanding customer needs and identifying innovative ways to solve their problems or exceed their expectations.

2. Measure and reward customer satisfaction.If customer satisfaction is really a priority in your business, demonstrate this to your team. Develop a method to measure it, set goals for improvement and reward the team when the goal is accomplished.

3. When you hire people to interact with your customers, make sure they possess good customer service skills like trust, empathy, flexibility and verbal communication proficiency. Each customer contact with your team is an opportunity to build your reputation or destroy it.

4. Say Thank You. Sounds obvious but consider this. When was the last time you received a thank-you note from a company you do business with? This simple strategy can really make an impact and says a lot about your company and the value you place on customers.

5. Stay connected with your customers – by phone, mail or email. While the frequency may vary, every customer should receive a ‘touch’ at least once per quarter.

6. Make valuable customers feel more appreciated than non-customers or prospects. While new customers are critical to growth, make sure current customers get some VIP treatment. Programs, offers or specials just for current customers work well.

7. Look for opportunities to sell multiple products or services to your existing customers – to create the perception of a one-stop solution provider. Research shows this builds loyalty and retention. It’s also a great way to increase revenue and profit! Finally, make customer service everyone’s responsibility – especially in a small business where team members wear many hats.

Train your team on customer service. From the receptionist to the delivery driver, your team will make an impression. The kind of impression they make is up to you.

Excuse Me, May I Buy That Customer Please?

Did you know RESPA does not apply to commercial loans and that you can pay referral fees? Preposterous! Buy a customer? Outrageous! Begging for customers, pleading for new clients, laying out breadcrumbs to lead unsuspecting customers in the door...

Just how do you see bringing new customers into your business? Have you ever just put an ad out there, whether it be on the radio, on TV, in a newspaper or even a flyer, hoping that somehow it would magically bring new customers in? Don't be startled if you answered yes.

As a matter of fact, stand up and give yourself a big pat on the back because you are like 95% of business owners I speak with about their marketing. Pat yourself on the back because what you are about to learn is the key to getting better customers and probably getting them at a discount!"

Whats all this about buying a customer, " a client recently asked me. "I can't just go out and buy a customer, they have to come to me. Don't they? " Ahhhh... isn't that an interesting question? When I speak with business owners, the idea of investing in stock is common. When we talk about Marketing investment, the only thing we can buy is new customers.

The question then becomes, how much do new customers cost you?How do you figure this out? Let's take an example. You've put $1000 into an ad campaign. As a result, you had 100 people call you. Let's say that 1 out of 5 of these 'Leads' actually comes in and buys from you. Working out the numbers it cost you $10 to get each Lead. It cost you $50(5X$10) for a sale. In this example, it cost you $50 for a new Customer!

This measurement is called 'Customer Acquisition Cost'.Now this is where is gets exciting. Imagine now that you knew that your specific marketing campaign was going to cost you $50 for every new customer it brought in, and that every new customer would eventually spend $500 with you, of which $100 was profit.

How many times would you invest that $50 to buy more customers? Let's see... spend $50 make $100, spend $50 make another $100 and so on and so on... I think you can see that it makes sense to repeat that one as much and as quickly as possible.It sounds too good to be true? It really is that simple.

Once you know how much it costs you to buy a customer,and as long as you are making more per customer than your Customer Acquisition Cost, you're ready to start reaping the profits.

To know your true acquisition cost, test and measure every marketing campaign. Give me a call and I'll show you how. When you see that your whole business is a marketing entity, not just a production, service or retail entity, you'll begin to see why the amount you pay to buy a customer is your biggest expense.

It gets very exciting when you then discover new ways to buy customers for less than your profits on your first sale. What if that first sale came within days of your marketing? What if you put in place low-cost strategies to get those customers coming back over and over while buying even more per visit from you.

That's where a business really starts ticking along generating an ever increasing revenue stream for the owner.

We Offer Commercial Finance Training At Its Best!

We have trained hundreds of people, just like you, to become Commercial Loan Brokersand ushered them into the ranks of one of the most profitable industries to enjoy the benefits of a high-end career, and great potential income; helping businesses, help themselves.

Life Rewards Action!

Take this GOLDEN OPPORTUNITY and implement proven methods to SUPER-CHARGE your own or your company’s future!

Commercial Trainers methods act as a catalyst to make GOOD BUSINESSES GREAT!

Open up your field of VISION to encompass your company’s FULL POTENTIAL, and set a course of ACTION for your entire company to move toward your UNLIMITED FUTURE through Commercial Trainers methods of marketing and underwriting commercial loans that have proven successful time and again.

All programs are 100% guaranteed.

Learn More About What Commercial Trainers Services Can Do For You and Your Company And Contact Us Directly! Click Here

***WARNING*: Our Business Coaching** Programs and Seminars SELL OUTquickly, so don’t miss your opportunity to secure your company’s future. ACT NOW!

We are here to help you organize and manage your greatest assets – your personal vision, and your staff. Our proven methods empower you to make the changes you seek, commit to your vision of a better tomorrow, and act on that vision.

We offer new approaches and new solutions, to open doors, INSPIRE GROWTH, and IMPLEMENT CHANGE through our time-tested techniques proven to work.

www.CommercialTrainers.com

(877) 881-5207 x5

For more information email us at expert@CommercialTrainers.com

Mickey's Blog

Sacramento Event for Realtors & Entrepreneurs & Salespeople

New tracker form for Realtors & Loan Officers

Scrapping by ... or getting scrappy

Next Commercial Lending Class is on October 16th & 17th

I offer more resources for Realtors, Investors and Mortgage Brokers to make $$

Inspiration for the day!

LIVE TRAINING COMMERCIAL MORTGAGE FINANCE

Focus Your Marketing

The Commercial Mortgage Loan Process

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

7 Realities of Commercial Lending

FEAR about Indybank, Fannie Mae, and a the New Great Depression?

Commercial Mortgage Lending Training LIVE in SACRAMENTO on Oct. 16th & 17th

What A Commercial Loan Officer Needs To Know

We Offer Commercial Finance Training At Its Best!

Welcome to the CommercialTrainers.com Business Library.

The CommercialTrainers Business Library gives you access to advice and training from the experts that will give you ideas on Marketing your business, Selling your commercial loan products and services, growing your business and personal growth.

We also offer Live Commercial Mortgage Training to learn more about building your business and creating the perfect work/life balance.

Referrals as Lead Generators

It is a cheap and very effective, not to mention, extremely desirable situation when people start spreading the word for you. Obviously this is achieved by offering exceptional value and service, but it can be further promoted by using special referral programs.

For example, you may reward someone who introduces their friend with a free weeks membership, or it could even be a ‘spotters’ fee paid in the form of a gift voucher.

The key is not taking referrals for granted and rewarding those who are your best ambassadors.

Hints and Tips:

1.Offer a scheme where people know what they get for a referral.

2.Be very generous with those who spread the word – think of what you would have to spend on advertising to get the same results.

3.Talk to other businesses that complement yours…you may be able to do a little reciprocal referring. 4.Test and Measure.

Test & Measure:It’s strange, but just testing and measuring can help increase your number of leads. Knowing where your customers come from gives you the power to make smart decisions about what to spend your marketing money on.

Hints and Tips:

1.Keep meticulous records of where all leads are derived from and how much they spend.

2.Monitor how well every single product sells, and WHY it’s selling.

3.Keep running marketing that works, even if YOU are bored of it.

How Many Customers Can You Afford to Lose?

According to the Harvard Business Review, 67 percent of customers who choose a new supplier said they were satisfied with their former supplier! On an average, most U.S. companies lose half their customer base every five years.

So why would customers who are satisfied stop doing business with you?

Seven Ways to Retain Your Valued Customers:

1. Never assume you know what customers want – ask them!Customer surveys are a great tool for understanding customer needs and identifying innovative ways to solve their problems or exceed their expectations.

2. Measure and reward customer satisfaction.If customer satisfaction is really a priority in your business, demonstrate this to your team. Develop a method to measure it, set goals for improvement and reward the team when the goal is accomplished.

3. When you hire people to interact with your customers, make sure they possess good customer service skills like trust, empathy, flexibility and verbal communication proficiency. Each customer contact with your team is an opportunity to build your reputation or destroy it.

4. Say Thank You. Sounds obvious but consider this. When was the last time you received a thank-you note from a company you do business with? This simple strategy can really make an impact and says a lot about your company and the value you place on customers.

5. Stay connected with your customers – by phone, mail or email. While the frequency may vary, every customer should receive a ‘touch’ at least once per quarter.

6. Make valuable customers feel more appreciated than non-customers or prospects. While new customers are critical to growth, make sure current customers get some VIP treatment. Programs, offers or specials just for current customers work well.

Train your team on customer service. From the receptionist to the delivery driver, your team will make an impression. The kind of impression they make is up to you.

Excuse Me, May I Buy That Customer Please?

Did you know RESPA does not apply to commercial loans and that you can pay referral fees? Preposterous! Buy a customer? Outrageous! Begging for customers, pleading for new clients, laying out breadcrumbs to lead unsuspecting customers in the door...

Just how do you see bringing new customers into your business? Have you ever just put an ad out there, whether it be on the radio, on TV, in a newspaper or even a flyer, hoping that somehow it would magically bring new customers in? Don't be startled if you answered yes.

As a matter of fact, stand up and give yourself a big pat on the back because you are like 95% of business owners I speak with about their marketing. Pat yourself on the back because what you are about to learn is the key to getting better customers and probably getting them at a discount!"

How many times would you invest that $50 to buy more customers? Let's see... spend $50 make $100, spend $50 make another $100 and so on and so on... I think you can see that it makes sense to repeat that one as much and as quickly as possible.It sounds too good to be true? It really is that simple.

Once you know how much it costs you to buy a customer,and as long as you are making more per customer than your Customer Acquisition Cost, you're ready to start reaping the profits.

That's where a business really starts ticking along generating an ever increasing revenue stream for the owner.

We Offer Commercial Finance Training At Its Best!

We have trained hundreds of people, just like you, to become Commercial Loan Brokersand ushered them into the ranks of one of the most profitable industries to enjoy the benefits of a high-end career, and great potential income; helping businesses, help themselves.

Life Rewards Action!

Take this GOLDEN OPPORTUNITY and implement proven methods to SUPER-CHARGE your own or your company’s future!

Commercial Trainers methods act as a catalyst to make GOOD BUSINESSES GREAT!

Open up your field of VISION to encompass your company’s FULL POTENTIAL, and set a course of ACTION for your entire company to move toward your UNLIMITED FUTURE through Commercial Trainers methods of marketing and underwriting commercial loans that have proven successful time and again.

All programs are 100% guaranteed.

Learn More About What Commercial Trainers Services Can Do For You and Your Company And Contact Us Directly! Click Here

WARNING: Our Business Coaching Programs and Seminars SELL OUTquickly, so don’t miss your opportunity to secure your company’s future. ACT NOW!

We are here to help you organize and manage your greatest assets – your personal vision, and your staff. Our proven methods empower you to make the changes you seek, commit to your vision of a better tomorrow, and act on that vision.

We offer new approaches and new solutions, to open doors, INSPIRE GROWTH, and IMPLEMENT CHANGE through our time-tested techniques proven to work.

Test & Measure:

It’s strange, but just testing and measuring can help increase your number of leads. Knowing where your customers come from gives you the power to make smart decisions about what to spend your marketing money on.

***WARNING*: Our Business Coaching** Programs and Seminars SELL OUTquickly, so don’t miss your opportunity to secure your company’s future. ACT NOW!