Now we are the crux of the opportunity. Exactly how do you make money in this industry.
It’s fairly obvious that you make substantial fees each time you do a transaction however how do you build that into a sustaining, ongoing and reliable source of income? That’s at the heart of our training:
- How to create steady ongoing business.
- How to create repeat, residual business.
- How to take advantage of opportunistic larger transactions, and;
- How to create an annuity that makes your business worth a lot of money should you decide to sell.
First you must be clear on your objectives: both financial and lifestyle!
Earning a six figure income and having a good lifestyle is not difficult but the real question is how much do you want to make? This is a field with no limitations on income. It's up to you and how consistently you want to work. Earning money and lifestyle choice go hand in hand. Do you want more time or more money? The good news is that we will teach you how to work smart not hard, make more money and have more free time... a winning combination.
The key to realizing this winning formula of more money and more free time is balancing your actions so a portion of your effort is devoted to:
- "Transaction Based One-Time Fee Accounts" that close quickly and consistently (your "bread and butter"): 70% of your time.
- "Residual Income Accounts" that once obtained create ongoing sources of income from the same client: 20% of your time; and
- "Large Transactions" that may take many months to close, are risky but if successful could double your annual income or more: 10% of your time.
As you grow the business we will show you different methods of managing your efforts. However, initially, any other mix or different prioritization is foolhardy and we encourage you to give this very careful thought.
Transaction based one-time fees- 70% of your time initially
The commercial loan business produces very large upfront fees. For example, below are just a few one-time transaction based loans and their fee structure:
- Equipment Leasing: you can earn up to 15 points of the total cost.
Example: $50,000 equipment loan at 15%=$ 7,500
- Medical Working Capital Loans can bring in up to 8 points.
Example: $75,000 loan at 8% = $6,000
- SBA Loans can bring you 2-3% of the loan amount
Example: $75,000 to $750,000 or a $15,000 commission.
You can clearly see if you only do 2-3 transactions a month how much you can make.
The point is you don't need to do a lot of transactions each month to be very successful.
And these are just a few examples of transactional one-time fees. They are the easiest and quickest to close. They are also a door into vendor relationships that create ongoing residual income. We’ll explain that next.
“Residual Income Accounts-20% of your efforts initially-Vendor Example
By developing a relationship with Vendors (suppliers of equipment) you are creating a sales force with no overhead.
As they sell their equipment and their customers need financing, they are sending you transactions. You become their in-house finance company and help them increase sales while increasing your own profits.
Vendors should easily be able to send in five to ten transactions a month and in some cases much more. So, you can see that if you work with your Vendors you will see the dollars add up simply by answering the phone or reading a faxed application. This is what the industry calls a residual income. Money you make each year with little further effort. And this is worth substantial dollars should you decide to sell your company.
An example: a vendor sells $50,000 piece of equipment. You make 5% or $2,500. That same vendor sells 3-5 pieces of equipment each month. In your first year you should be able to open up 3 to 5 vendors....once again, you do the math!
“Residual Income Accounts-Same 20% of your efforts initially-Client Example
Accounts receivable financing or factoring is probably one of the most needed types of financing for businesses especially newer businesses not yet established.
When a company goes into business selling a product or providing a service they invoice the company and usually wait sixty to ninety days to get paid. This is a real problem for the business owner because they need cash flow to operate their business.
You will be able to provide them with financing where the funding source will lend them up to 80% of the outstanding invoices and get paid back when the customer pays the invoice.
An example, $100,000 invoice x 80% = $80,000.00 loan to the businessman. This means the company can borrow $80,000.00 to be used in their business until the customer pays the invoice at which point the customer gets the balance due to him. (Side note: you also get paid an initial fee for arranging these transactions).
The way you make a lot of money is you share the profits the Lender makes on each account every month. The Lenders will pay you between 10% to 15% a month of their profits. That is every month for as long as your client finances with the Lender. After a while these “shared profits” build as you add to your portfolio creating a substantial source of residual or repeat business. You sell them once and they pay you for years.
“Large Transactions”- Mega Loans- 10% of Your Time
We call these “home Runs” and we all know how often and how many ball games get won solely on the basis of “home Runs”. Very few! They are great when they happen but all kinds of issues are possible that interfere with a successful outcome.
We define this category as anything that exceeds $1 million in loan principle.
DON’T CONFUSE THIS WITH REAL ESTATE. LOTS OF COMMERCIAL REAL ESTATE DEALS EXCEED $50 MILLION AND WE DISCUSS THIS IN THE TRAINI NG . Here we ARE referring here to commercial loans.
Do “Home Runs” exist? Absolutely! One of our students recently completed a deal worth $115 million. A great payday. It took him 8 months and he almost lost the deal three times. But he got it. He made more on that one deal than most people make in many years. That’s why we suggest spending a small portion of your time on these efforts. Your home mortgage bank is not waiting 8 months for you to close a deal so it’s important to put these large deals in the right perspective.
That being said we teach you how to do these deals and provide you with the tools to do so.
As an example, the above mentioned deal was for business acquisition, produced a 1+% commission, took 8 months to complete and resulted in a $1 million+ commission. Pretty good. But that same loan broker worked on hundreds of “bread and butter” deals to get him through those 8 months
And there are many more ways to make money which we outline in transactions you can fund.
You Define Your Success
In other words you define your own success, your own degree of effort, your own lifestyle!
Whether you want to make $60,000, $100,000, $200,000 or more the opportunity is there. The finance business is such that you can truly earn what you want. The opportunities are limitless.
As an aside, many people ask us “Am I ever at financial risk?” NO. That is the best part of this business. Your job is to interface with the customers, and present the information to the lender. The lender makes the credit decision and funds the transaction. When the transaction is funded you receive your commission and you are off to the next transaction. Should a transaction go bad you will not have to return any of your commissions.
Do a Bit of Math
So, do a little math. This is where you should take out a pad and paper and figure out what’s your objective and what is your level of willingness to “go after” a real substantial income and great lifestyle.
If you work a productive 30 hour work week. Answer incoming calls or referrals-let’s say 5-10 a day. You selectively narrow those calls down to the best prospects and work a bit more with them. You then spend 20% of your time looking for other “repeat” vendors and the last 10% of your time searching for “home runs” how much do you think you will make? Can you close 1 deal a week? Two a week? Two a day? It’s up to you! And with commissions of up to 15% on deals ranging in size from $5,000 to $100 million+ that adds up pretty quickly. Best of all you can work where you want when you want! That’s what we call working “SMART” not “HARD”!