Introduction to Module 8 Growing Your Business Submodule 1 Funding - - PowerPoint PPT Presentation

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Sep 09, 2023 352 likes •509 views

Introduction to Module 8 Growing Your Business Submodule 1 Funding Expansion Credit Analyst and Placement Employee Credit Analyst Compensation Warehouse Lines Of Credit Private Mortgage Fund Submodule 2 Sales Expansion Sales New Hires,

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Introduction to Module 8 Growing Your Business

Submodule 1 Funding Expansion Credit Analyst and Placement Employee Credit Analyst Compensation Warehouse Lines Of Credit Private Mortgage Fund Submodule 2 Sales Expansion Sales New Hires, Sales Compensation Submodule 3 “Super Broker” Model Submodule 4 Manufacturer Programs

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Submodule 1 Funding Expansion Credit Analyst and/or Placement Employee Credit Analyst Compensation Warehouse Lines Of Credit Private Mortgage Fund

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Credit Analyst Compensation

Backing into your Payplan If your company funds $20MM at minimum 2% spread. Company will net $400k. If you have a “Credit Analyst / FundingSpecialist”. You will also need to consider paying them a commissions. This discretionary but this could be a win-win pay plan. A split could be 35% House, 45% Sales Person, 20% Credit Analyst $140k House $180k Sales People (Divided by sales people who produce the $20MM in Funding) $80k Credit Analyst

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Warehouse Lines Of Credit

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Private Mortgage Fund

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Submodule 2 Sales Expansion Sales New Hires, Sales Compensation

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Sales Person Compensation

Usually salary plus % of net proceeds from transaction
DO NOT PAY A COMMISSION ON THE TOTAL FUNDING!
In the beginning, use the salary as a draw against commissions to keep costs down.
If the salesperson has previous experience (and a book of business) you might need to pay more.

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Sales Person Compensation

Backing into your Payplan If your company funds $20MM at minimum 2% spread. Company will net $400k. If one of your new sales person is responsible for $10MM of the $20MM commissions could look like this: Sales person will be responsible for netting $200k (of the total $400k form previous example) A split could be 35% House, 45% Sales Person, 20% Credit Analyst $70k House $90k Sales Person $40k Credit Analyst

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Submodule 3 Super Broker Model

Niche becomes focusing on much larger deals.
Typically focused on end-user business
Focus on equipment intensive industries: mining, energy, construction, etc., Industries that need

to continually replace and/or grow their equipment fleet.

Focus on credits that are “BBB” rated - large companies that have had some financial problems

but are too problematic

These deals typically much more competitive and are more structure intensive.
CFO’s and C-Level Executives are the target relationships.
Telemarketing to find out the Cap Ex budgets for these companies
What will they be buying and when.
Please refer to Bonus 1 In My Book “Big Ticket Equipment Finance Transactions - The Big

Leagues Of Equipment Finance”

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Submodule 4 Manufacturer’s Program

You create a relationship with a manufacturer who has a nationwide distributor/dealer network.
You create and design a program for all of there dealers when it comes to selling their equipment
All deals thoughout their entire network are funneled through you as their finance partner.
Some manufacturers will subsidize the finance program to sell more equipment including

guaranteeing residual purchases.

Programs could include 0% interest programs (blind discount programs), deferred payment

programs, etc.