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people wanting money - needing loans that you can process. 
The purpose of the second ad is to build your list of 
investors in your area with money to put into some of these 
business proposals you get from the first ad. Obviously, 
you'll get more people wanting to borrow money than people 
with money to invest; but once you begin running these two 
advertisements, you'll be on your way. When you place your 
first ads, start checking and following up on similar ads 
you see running in your area newspapers. Usually, they will 
be listed under "Financial Loans Wanted," or "Money to 
Loan." However, don't neglect to check the "Business 
Opportunities Wanted" classification as well. When someone 
calls in response to your "Money Available" advertisement, 
who ever is acting as your secretary should get the name of 
the caller, the name of the business, the telephone number, 
amount of money needed, kind of business, and most 
appropriate time for a consultation. This can be handled 
most efficiently with preprinted telephone message pads. So 
you simply collect information from all these incoming 
calls, look it all over and start making your call-backs. 
Basically, your call-back conversation should sound 
something like this: "Hello, John Jones? This is Mr. Money 
Broker returning your call about money for business 
financing. I understand that you're looking for about 
$100,000 in order to set up an auto tune-up shop. You stated 
that you are already pretty well organized with a business 
plan and location, and that you feel you have pretty good 
collateral. That's very good. Before we talk any further, 
however, I'd like to tell you a little about our company. 
"We represent a number of large lending organizations for 
business financing, as well as a number of private investors 
who are looking for new ideas and businesses to invest in. 
Their primary requirement, of course, is that they be 
assured of getting their money back, but further that they 
will make money from such an investment. "What I do is work 
with you in preparing your loan or investment package so 
that it will be attractive when it is presented to 
prospective lenders. It is very important that your proposal 
be complete and in the proper order. It is also of the 
greatest importance that it "look good," and "sell" the 
people it is taken to. The prospective lender must feel 
confident in granting you a loan or investing in your 
business. Once we've got your presentation together, I then 
take it to some of my lending or investment sources and work 
toward obtaining you the money you need. "As I'm sure you're 
already aware, it's most important that your proposal be 
prepared properly, and presented to the people who are in a 
position to give you the money you're asking for. I work 
with you to see that your proposal is the best my people 
have ever seen, and then I take it to the people who have 
the money and are looking for a good investment. For this, I 
require a $100 broker's retainer fee. I then go to work on 
your specific money needs. What we need to do now is set up 
a time and date for me to meet with you so that I may review 
your proposal. Would tomorrow morning at 10:00 be all right 
with you, or would 11:00 be better?" The important thing is 
to be in control of this telephone conversation; to tell the 
prospect only what you want him to think about; and to sell 
him on the idea of getting on with it by paying the broker's 
retainer fee of $100. Only after you have collected that, of 
course, you will start to work on evaluating his plan and 
getting him the money he needs. When you go to see your 
prospect, you'll need to have a printed "broker's agreement" 
ready for him to sign at the time he pays the retainer fee. 
An example of a basic or simple broker's agreement is shown 
here. (Feel free to use the following form as a pattern for 
your own agreement, or you may even want to cut it out, 
paste it up, and have your printer run off a supply for you. 
If you do cut out and use the form, you will of course place 
your business name, address and telephone number in the 
space "Your Name and Address" at the top. Also, be sure to 
block out the instructions on the signature lines.  
YOUR NAME AND ADDRESS 
AGREEMENT FOR FINANCIAL SERVICE 
The undersigned, __(Borrower's Name)__ , hereby appoints 
__(Your Name)__ as his Agent, and authorized him to submit 
to lenders financial data and information supplied by the 
borrower for the purpose of the lender making a loan or 
investment direct to the undersigned.  
The undersigned agrees to pay to __(Your Name)__ a fee of 
_____% of the amount of the loan or investment obtained. The 
undersigned hereby pays to __(Your Name)__ $_________ as a 
non-returnable fee for time involved in appraising 
feasibility of the loan requested.  
This fee is separate from any other fees due if loan is 
obtained.  
Date_____________________ 
Borrower_____________________________________ 
Once you are organized and rolling, you'll find that most of 
your day-to-day income will be derived from the packaging of 
loan applications. Once your client has signed the broker's 
agreement and given you his check for the retainer fee, 
you'll be helping him to get his loan or investment proposal 
together. This is the first thing to do, and you HAVE to do 
this regardless of any forms your client has already filled 
out, or anything he may have done relative to a loan 
proposal. First give your client a detailed list of 
information he'll need to have within his loan or investment 
package. Because requirements do change from time to time, 
you will want to give your client the most up-to-date 
requirements in this regard.  
Go to several of the banks in your area and ask their loan 
officers for a copy of their loan application forms. Use 
these forms as your guide in making up the detailed list of 
requirements you will use in working with your client. If 
you need additional assistance, write one of the several 
organizations listed at the end of this report. When you 
have the package put together and ready for presentation to 
a lender, take it back to your client and brief him on how 
to present it to prospective lenders, and generally you 
would give him the names and addresses of the people you