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feel will be most likely to listen to his presentation. He 
makes the presentation to the local prospects, and contacts 
your other possible sources by mail. If he needs further 
help from you, you would charge him a per-hour counseling 
fee, plus consulting charge for any special or extra time 
spent working with him.  
Overall, you should position yourself and your service to 
the client in order to collect a "finder's fee" of 1/2% to 
10% of the amount of money actually loaned to or invested in 
his business. A flat fee of $100 to $250 as a broker's 
retainer fee for helping him with his loan presentation when 
he does most of the work - an outright fee of 1% for the 
total preparation of his presentation package - and a 
consultant's fee of $50 to $100 per hour for any additional 
time expended on the project. These are your "bread butter" 
services that will establish you as a professional, and keep 
you in business until you score with a big commission from 
perhaps a million dollar loan.  
You have to involve yourself in these services, because 
they'll make the difference between your going broke or 
really succeeding in the money brokering industry. Indeed, 
you'll become more efficient with each experience with a 
client. You'll soon recognize which proposals to concentrate 
your attention on, and of course, which ones to scan briefly 
and hand back to a loan seeker. The more you deal with money 
professionals, too, the sharper you'll become - and 
consequently, the more money you will make. Money 
professionals know what types of loans are possible or 
likely from each of their different funding sources; thus, 
they'll present only those having the best chances of 
success. You will quickly become well versed in the current 
lending and investment trends, and acquainted with the 
lending rates and requirements of your loan sources.  
As you review, assist and put together each of the 
request-for-money proposals, your knowledge will improve 
your ability to package specific requests, and to "sell" a 
loan proposal. Just keep in mind that every time a loan is 
approved, or when one of your sources decides to invest in a 
client's business, you'll be taking a financial cut right 
off the top. Right here I'd like to assure that you don't 
have to be either a financial genius or a super sales 
person. All you really have to know is how to put together a 
proposal properly, and acquire a list of sources interested 
in lending money or investing in a venture to obtain a 
profit. You'll find that most of the borrowers you sign to 
assist in finding money for are unaware that they will have 
very little if anything to say about the terms of the loan 
that may be finally granted. You'll find that most of them 
are already convinced that they have the ultimate idea for a 
business that will make everyone involved rich.  
Almost all of them are trying to get started with little or 
no money of their own, and they'll think that whatever the 
prevailing interest rate, it's too much. Your first chore 
will be to screen these people. Explain the facts of life to 
them, and don't waste your time with them if you have the 
feeling they'll reject or refuse to accept a loan you line 
up for them because of interest rates. If they've been to 
most of the regular loan sources in your area, they'll know 
that when they want or need money, it's the lender who 
dictates the terms of the loan. A prospective borrower soon 
learns the prime rate that is published is almost never 
used. Actually, the prevailing prime rate plus two percent 
is generally a good rate of interest for most small 
businesses. In most cases, such loans have to be well 
secured with collateral not associated with the business. 
Most of your would-be borrowers will not qualify for the 
prime plus two percent rate. Business experience, coupled 
with the type of business involved, will almost always put 
them in the "high risk" loan category.  
After you have your retainer fee, you have to educate your 
would-be borrowers in this regard. For those who cannot face 
the facts of life about interest rates, you have to just 
forget. Something else you'll have to convince your clients 
of: If he says he'll give up a share of his business in 
exchange for the use of your investor's money, he'll have to 
give up a very large share. Most small business investment 
corporations or private investors will want at least 25 
percent, and more often than not, up to 49 percent. In some 
cases, where a half million dollars or more is provided by 
the investor, he may (reasonably) ask for as much as 70 to 
80 percent.  
Thus it's absolutely essential that you learn to qualify 
your would-be borrower before you get too deeply involved or 
waste too much of your time. For those who can't or don't 
want to pay your retainer fee - I say skip them. And those 
who can't or don't want to pay the high risk interest rates 
when you let them in on the real facts of life - forget them 
too. And those that have been turned down by practically 
every lending institution in the country, I would advise you 
- let some beginner gain practice on them. And these are the 
ones you need to learn to spot while you are a beginner. You 
should determine exactly how much cash and other assets your 
client can or is willing to put into his proposed business. 
 
You'll have to be satisfied with the character of your 
client as a borrower; his record of paying his bills, how he 
gets along with people, and his overall chances of success. 
You'll have to do the checking of his references and credit 
record. You'll have to judge how he'll make good on the loan 
if the business goes sour. When these questions are answered 
to your satisfaction, you can go on with helping him put 
together a proper loan proposal and work toward getting him 
the money he wants. Most successful money brokers charge 
according to the size and type of loan being requested. This 
is based on the amount of work they have to put in to place 
the loan. If it looks like a pretty solid business with a 
good record on the part of the borrower, and good 
collateral, the fees are usually lower.  
On the other hand, if it's a high risk proposal or if the 
borrower has very little business experience and you' re