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going to end up doing a lot of selling to get the loan 
approved, your fee should be accordingly higher. Remember 
that not all loans are approved, even though they might have 
looked good to you in the beginning. With this in mind, you 
have to charge for your services and make up for the time 
you spend with those proposals that don't get approved by 
charging and collecting on those that do get approved. An 
example of the typical commission charges is shown below. 
Loan Amount Your Fee Commission $5,000,000 1/2% $25,000 
$2,000.000 1% $20,000 $1,000,000 1.5% $15,000 $500,000 2% 
$10,000 $100,000 3% $3,000 $50,000 4% $2,000 $30,000 5% to 
10% $1,500 to $3,000 Under $30,000 10% $750 minimum As we 
stated earlier, you can start this kind of business from the 
comfort of your own home or apartment, and do very well. 
However, just as soon as you can possibly afford to, it 
would be to your benefit to set up an office with access to 
the general public. Your success and gross income will 
definitely benefit with an office. You should set up your 
operation in a prestige location within or fairly close to 
the business and financial district in your area. Basically, 
this will be for impressing your clients, but at the same 
time, by locating in or near your local loan sources, you'll 
quickly come to know the important people on a first name 
basis. Perhaps the best idea would be to sublet space in a 
suite of offices used by an insurance company, accounting 
firm, or a group of lawyers.  
An arrangement can often be made for their receptionist to 
answer your phone calls and receive your clients. With a 
little bit of finesse, you might even be able to have one of 
their secretaries handle your typing and filing. Your office 
should be neat and functional, but still impressive. A large 
desk, comfortable chair and a credenza; perhaps a 
four-drawer file cabinet also. The image you project is of 
great importance, and being associated with a big name firm, 
even if only on the basis of sharing their suite of offices, 
will definitely be to your advantage in gaining ultimate 
success. You should try to cover the walls of your office 
with your certificates of awards, extra-curricular courses 
completed, association memberships and seminar courses 
completed over the years. Documents of affiliation with 
civic groups or even reproductions of national write-ups 
should be framed and displayed on your office walls.  
Don't forget: when planning and furnishing your office, you 
should also include at least one, and preferably two, 
visitor's chairs. A small sofa would be desirable, but 
really isn't necessary until your really firmly established. 
The thing is, you want to project the impression of 
affluence and professionalism to anyone coming into your 
office. The ideal situation is to have a two-person team - 
someone to be on the outside doing the selling, and someone 
on the inside handling all the processing. If you have the 
marketing skills, and enjoy selling, you might look for a 
sharp and impressive appearing person to handle the 
processing for you. Or if you've got the processing 
know-how, you might keep your eyes open for a professional 
appearing person who could be your "outside arm" and do most 
of the selling for you. Basically, and except for the actual 
preparation and selling of the loan packages, most of the 
inside work can be handled by clerical personnel. As you 
grow, however, you'll find it in your best interest to have 
a full- time secretary. You would train her to field 
incoming telephone calls, take care of filing, and do your 
personal typing for you. A typical loan proposal usually 
requires about eight hours of typing.  
Regardless of how you get started, and even after you've 
moved into a suite of plush offices, you'll have to 
advertise to keep new business coming in. Besides running 
regular advertising in your local newspapers, you should 
also advertise in the local financial publications as often 
as you can afford it. Once you get your business rolling, 
you should expand your advertising coverage to include such 
national publications as the Wall Street Journal and the 
business opportunity publications. Regarding the type of 
advertisement to run in these publications, we recommend 
that you look at money brokerage ads in these publications. 
Clip out some of those you especially like and have your 
local typesetter make one up for you, using those you've 
clipped as patterns. Any ad you run should include or list a 
minimum loan amount you'll handle - that is, a statement 
such as "$50,000 minimum to $...." This procedure will 
screen out the people looking for small personal loans. At 
the same time, it's a good idea to list a maximum amount 
you're capable of handling - for instance, "$50,000 minimum 
to $10,000,000."  
This will attract those who are looking for large business 
financing. In addition to your local newspapers, business 
publications and nationally distributed papers, newsletters 
and magazines, it will be to your advantage to run an 
advertisement in the yellow pages of your telephone book and 
in area business directories. Besides "regular" advertising, 
you should be sending out direct mail letters, letting 
people know that you can help them with their money 
problems. Some money brokers have a combination 
letter-display ad made up and printed on the back of 
postcards. This is quite a bit less expensive than sending 
out letters, and could possibly downgrade your image 
somewhat, but on the other hand, those money brokers using 
postcards say they're very effective because the recipients 
are more likely to save a postcard than a letter. A general 
description of the way the direct mail system works is: You 
mail out your letters or postcards to the real estate 
brokers and small businesses in your area. Then a couple of 
days later, you follow up with a phone call to these people. 
You identify yourself, ask if the card or letter had been 
received, and then ask how things are going - if perhaps you 
can be of any help to them. Finally, you ask them to keep 
you in mind, and to be sure to let you know if something 
comes up that you can handle. About one-third of the people 
you talk to will say that they don't immediately need money,