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Commercial Loan Broker: From Start to Closing: A Step by Step Guide to Starting and Running a Commercial Loan Brokerage
Paperback
Publisher: Independently Published
Published: Aug 18 2026
Pages: 208
Weight: 1.09
Height: 0.44 Width: 8.50 Depth: 11.00
Language: English
If you want to get into the commercial loan brokerage business, you need this book. If you're already in the business, you need it as a reference.
Commercial Loan Broker: From Start to Closing is a practical, step-by-step guide to starting, building, and operating a commercial loan brokerage.
Author Van Conners, founder of Conners Financial, entered the industry looking for a clear roadmap. After extensive research, training programs, purchased services, and more than $28,000 invested in his own education and experimentation, he discovered that the information a broker actually needs is often scattered among courses, lender presentations, coaching programs, and years of trial and error.
So he wrote the book he wished he had when he started.
IF YOU'RE ENTERING THE BUSINESS
Don't spend months-or thousands of dollars-trying to figure out the business one piece at a time.
This book walks you through the process from establishing your brokerage to working with borrowers, lenders, underwriting, and closing.
You'll learn how to:
- Establish and organize your commercial loan brokerage
- Choose a lending niche and identify potential clients
- Understand how lenders evaluate commercial borrowers
- Learn SBA Express, SBA 7(a), SBA 504, commercial real estate, DSCR, equipment financing, hard money, factoring, lines of credit, mezzanine financing, equity financing, ROBS, HELOCs, and more
- Understand core lending formulas and calculations
- Conduct professional borrower discovery calls
- Use loan-specific scripts and role-play exercises
- Find broker-friendly lenders and understand their credit boxes
- Build and maintain a useful lender database
- Develop clients through networking, referrals, and prospecting
- Build and manage an 18-stage commercial loan pipeline
- Collect the right borrower documentation
- Build lender-ready loan packages
- Navigate underwriting, conditions, approvals, and closing
- Develop the professional habits needed to build long-term relationships
IF YOU'RE ALREADY A COMMERCIAL LOAN BROKER
Keep this book on your desk.
Commercial lending is too broad to remember every loan product, calculation, document requirement, borrower question, lender consideration, and process.
When a borrower asks about a financing product you haven't worked with recently-look it up.
Need to refresh a lending calculation? Look it up.
Preparing for a discovery call? Review the scripts and questions.
Not sure what documents you need? Check the reference material.
Working on lender selection, loan packaging, underwriting, or your pipeline? Go back to the appropriate section.
You don't need to memorize everything. You need to know where to find it.
This isn't a book designed to be read once and forgotten. It is designed to become a working reference for your commercial loan brokerage.
Commercial loan brokerage isn't easy money, and this book doesn't promise guaranteed income or approvals. Success requires knowledge, persistence, relationships, continuing education, disciplined follow-up, and professional execution.
What this book gives you is something every broker needs:
A roadmap for getting started and a reference for getting the work done.
If you're considering becoming a commercial loan broker, read this book before you start.
If you're already a commercial loan broker, keep it where you can reach it.
From your first borrower conversation to the closing table, make Commercial Loan Broker: From Start to Closing the reference you come back to.
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