Broker4us.com at Aegis Factors. How to Earn Residual Income Brokering Factoring & Alternative Commercial Finance Transactions

Transcription

1 Broker4us.com at Aegis Factors How to Earn Residual Income Brokering Factoring & Alternative Commercial Finance Transactions 1

2 Welcome to Aegis Factors / DMS Broker4Us Lifestyles in America continue to change rapidly. Twenty years ago, few would have believed that America, as the manufacturing center of the world, would be replaced by third world nations and that American families seeking just a modest living standard would be forced to find two or even three jobs to get by. In an era where double digit unemployment and real estate foreclosures abound, the recession is still forcing thousands of layoffs each month. Job security in virtually all sectors of the American economy is all but a fading memory. For many Americans, a change in career is not a choice but a necessity. Corporate downsizing and the relocation of high paying jobs to distant offshore locations is now commonplace. Job opportunities that provide salary levels which can actually support an average family are becoming more and more scarce. Real unemployment and underemployment in many areas of the country are well over 16 %. The solution to many faced with continued job loss and salary reductions is to exit the world of the employee and to begin their own entrepreneurial business venture. The career path that is the subject of this introduction to Broker4us is one that can offer a unique opportunity with exceptional income potential and a high degree of prestige and vocational respectability. While its parent industry (commercial business finance) is well founded, very few individuals know of the lucrative commission and fee income opportunities that exist for industry independent brokers or commercial finance consultants who earn their living by referring new clients to specialized financiers such as asset-based lenders, factors, factoring banks, and others. YAHOO Hot Jobs recently documented a career in factoring as being one of their "Top 10 HOT Professions". But even with such a powerful endorsement, the opportunity in brokering remains a virtual secret to most in search of a new career. This short booklet is designed to introduce you to a fascinating industry full of opportunity and challenge. For some, the Broker4Us Program represents a first step in becoming a highly regarded and sought after independent commercial finance consultant (CFC), a career that offers successful practitioners... an attractive income with trailing recurrent commissions a work-from-home unlimited career opportunity an opportunity to be your own boss, set your own hours and work as often or as little often as you desire For those armed with the required knowledge and work ethic, the industry offers an exciting new career path in today s difficult economy. Your partnership with the Aegis Factors can be the catalyst for an exciting new, take-charge career with exceptional income potential and prestige in the lucrative factoring and alternative commercial finance community. 2

3 What is the Factoring & Alternative Commercial Finance Industry The Factoring & Alternative Commercial Finance Industry provides business financing alternatives for companies that, for one reason or another, cannot access traditional bank credit. In some cases this is due to poor credit of the business owner. In others, the business simply is new or has not been in existence long enough to have any true credit history. For whatever reason, the business is "cash-starved" and unable to grow or even operate efficiently without the assistance of an alternative finance source. Alternative commercial finance comes in many shapes and forms. Among others, these include... Factoring...the purchase of the accounts receivable of a business at a discount by an entity known as a "factor". Purchase Order Finance...the financing of an order from a large, creditworthy customer where the goods must be manufactured and where the business owner does not have the cash to do so. Equipment Leasing...an alternative to the purchasing of equipment with certain tax and cost advantages. Asset-Based Lending...revolving lines of credit which are collateralized by accounts receivable, inventory, and sometimes equipment. Import-Export Trade Finance...often involving certain combinations of international factoring, domestic factoring, and purchase order finance. Merchant Cash Advances (MCAs)...the advancing of cash on future credit card receipts. The Alternative Commercial Finance Industry,...a source of financing alternatives for small and mid-size business owners worldwide. Last year, YAHOO HotJobs rated a career in factoring as a TOP 10 HOT Profession, an endorsement of some merit in today's challenging economy. While some industry components are well known to business owners, others are not. A primary task of industry lenders is to educate small and midsize business owners regarding their options if and when the banks say...no!. One of the most important sources of such education is a small community of highly specialized industry consultants known commonly as loan brokers or more specifically as Commercial Finance Consultants (CFCs). Factors, for example, typically receive up to 50% of their new business referrals from such intermediaries, yet few outside of the industry know of this exciting and exceptionally lucrative entrepreneurial profession. 3

4 The Commercial Finance Consultant The factoring and alternative commercial finance industry offers innumerable opportunities for talented sales associates or brokers for two important reasons. First, because of the myriad of unique financial products and services they can represent, there is literally no limit to the number of needy business owners and individuals that require a broker's assistance and services. Second, although the industry offers almost legendary opportunities for compensation, status, and prestige, very few know of its existence as a true career or profession and therefore, competition within the brokering community is relatively limited. Worldwide, for example, factoring is considered to be one of the most powerful financial tools available to small and midsize business owners for management of their cash flow and for their working capital needs. Most domestic business owners, however, know little of its existence. In fact, as many begin their brokering business and network with those they know, they will commonly hear the comment, "If I'd known about this, my old company would have never failed!" It is, therefore, one of the primary roles of the commercial finance consultant to educate the business community about the availability of factoring and alternative capital sources for the growth of their businesses. At any given time, the true number of practicing independent industry brokers is difficult to determine. This is due to the fact that there is no formal membership organization in the U.S. to support the true industry professionals. Additionally, there have always been a significant number of non-professionals briefly exposed to the industry through late night infomercials or seminars who subsequently attempt a short and poorly prepared fling at the business, only to fail miserably and then quickly drop out in most cases. At any given time, the actual number of practicing independent industry brokers is difficult to determine. This is because there are no formal membership organizations in the U.S. to support the true industry professionals. This is a consulting business. And, while a solid grasp of the various product areas, such as factoring, is essential for a new entrant's prosperity, ultimately what will determine a broker s success will be his or her ability to market their knowledge to small business owners effectively. They must be able to generate and qualify sales leads in sufficient numbers to ultimately develop commission-generating clients. A career as a commercial finance consultant can be exceptionally lucrative with earnings potential well into the six-figures. Many new brokers, however, make the mistake of over-complicating the business. Brokering is simply about lead generation, understanding the different funding types, and then introducing the prospective client to the proper capital source. 4

5 Referral Intermediaries Broker4Us From the business development standpoint, factors generate about 50% of their business from referrals. A good portion comes from other commercial industry lenders such as banks whose more traditional products are inaccessible to certain clients due to credit limitations. Still a large number of leads are supplied each month from career loan brokers (commercial finance consultants). Another source of referral business comes from part-time sources such as accounts payable managers, business brokers, etc. Through their normal course of daily operation, these business professionals periodically come across small companies requiring some form of non-traditional financing. What sets them apart from others in their industry is that they have developed a working knowledge of the various alternative commercial finance products, and in particular factoring, and are aware of their commission income potential. CFC (Light) Referral Intermediaries are generally those people that have a successful career but are simply looking to augment their income from that career with commissions from factoring and alternative commercial finance lender referrals. Unlike Commercial Finance Consultants (CFCs) who spend their 8-5 work week cold calling, canvassing, and presenting occasional workshops for business owners, Referral Intermediaries are busy fulfilling the many daily obligations of the own career or profession during the workday and can truly only market during after hours. They will focus almost exclusively on networking and social media to develop business and are simply a "lighter" version of a career broker. Referral Intermediaries are simply opportunity seekers that will reschedule their lives a bit to create their own opportunities. Business Development Tools of a Broker4Us Referral Intermediary While Referral Intermediaries may be just a slightly toneddown version of a full time career CFC, they still take opportunities in the industry seriously. Though they may not have time (or the desire) for cold calling or canvassing during their workday, they will still market effectively using methods that better suit their personal business model such as... After hours networking events E-marketing Social Medial (Facebook, Linked-In, Twitter, Etc.) Classified Advertising / Direct Mail (optional) Referral Intermediaries are simply opportunity seekers that will reschedule their lives a bit to create their own opportunities. 5

6 What is Broker4us at Aegis Factors The Broker4Us Program is a unique expansion of our own marketing efforts on the Web. As an important part of its daily business development efforts, Aegis Factors hosts hundreds of websites in productive markets throughout the nation. You will find many of our websites under "factors of" URLS such as or All Broker4Us websites include a promotional FREE offer of a booklet entitled "When Banks Say NO!...The Small Business Guide to Factoring". Broker4Us Associates really have only one task. That is to educate local business owners about the option and benefits of factoring and alternative commercial finance and to direct as many of those business owners as possible to their website to request the booklet, sign up for newsletter, and generating a lead. Assigning Brokers in Our Markets While we know the presence of the website alone will generate a certain amount of leads in each market every year, we also know that having a local broker or "associate" who is actively networking and promoting the site will generate far more. Aegis Factors therefore, is actively seeking out qualified individuals in our representative markets who are interested in a "home-based" business opportunity capable of generating exceptionally attractive income to supplement their current profession. The program is a unique incubator for brokers and based on part-time involvement that may even grow into a full time career opportunity. A Part-Time Business Opportunity Based on Community Involvement The Broker4Us Program is designed for those motivated individuals that enjoy community involvement and volunteering but who would also like to benefit financially from such involvement. Joining community service clubs such as Rotary International, Lions, Kiwanis as well as church and religious affiliations and becoming a volunteer can be rewarding for you personally and has, in fact, been shown to be good for your health as you benefit from helping others. The Broker4Us Program is a unique opportunity for those individuals that enjoy networking and community involvement but are additionally seeking a business opportunity with above average income and earnings potential. But volunteering can also create opportunities for business as you meet others and become known as an expert in your field of small business finance solutions. In the process of working for the community and "giving something back", individuals tend to meet and build relationships with the "movers and shakers" of the community and make valuable contacts that can lead to business referrals and income / commission generating opportunities. 6

7 Setting Up a Broker4us Business For many, developing business on strictly an occasional basis for our company using the Broker4us Program will be their end goal. Others may envision becoming a career independent commercial finance consultant at some point in the future using Broker4us as a stepping stone in preparation for that career path. Regardless, it will be important to understand what will be necessary to get started successfully and on the right track. To enter the Broker4us Program, you should have... a home office which is designed for productivity. a computer (of recent vintage) a printer a fax machine an office telephone with call forwarding a cellular phone filing cabinets / space contact management software (optional) marketing / management service (optional) proper apparel business cards, letterhead, and a Broker4Us website Home Office Your home office should be conducive to your success. Having a dungeon for an office will do little for your production atmosphere and your ability to generate business. Make sure your office is light, airy, and has a view if possible. Position it well away from distractions such as crying children and barking dogs. Your Computer Whether you are using a laptop or desktop, your computer should be of recent vintage. You will need office software at the least. Desktop publishing software for ad design will be a plus. As a component to your overall success, your office working environment is more important than you may think to your productivity. If you have a window with a great view, that is the place for your desk. Natural light and interesting views are a known contributor to above average productivity. Your Printer If you don't already have a printer, we recommend one of the 4-1 printer, scanner, copier, fax machines. Fax Machine We recommend one of the 4-1 printer, scanner, copier, fax machines. The printer function can be used as a backup if you already have a printer. Telephone Your phone should have hold and conference call capabilities. You should have a separate line for phone and fax. 7

8 Filing Cabinets / Space You will be surprised how quickly these get filled up once you enter the industry. Contact Management Software (Optional) Networking is one of the primary methods of business development for Broker4us Associates. Networking involves building relationships with those you meet. Trusted relationships with bankers, accounting professionals, and others lead to business referrals and its as simple as that. To effectively network, you will need to maintain a database of information about new acquaintances. Small things such as birthdays, the names of their children, etc. are simple yet important. You will not be able to remember and manage these "small things" and build the hundreds of relationships required for your success without a contact management system. Contact management software will also manage the leads you receive from the form fields on your Broker4us website. You will be responsible for fulfilling requests from business owners for our FREE booklet, When Banks Say NO!,...The Small Business Guide to Factoring. Marketing Service (Optional) You should have a professional marketing service. We recommend Constant Contact for marketing. ( We create & all newsletters. Proper Attire For Commercial Finance Consultants, our industry is definitely a suit and tie business. Broker4Us is decidedly more casual but it is "business casual". You should still look the part of a successful entrepreneur. For men, this means slacks and dress shirt for networking functions at the minimum and a business casual suit or attire for women. Business Cards, Letterhead, Website A great deal of your marketing efforts will involve networking and exchanging business cards. You will be responsible for your cards (we have suggested design templates), letterhead, and envelopes. Aegis supplies your website and you will only be responsible for the hosting, maintenance, and training wrap fee of $15 per month. We also supply you with your "offer fulfillment" booklet, When Banks Say NO!,...The Small Business Guide to Factoring in PDF format. Developing good contact management skills will be critical to your success as a Broker4Us Associate. We recommend ACT or Goldmine which is available online or through most office supply stores. For the career oriented, FactorMax Guerrilla was specifically designed for those in the factoring and alternative commercial finance industries. Aegis provides a $100 discount on FactorMax for all Broker4Us Associates. 8

9 The Day-to-Day Business of a Broker4us Associate: Bringing in the Business While professional commercial finance consultants will work long, hard days, Broker4us Associates will focus much more heavily on after-hours business development options which will include... attending meetings of networking organizations such as local Chambers of Commerce, Rotary, Kiwanis, etc. building relationships at those meetings with those that can send business your way. This will include bank lending officers, accounting professionals, etc. developing internet relationships using the new social media such as Facebook, LinkedIn, and Twitter. placing classified advertisements in local publications as well as trade magazines. (optional) Right Place-Right Time Business Development More than anything, developing business referrals with Broker4us is all about being in the "right place at the right time". As a Broker4Us Associate, you will focus on... Networking One of the primary methods of generating leads and new business for Broker4us is networking. In fact, many full time commercial finance consultants utilize networking exclusively for lead generation. Networking is a particularly powerful method of business development in factoring and alternative commercial finance. As a successful Broker4us Associate, you will focus on networking opportunities with... Business development as a member of Broker4Us is all about lead generation and specifically, simply being in the "right place at the right time". To do so, you will need to make yourself abundantly accessible by joining community organizations, clubs, and associations. banks and bank lending officers accounting professionals accounts payable managers staff of organizations such as.. - S.C.O.R.E. - Small Business Incubators - SBA You will meet many of the above mentioned individuals by joining Chambers of Commerce and local Community-Service Clubs such as Rotary, Lions, Shriners, Kiwanis, etc. 9

10 Classified Advertising & Broker4us (Optional) Broker4Us Associates will focus their more traditional direct marketing efforts on low-cost Guerrilla Marketing such as free radio, free press releases, and in particular, low cost classified advertising. Mainstream newspapers will be avoided due to cost but Shopper and PennySaver-styled publications can yield impressive results for lead generation if used properly. Local newsletters published by insurance agents, business brokers, and others also offer under-the-radar inexpensive advertising options. Social Media & Broker4us The new Social Media such as Facebook, LinkedIn, Twitter, My Life, etc. are now recognized as "must participates" when networking and are actually taking networking to new levels for generating leads and business referral. Adding a small phrase such as "I'm on Facebook" to your business cards can open a surprising number of lead-generating doors. For those not already utilizing these networking methods, it will take a small amount of time to learn their operation. However, these are areas that all Broker4Us Associates should familiarize themselves with. Broker4us Websites & Domains Broker4us websites and domains are probably the most critical part of this powerful Aegis Factors program. All website domains provided in the Broker4Us Program are owned and operated by DataMax (DMS) and as such, Program Associates are not responsible for annual domain registration fees. Your Broker4Us website gives you a highly professional image in your community from day one. It is a place where those that are prospective clients can go to increase their knowledge about factoring and also about your capabilities. It comes completely equipped with form fields for deal submission tagged with your site's name for identification and is also designed with a FREE offer to greatly enhance and empower your classified ads with more lead-generating effectiveness. Your productivity as a Broker4Us Associate will take a certain amount of time to build up and this is especially true if you are currently not utilizing any of the networking methods mentioned on the previous pages. Once you begin, however, you will find networking and community involvement enjoyable and with countless opportunities for developing income generating leads. No Geographic Limitations Another feature regarding your marketing abilities as a Broker4Us Associate is that you are completely unlimited regarding where and who you market to. Though we set up websites in particular geographic markets and locations, as an Associate, you are free to advertise or market in any locality. You can, for example, place classifieds in industry trade publications distributed nationally or use direct mail from a list you have acquired from a industry trade show. While your networking must obviously be done on a local basis, your more traditional direct marketing efforts are boundless should you choose to implement them. 10

11 Associate Training & Support Through Aegis Factors / IACFB As a Broker4Us Associate, you will receive training and support through... Access to IACFB LinkedIn Discussion Group Campus IACFB training Broker4Us bulletins and newsletters Access to Aegis Underwriters Access to the IACFB Forum IACFB Discussion Group The IACFB Discussion group on LinkedIn is a new feature we have designed for the 2013 Broker4Us Program. This is an open forum where questions can be asked and discussions held among Group members. Joining is FREE and easy. Simply go to LinkedIn and search the IACFB Discussion Group. Join the Group. Campus IACFB Training Campus IACFB has been significantly revamped for The training modules formerly provided weekly are now available on demand and include information on all product areas and marketing methods used by industry commercial finance consultants. All those accepted into the Broker4Us Program receive both training and marketing support from Aegis Factors, Inc. Bulletins and Newsletters All Broker4Us Associates will receive periodic newsletters and bulletins from Aegis Factors as well as the IACFB regarding training and tele-conference information. Access to Aegis Underwriters Aegis underwriters will generally be available for conference calls with prospective clients during normal 9-5 business hours (EST). Access to the IACFB Forum All Broker4Us Associates will receive a login and password so they may participate in the IACFB Forum. The Forum provides the medium for questions and answers and also provides access to the marketing and support areas of the IACFB website designed for IACFB members. 11

12 Working With Pre-Designed Marketing Materials Available Through the IACFB For those seeking to get started quickly, designing the various marketing materials needed to jump start their business is simply tedious and time consuming. In addition, hastily created mailers and brochures can be ineffective and waste considerable amounts of time and money. To assist its membership of independent brokers, the IACFB maintains a ready supply of lead-generating mailers, flyers, cover letters, telephone follow-up scripts and educational materials to help you get up and running quickly and effectively. As part of the FactorMax System of prospect origination, such marketing materials will help to get you started the "right way". "SILO"Style Mail Stuffers One of our most productive direct mail marketing stuffers, "SILO" mailers are a foundational marketing piece for all new brokers and consultants wishing to utilize direct mail as a primary marketing method. This standard 6x9 mailer has a proven rate of effectiveness when accompanied by a formatted cover letter. "SILO" mailers, brochures, and flyers can provide a great method of getting your Broker4Us consultancy business launched quickly. SILO Mailers are one of our most proven systems of lead generation. These mailers are inserted in a standard 6x9 envelope along with one of several cover letters provided in the Support Area IACFB website As a Broker4Us Associate, you may wish to utilize direct mail to help build your business. We always maintain a supply of SILO mailers at the main office. Order info is in the IACFB Campsu. The Member's Area of the IACFB contains dozens of marketing support items such as mail stuffers, brochures, and flyers which can be downloaded or purchased through the organization's print shop. Additionally, telephone scripts and samples of marketing cover letters are all available from within the Member's Area. Additional information can be found at the organization's website at 12

13 Earning Fees and Commissions: Factoring One of the more attractive characteristics about becoming a Broker4Us Associate is the substantial commission income that can be earned for simply generating leads to Aegis Factors. For all factoring submissions that are accepted to our portfolios, we pay FACTORING FEE PERCENTAGE...The industry standard for CFC compensation is 10% of the factoring fees earned. At Aegis Factors we pay a base fee of 10% or Special GRID payout schedule REFERRAL FEE PERCENTAGE... For clients in industries not serviced by Aegis, the referring broker will earn a grid fee as set forth in your Broker4Us Brokers Agreement. How Factoring Commissions are Paid Factoring commissions are paid to brokers of record each month. If, for example, a client referred by a broker submits $100,000 in invoices for purchase each month resulting in a $3,500 factoring fee, the referring broker will earn approximately 10% of that fee or $350. Your fee will be earned each month or roughly $4,000 per year. That is for a single referred client. With such enormous income potential, it is easy to understand why even in today's challenging economy, YAHOO HOT JOBS rated a career in factoring as one the TOP 10 HOT Professions. Factoring is an industry where today's credit-crunch economy actually works for you, rather than against you. Aegis Broker4Us Associates are paid an industry standard 10% or GRID of factoring fees earned plus periodic bonuses & incentives. Periodic Incentives & Contests Most industry brokers focus their marketing efforts heavily in the area of factoring and international factoring due to the residual nature and life of account status of the commissions earned. Such commissions are also available in purchase order finance and allow the Broker4Us Associate to build "books" of business that insure an attractive monthly income which can be planned upon. While the standard commission rate for Broker4Us Associates is 10% or GRID, all members of our program can earn bonuses based on periodic incentives and sales contests. These contests and incentives are announced on the IACFB Forum as well as through normal and bulletins to all Broker4Us sales consultants. 13

14 Broker4us Case Study One of the best methods of understanding the Aegis Broker4Us and its income potential is to view an example of a typical brokered transactions in our industry. Over 50% of all transactions in the $150 billion factoring industry (Domestic U.S. only) are generated by referral source. Jim Smith (hypothetical) Jim Smith is an air conditioning repair technician in New Orleans and although he earns well over $40,000 per year working for his employer in his 40 hour per week job, Jim was searching for an additional source of earnings to augment his current income. Jim learned of an opportunity in factoring and found by referring business owners seeking financing to factors and other alternative commercial finance lenders, he could earn exceptional residual commission income which was paid for as many years as the factoring arrangement continued. Jim's full time employment prohibited him from performing the normal functions of a full time industry consultant (cold calling, canvassing, holding workshops, etc.) but he understood that many leads could be generated by simply networking with other business owners and building relationships with local professionals such as bank lending officers and accountants. Broker4Us is clearly not for everyone but designed for those entrepreneurs seeking a viable (and lucrative) method of supplementing their current income from their primary vocation. Jim entered the Broker4Us Program at Aegis Factors, was assigned a Broker4Us website and was provided with IACFB industry training. He joined the local Chamber of Commerce and also a local trade organization made up of property managers and local vendors providing services to commercial properties and gated communities. Since he was going out-of-pocket for the memberships, he also made an arrangement with his current employer to pay a small commission on all new business he generated for the air conditioning company. Jim began attending after hours networking functions held by both organizations and soon found it an excellent place to build new relationships. Jim quickly became known as a representative for his employer but more importantly, passed out the business cards of his new part-time profession whenever possible. While attending an after hours networking function, Jim was pleasantly surprised when a CPA acquaintance asked to learn a bit more about his factoring capabilities. Jim schooled the CPA on how factoring could benefit small business owners and told him he would 14

15 Broker4us Case Study (cont'd) forward a short booklet to him the next day which would contain additional information. Jim forwarded the booklet as promised and his CPA friend called that afternoon explaining that he had a client that could possibly use a factor to smooth out his cash flow. The CPA asked exactly what factoring would cost and Jim said the best way to find out the costs exactly would be to set up a conference call with one of Jim's underwriters. Jim set up a conference call between himself, the CPA, and a DMS underwriter that afternoon. The underwriter answered all questions asked by the CPA who then recommended his prospective client to complete the DMS short Company Profile and submit it for consideration. The prospect was approved for factoring within 24 hours and sent all contracts via overnight courier. The CPA was impressed with Jim's knowledge and capabilities and said he had several other clients that could possibly benefit from factoring and he would be setting up additional conference calls in the future. The client the CPA referred through Jim was a mediumsized commercial janitorial service generating approximately $100,000 per month in billings. With a 2.5% factoring fee per 30 days, each month the factor generated $2,500 in factoring fees and Jim was paid 10% of those fees or $250 per month. (3,000 per year for the single referral). Jim quickly realized that if the other two referrals promised by his CPA were about the same size, he could be earning nearly $10,000 in extra income per year as a result of the single relationship he developed with the CPA. Jim was also impressed with the ease of the transactions. As referenced in his training... There was no paperwork or contracts that Jim was required to fill out. Commission income from DMS is residual and for the life of the account. Your job as a DMS Broker4Us Associate is to network and educate and make yourself accessible to be in as many "right time...right place" situations as possible. Set up conference calls and DMS underwriters will handle all of the selling. There was no selling involved. Jim had simply impressed the CPA with his working knowledge of factoring and when the situation presented itself (right time...right place), Jim was referred the business. It was now hitting home that the more relationships Jim developed due to his community involvement, the more commission income would come his way. As another bi-product, Jim had referred dozens of new customers to his employer who had given him a $2.00 per hour raise. 15

16 Broker4Us Questions and Answers Q. What is the cost of the Broker4Us Program? A. The setup cost of the DMS Broker4us Program is FREE! Q. What other expenses will I incur? A. As a DMS Broker4Us Associate, you will be responsible for the dues and membership fees to organizations, and printing fees for business cards, letterhead, brochures, etc. You will additionally pay a $15 per month website hosting fee that includes your web hosting / support / and IACFB membership. It is important to note that once you have submitted your first accepted deal, all hosting (up to $180) is reimbursed to you and you will not be charged hosting going forward so long as we have that business on the books. Q. I have seen costs of factoring training as high as $20,000. Why is your program so inexpensive? A. Unlike training schools, we are a lender and make our money based upon your performance. We, therefore, have a vested interest in your success. We also, however, expect a level of performance from you. GETTING STARTED Getting started with Broker4Us is easy! Simply complete the short Broker4Us form found at the DMS Directory. Q. What are the minimum performance requirements for DMS Broker4us? A. As a DMS Associate in Broker4Us, our requirements for your performance are very modest. We know that the "Factors of" website in your city or geographic region will produce a certain amount of leads by itself. We expect you to enhance that number through networking and classified advertising in local publications. We set a minimum of just one new account per year. But, we would love to see more! Q. What organizations should I join? A. Broker4Us is designed to be a part-time affiliation for those that have a regular 9-5 job. You should join organizations which will benefit your Broker4Us vocation but also your current employment ands most of all, organizations that hold a personal interest for you. Chambers of Commerce and Fraternal Associations are most typical. Your community may also have trade associations that will provide fertile ground for generating leads, however. Q. How do I get started? A. To get started as a Broker4Us associate, simply complete the short Hosting Agreement Form and then complete your Broker4Us website Build Form found at the DMS Directory at 16

17 Broker4Us Questions and Answers Q. What are day-to-day operations like as a Broker4Us Associate? A. As a Broker4Us Associate: Your job is simply to network with others at your own pace and speed. Using direct mail, classified ads, and other forms of direct marketing is strictly optional. As you network, your primary goal will be to send business owners to your website where they can request additional information on factoring or request to attend one of our monthly small business teleconferences. If a small business owners adds his / her name to our list, Aegis Factors provides the monthly newsletter. The Broker4Us Associate does not need to publish a newsletter. If a small business owner requests an application, the Broker4Us automatically receives a copy of the request and may call the prospect to follow up if desired. We will follow up as well. DAILY REGIMEN As a Broker4Us Associate, your primary tasks are simply to network at any opportunity and send visitors to your Broker4Us website. For additional information. If a small business owner requests a copy of When Banks Say No, the Broker4Us associate will forward the booklet to themvia . Q. Must all requests for information and submissions be sent to Aegis Factors? May I send them to another factor? A. All submissions from the Broker4Us website must go through us. The websites form fields are coded so that all requests are routed through Aegis Factors. You are free to do what you wish with business you generate using other methods. Q. Can I convert my Broker4Us website to a standard Factoring Broker website and go independent? A. You can, at any time, leave Broker4Us without penalty. Broker4Us is an incubator project for broker development and we anticipate most successful brokers will want to go fully independent at some time., especially with IACFB training and support. 17