Exploring Nexus: A Comprehensive Demo for Brokers

Good morning, Tony. How are you? Good afternoon. How are you? Good. How are you doing? I apologize for the delay.

Oh, please don't ever worry. We don't mind. Lori and I were gossiping about families and kids, you know. We loved

it. Don't Please don't worry. I had it set up. I said, "Okay, I can be 10 minutes early." I was like, "No, let me

finish this loan out." I look I'm like, "Oh my god, it's always works out that way." Oh, Tony, we

absolutely get it. We absolutely get it. I'm I'm a broker as well. We've been in the business for a long time. So, we're

we're very excited to have you on the call and thanks for being with us. Um, so I wanted to ask you a little bit of

how you're kind of operating currently at Cap Home Funding. Are you um are you a lender? Are you a broker? Are you

funding your own? How is it going? I'm a I'm a broker. Um we're not funding our own.

Um the lenders are funding them for us. Understood. And how many um people are with you right now on your team or or is

it a smaller shop with just you? How are you organized? It's a small shop. There's three of us. Well, actively two

right now and a new one getting ready to start. Wonderful. Good for

you. Good. Good. Good. Okay. And so what system are you using currently? May I ask? Um Lending Pad. You are? I I use

Lending Pad. I I used it in the past. Um, and it's a good system, but it's not business purpose, right? So, it's

definitely not built for your um kind of commercial or business purpose loans, non-bank financing. How many units are

you doing in that space, do you think, and just the business purpose lending? Um, honestly, right now, 90 to 95% of my

business is that. Yep. I agree. Okay, good. Um, so I what what do you think just so I know when we're showing you

and I don't mean to be so kind of pointed with the questions. It just helps when we're showing it to you. Um,

what do you think is one of the big reasons that you're looking at new software? Is it just the business

purpose from Lending Pad? I mean, that's part of it, but I I just want to see what's available out there.

You know, I've been with Lending Pad. I just want to see my options to make sure I'm using the best tool for me and my

team. Understood. That's perfect. And how many operations people do you have helping? Like support processors,

assistants, things like that. Um, uh, two processors and one assistant. Two processors, one assistant, and you have

three sales guys, correct? Essentially. Yep. Including you. Yes. Awesome. Well, why don't we go ahead and start and show

you the the Nexus demo and we'll walk through it a little bit. Um, I like to kind of warn everyone. Lori and I have

worked together for a long time, so she drives. I talk a million miles an hour. Um, but if you need me to slow down or

stop or show you something different, I'm happy to do it. Um, the goal for the the time that we have is to really show

you from your desk what works, right, and how we can help to scale and then how to help um perhaps people that have

been agency sales, right, for a long time um to move to more of a business purpose approach, right? and and what

that looks like. So, um this is the login. We're completely web- based. Every person in your company would start

their day the same way. They'd log into their pipeline. Um anywhere you see the button nexus, you're going to be

whitelabeled for um cap loans, right? So, everything would be white labeled with your logo, um your license,

whatever you want it to say, right? And all of the system that you receive is really out of box and kind of set up for

you. you'll have more bells and whistles than you'll ever want. Um, you are looking at the admin level permissions

though. So, every user is built on permissions and you're going to see kind of more than you need or what you would

use in this demo, but we're going to show it all to you. Okay. So, across the top you're going to have your main

navigation buttons. These are just directional buttons to get you to different screens. Um, then you have

your qualify button, which we're going to come back to. And then your user has a hamburger menu. And this is where

you're able to customize your experience, right, for all of your users. So that's a little bit um little

bit advanced, right? So it's like a 200 level class. We're taking the intro class right now. Your pipeline status is

going to be your dashboard. It's it's built for what you want to see every day and you want your users to see. So, how

many loans they have in their pipeline, um, how many loans you funded for the month, how many loans have applications

signed, right? You can set up your view the way you like it. And then your loan pipeline is going to look like many loan

pipelines you've seen, except for it's a little more robust in that you can say something to yourself like, "Ethan, I

talked to a guy named Ethan. It was Ethan Street." Or maybe it was a sales guy or a referral source, Ethan. Ethan

is going to be a searchable option in here, right? so you can see kind of quickly what you're looking for because

remember you're looking at more loans than you'll be able to remember. Um, so I like to show kind of a broker

experience from taking an application. So if we were to go to the top in the qualify button, this is how you'd start

a conversation with a borrower. So perhaps somebody calls in, you're asking them just general qualifications about

the property to start, right? So tell me a little bit. Oh, you're looking for a bridge loan or oh, it sounds like you

are uh looking for a DSCR loan, purchase or refinance. The c the questions that come down in Cascade are specific to the

questions that it's being asked. So, it's very intuitive that way. It's going to say, "Hey, is it located in a

declining market? Is it new construction?" Right? So, you're taking the beginnings of the skeleton of a file

through the magic of pipeline. We're going to move out to a pipeline. So, you don't have to watch me take an

application with you. you you did you just did one so you already know um but this is one where you'll see the kind of

loan structure is already completed. So this is where we call a loan banner and the loan overview banner is where you

see kind of the b the basics of a file as it's being created. At the top you're going to see any duplicates. So anytime

you have a duplicate property address, borrower name, or entity name, it's going to be looking and searching for

any duplicates so you know what else is going on. In the loan overview, you've kind of got

your high level of status and then what channel you're operating in. Remember, this was built for lenders, but brokers

have such success in it that we like to show the entire piece. Um, if we go to 1, two, and three, you're going to see

that we tried to build it in a really intuitive way to help people move through the process. So, the loan

structure is back to that kind of qualify feeling where you're putting in loan details and you're saying, "Hey,

this is a bridge. it's a purchase. We're asking questions like occupancy. We're asking about things like um after repair

value, right? What type of work is being done on the property. It's asking things like experience levels, right? Things

that just normally don't get asked. It's going to ask about general um credit scores, property types, number of units,

and then it's very smart. It's going to say, are you a first-time buyer? Is this property in a rural area? Right? It's

going to look for rural checkers. It's connected directly to the CFPB rural checker. So, you're doing the work that

your end lenders are going to do anyway. It's dropping this directly into your documents for you. It's connected via

API and it just drops it right into your loan. It's going to go over all your credit kind of um instances, right? Any

kind of uh requests on credit. You can default those answers if you want, but the idea is that it's capturing

citizenship, things like that. You're also connected to Google Maps. So, if you're taking an application and

somebody says to you, "Oh my gosh, you have to see it. It's a six-unit apartment building." And then on your

Google Maps, you're looking and you're like, "Uh-oh, that's not a six-unit apartment building." You're additionally

looking at median price, which can be connected right there through Zillow. Maybe not the most reliable, but it's

certainly going to give you an option, right? It's going to give you some information so that you know what's

going on. And it helps in my experience with scaling sales teams to make them larger, right? So that you can take

applications and help them make good choices. Um, I would like to show you real quick. Um, Tony, I'm assuming if

you're running this organization, your sales guys are going to want to talk to you about files, right? They're going to

want to say, "Hey, I don't know what to do with this loan." This is an exception box where basically it goes to their,

you know, to your head salesperson, right? or to the person who could make choices or help them look and basically

your person would be able to say, "Hey, I don't see any products for this. Can you help me out?" Right? Is there

something that you notice about this? So, it's a way to kind of communicate inside of the loan um directly to a

person that can make a choice. Right? So, I like to point that out for brokers because as you bring in other

salespeople, you're going to want them to be able to talk to you quickly and efficiently about a file. Right? Okay.

So in this kind of loan overview and the loan setup, you'd be able to add your own products, right? So you'd be able to

say this is the cap loan product um A, right, for instance. And you can price whatever you would like your prices to

go out as. And then you'll be able to generate a term sheet in here that basically says this is our broker fee

via dollar or percentage. We want to email out from here. Um, also you have an e enabled uh portal. So everything

will be e enabled and the e signature is part of that. It goes directly out to whoever you send it to for enabling. And

then your unsigned loan term sheet is again whitelabeled for you and completely customizable. You can make

this look however you want, right? To go from you directly out to your borrower. Will it calculate closing costs as well

too or It can calculate closing costs. I'll show you a loan fee worksheet. Um, it's going to give kind of more generic

from the business purpose side, but if you were to look at a fee worksheet, the fee worksheets right here, you'd be able

to build some templates in there and be able to say, "Hey, I always want my broker fee to be X. I always have a

profile fee of Y, right? So, you can put those in. Um, but again, business purpose, different game, right? So,

you're talking more kind of um a good estimate is anything that you're looking at. So, it's in there, not used as much

though. So, at that point, you've gotten the kind of basics of the loan structure. Now, you're going to move to

the application. And in the application, this is where we kind of break off into a couple of different spaces. One is

you'll notice the pizza tracker on the lefth hand side, right? So, it's kind of walking its way through a Pizza Hut

pizza maker, you know, with the lights. As you fill out fields, it's going to, you know, go back down kind of giving

visual cues to people how far you are in the application. At this point, you can continue to take

the application verbally. This guy's called in, right? Marshall has called into your office. He's speaking to

somebody. You're completing it with him. Or you can actually send an application link to your borrower, which we'll show

a little bit later, but has the ability for borrowers who are techsavvy to log in, complete the application, drop

documents to you, things like that. But that's where this would be able to shoot over. Um, and they need just an email

address. Your broker package comes with unlimited customers and customer entry points. So you can send as many of these

out as you want, right? Um the application itself though is pretty robust in that if you walk it through,

it's again completely business purpose entitydriven, right? It's going to talk about your properties. You'll be able to

add your assets and liabilities. You can in um you can verify assets through Plaid. Most of your investors are going

to do that for you as a broker, but you had the ability to do that if you want. Um, track record is where you're going

to be able to upload a CSV for a borrower, move it from loan to loan, so you're not redoing Excel spreadsheets

over and over and over again from borrower to borrower on their background. You have declarations in HDA

if you're interested, right? You can disable or keep it there. All recordeping for you. And then this

acknowledgement and sign is your application out to the borrower. E-IGN enabled. It's whitelabeled for you. And

then what would happen is this is going to be your business purpose application. It's going to include the ability for

you guys to be able to pull credit on their behalf, pull backgrounds on their behalf should you need it. Soon as it's

e-signed, it drops directly back into your document storage. Right? So, it's really like a beautiful system and you

can set reminders. Hey, I haven't heard from this customer in two days. Let's send a knock-k knockock. Right? I need

them to e-sign their documents. So, all of that's like right out of the gate. Something I'd like to show is seven in

the credit score. I'm assuming you're charging for your credit reports, right? So, you're not paying for them each

time. Your Stripe enabled. We can give you a Stripe link where you can actually send the link to the borrower. They pay

for the credit report. Once you have notification, we have an API with credit companies. You can pull credit directly

from your system so that it's always located right there. Who are you using for credit, Tony? Um, Advantage. Yep.

So, we have a link with Advantage. We're completely hooked up with them. You just put your credentials in. You can pull a

soft pull or a hard pull. You can charge the borrower what you want through Stripe, right? So, all of that lives

right there. And then your additional entity members, because you're probably seeing from the a lot of the lenders,

they want anybody over 20%, right? They want their social, their date of birth, and some kind of a

signature to get them started. You're able to e-sign that as well, right? So, it's really robust that way. Um, so this

is the application. What I like to show now, Am I moving too fast, Tony? No. No, it's good. Great. Okay. So, the loan

submission is where I like to kind of point out you are gathering docs from borrowers at this point. This is where

you can make any kind of customizable list that you want of documents that you want from the beginning from borrowers,

right? So, identification and entity documents, a contract, right? You want to see their liquid assets. They have

the ability to drag and drop directly into your portal. So, through their own entry point, right? So they have a

little um passworded account and they can go in, you can actually re label documents, anything you want and then

everything drops directly into your document storage section and you're able to approve, look at or say, hey, this

document's acceptable or not acceptable um just from your own internal kind of cursory review and you can actually

stack all of your approved documents very quickly to be able to ship it to whatever lender you want to send it. So,

no more kind of like he sent me six months of bank statements, I only need two, right? You approve what you want

and it stacks just what you ask for. Okay? You can email directly out of this system as well, which the e email

capability is going to go directly from your email specifically. So, we connect with your DNS for you as we set it up

and you'd be able to email directly out. Perfect. Sound good? Yes, it does. And with that email, that includes my

signature and everything on there as well. It does. It's just your your it's going to come from your email and the

way you want it to look and feel when it goes out the door. Now, those emails are customized for you. You can create the

way they look and feel in like kind of a future lesson. Um, but the idea is that these are communications to the goal for

Nexus is to be able to communicate quickly and easily with the touch of a button. A very systematic way of saying,

"Hey, I've gotten all your docs. Hey, I'm missing these documents." Right? These are the things that you're wanting

to ask for. Okay. So, these floater tabs is what Loriy's showing where you can very quickly kind of see loan details,

any underwriting details, documents, right? Anything you want your team to be able to look and feel quickly, right?

And to be able to see what's going on. Okay. So, you have two processors, one assistant. One of the ways to kind of

organize that is to be able to show that you can do tasks via loans, right? So, if you have um tasks that you wanted to

set up so that your um users would know what to do every morning, you can say, "Hey, I want a task to fire on every

loan, every time an application is signed, right? or I can I want a task to fire that says, "Hey, um these loan

conditions haven't nobody's talked to this borrower in two days. I want them to be called." Right? You can set

reminders for your team to make sure that everybody's checking in and communicating at the style you want them

to. And that will go to those individuals, not to the group itself. Right. It's individual users. So you can

set it up by profile or by user. Yep. And or groups, right? So if you have one processor who's out and you want to

assign all of that processor's work to the other processor, you can do that as well. Okay? Right. So, one of the things

that I see brokers using from a reminders standpoint, which I really like, and I try to share just a best

practice as I bump into them, I have things like maturity reminders where you'll see a loan's about to mature and

you want to be mentioned, you know, after the loans closed and funded, you want a reminder at 6 months and at 9

months to make sure you're capturing that business before it matures. Um, this is where you can set up those

reminders and what you're trying to do. I see people use this for like birthdays, right? things as they're

talking to customers and saying, "Hey, I just wanted to check in." Right? This is my check-in point. So, Nexus isn't

necessarily a CRM. However, we see people using it that way with this information here. Make sense? It does.

Okay. So, you've seen the qualify button. Um, I want to show you a borrower experience from an HTML. So, if

you all of your um users would have the ability to have an HTML link in their email specific to them or you could put

it on a landing page. And this is what it would look like as the borrower kind of clicks this link. They're able to go

through what we consider a custom quick quote or a quick application where they basically are able to give you contact

information. you can see them walking through what type of loan um they're looking for, right? And it is

customizable for you. So, you decide what questions you want to ask and what rules you have around it. The idea is we

want several entry points for people to be able to give you information or to ask for information from you. So, this

link also comes with the package, right? So, it's something that we see depending on the way you do business, right? So we

want the goal, the high level goals really are let borrowers help self-s serve if they want to, right? They have

access to their own portals. They can see repeat loans. They can look at documents that you've asked them for. Um

and we want you to have the ability to do business the way you like it, right? So if they're not your borrower is not

savvy that way, you can continue the application in your own portal. And and is this is this able to be accessible

through a um iPad or a cell phone? iPad definitely. Um cell phones you can get to the website. It's formatted for a

website view. But I will tell you there's not a mobile app for it, right? So it's um I will say though the

majority of the people I see using it are desktop users um typically or customers that want to just drop docs

right through that through that portal. Um Lori, would you mind if we go back to the users if if I can? So Tony, this is

your um this is your kind of hamburger menu. And again, I'm showing you all of this, right? It's a testing site, but an

admin view. So it's got all the bells and whistles. Um this is where you'd be able to look at, for instance, multiple

or repeat borrowers. So you can see their documents section here and you'd be able to with a click of a button see

every loan that that person has done right that entity has done and then you can actually look at their track records

their general files so their socials data you know things like that that don't expire too quickly and then all of

their entity docs are available for you. So you know customers that buy and sell quickly and then just reuse that entity

you'd have all of that information there. you can actually create a file right from there so that you're not um

doing extra work, right? That's the goal. We don't want you clicking twice if you don't have to. If that makes

sense. It does. Okay. Okay. So, you've got all of those pieces. I just want to see um and again, I move quick, Tony.

I'm so sorry. We're just really, you know, good at kind of showing the picture. Um what Oh, let me show you the

appraisals. Uh, so let's go back into a file, Lori, where we're looking at a loan and we are ordering appraisals

through um, you know, you go to your lender, they tell you, hey, you have to use this, you know, this vendor. You can

keep track of that inside of your loan by creating a new order. If you have an API, like if you have your own username

and login, you can also um communicate with all the parties on that loan by saying, "Hey, I just wanted to let you

know so your salesperson is not calling your processor and saying, "Did we order the appraisal? Did he pay for the

appraisal? Did we get the when is it due back?" Right? Everything is right in one screen. So that and you can just quickly

get people, you know, in my experience, right? You want to your sales guys are on the phones and doing you want them to

see a quick email that says hey that's been ordered or hey the payment receipt is back in they've paid for it right you

can change statuses in there so are you ordering it directly through the system or so well so we have connections with

Nan with appraisal nation with Bowie right like if you have login for those you can connect inside of the appraisal

screen um otherwise you have to manually you're ordering it and then you're kind of updating your status on your side. If

they have an API and it's someone you use, typically we're happy to connect, right? There's no

issue. But it's again a way for you to see from a whole um and if you go to that appraisal dashboard, Lori, you'd be

able to see kind of who's ordered, who hasn't, who's how many are outstanding for payments, right? All of those things

are indicators of how likely an a loan is moving forward for you. So you'd be able to use that as an indicator of how

your overall health is. Okay. So what can I show you or what I mean? So I think you see the flavor right of

what we have and how it works. The goals for us is really to have an outofbox system for you Tony that will provide

unlimited customer and data right it gives you the e signature. It's built out of box and that it's whitelabeled.

We want it to look and feel like you're home, right? And that you feel good and easy using it. Um, I will say the one

other piece that we're still te it hasn't rolled out to the testing environment is the ability to download

the structure screen so that you can send it to several of your account executives um that you're working with

on a lender side to say, "Hey, do you want to price this for me?" Right? You've got a really hungry AE market

right now. That box is going to be right there. Right? So, you'd be able to download, cut, and paste and really be

able to say, "Hey, this is the structure of what I'm trying to price out. Do you want to tell me what you've got?" Right?

Or do you want to compete against each other? I'm finding that brokers are really leveraging the AE response times

right now and saying, "Hey, this is my deal. This is what it looks like. You tell me what you got, right? Or what

other questions do you need for me to give you to get the best price?" And then you're actually placing that loan

where it's the most beneficial. That's good. Makes sense. So, I think that's the idea from uh you know what

we're seeing brokers use right now, right? And so, that's been giving them a leg up in the market that they can

quickly go out and say, you know, what do you got? Right? And is this you know, do you have any small things you want to

tell me about? Um, okay. So, I've talked the whole time. Talk to me a little bit about what you wish your system did or

something that maybe you did. I There's just so much to cover. or I want to make sure I'm giving you a good answer. Well,

the nonQM is big and then also the uh the display of the loans that they, you know, one individual being able to see

that on one screen. Um, and also pulling reports. Is it easy to pull reports? Absolutely. So, before we actually get

to reports though, I'd like to show you the loan pipeline just from a your seat, right? So, let's say you come in in the

morning and you're like, I just want to look, right? I want to peek around and just take a look. see that as of button

on the um pipeline. What that's telling you is that that loan has been talked to as of

that date. So, if I was running a team, right, I'd be looking at the longest loan and saying, "Why hasn't it moved?"

Right? What's happening on this loan? Why is it stuck? Right? It's just a quick way to add to look. You can

quickly look in and see when the last notes were made, who made them, what they're doing. You're actually able to

add your own at that point and you can actually track the emails in here as well and say, "Hey, I want to see the

emails that were sent out." Right? So you can kind of do that. Have your team kind of create that space directly from

inside the portal. Um, additionally, you can um so so that's just the one thing right from a from a quick visual. As far

as reporting is concerned, any calculable field is able to be reported on. One of the things that I like to

show is that you create the report that you like, the view you like, and it will be able to pull it every time you want.

After you make it, you name it Tony's report, Tony's daily report, and then it will pull the dates that you want to

pull each time. Okay? Right? So, the goal for us really is make it simple, be able to um use it over and over again,

right? Without having to work too hard, right? So that will help with those. Um the

reports will all come, let me see, we talked about the links for the quick app, right? For your HTML links to be

able to drop each of your sales team would have their own link. Um and be able to put that directly onto their

individual email signature so that businesses drive. So if it's your customer, Tony, they're going to you and

it's defaulting to you as the user. Okay. trying to think if there is

anything. Um we talked about stacking to brokers, right? Um so so when you're talking about lending pad um the one

thing about lending pad that I know is that there's not a ton of automation, right? So it's it it's very

userfriendly. It it does what it's supposed to, right? But it's an earl based mismo data right and it is based

on having one p in my experience one person kind of driving the machine but it's not going to do things like knock

Tony you haven't called him in 3 days knock you know via email and task this system has the ability to configure

those requirements to give people visuals and you know tasking reminders so that even your sales team when they

open up would know that's the tasks button with two in there and that's what I have to work on first, right? Or those

are the things I want to prioritize first. And what what it does is it gives you a visual to be able to see what's

outstanding and what's um what's needed to be done so that you can move forward and you don't lose anything, right?

You're not losing viable opportunities. Make sense? It does. All right. So again, I'm I am, you know,

this is a powerful piece of machinery built for lenders that have 200 users. Sometimes the broker version of this is

really because we started to see a need that brokers really need the organization, right? To be able to scale

their business and have the conversations they want to have, they need a place they can trust and kind of

build everybody in. So, let me tell you a little bit about what Nexus does as a broker package, if that works for you.

Um, our broker package right now is up to five users per month. Um, so you can have five active users. The cost at the

moment is $450 per month. Um, and then $85 a user after that. It does come with the e enabled unlimited e signatures. It

comes with um onboarding and uh configuration. So, you'd spend I'm going to say about 10 hours with Lori and I

where we would set up your system to do what you want, how you want to process, what your reminders are, right? Um and

how you'd want to have your organization set up from a reminder standpoint. There are no implementation or out-of-box

fees, right? Like that's all inclusive in the 450. So, that's where we are at the moment. Um, I I say that because

we're probably looking at a change in the fall, but um that's where we are. And um we have found personally major

success with brokers who are um really they know their business, they know the business purpose space, they

have their end investors that they work with that they know where they're going and where loans are going. um but to

really be able to capture good business purpose loan applications and be able to move them quickly through a system while

recovering their credit reports while recovering right those out-of-box charges. So, right. So, talk to me a

little bit about making a choice for you with Lending Pad. I know leaving something you have and love is difficult

um or have worked with for a long time. Yeah, I I started using Lending Pad before it was web- based, I guess, back

in I had my original shop back in what, 2005, you know, I had a bigger team back

then. Um, so it it's just been comfort, ease, you know, so that that's been my my main

driving force for staying with it for so long. I know. I know. And it's interesting when your business is agency

or you know gvy stuff, but we're finding just with the rates and the way the market is, the business purposes, the

non-bank financing is taking off, right? And so to have an application specific to them and to be able to scale on it.

We're finding a real opportunity for people. Um, how many units are you closing or funding a month at this

point? Um, between seven and 10. Yeah, that's so so what I'm going to tell you Tony is if I was to make an ideal

customer and just so you know my ideal customer profile is a broker who's closing between five and seven is right

at the moment where they are about to be able to double that volume and if they if they have this type of organization

and set up before they get to that you have such a higher probability of getting to it right because we're seeing

you know otherwise it's really okay then you have to kind of take this application and modify it this way and

it looks like that. You know, you're you're right at a spot where this would be able to show kind of how an

application runs through and be able to move it in a good direction. So, you're you're in a unique spot, right? Okay.

So, is there anything that we can help to answer at this point that maybe we didn't? No, no, you guys are, you know,

you're very thorough with everything. It's just more of me um looking to see what steps I want to take. Yeah.

Absolutely. Absolutely. Well, we'll send you a thank you and we understand that not everybody is ready at the moment,

right? It's a big change to kind of put a new loan operating system in. The things I will tell you is that our job

is to help you stand up easily and and be able to work in the system. You'd spend time with us to go through the

training and to work it up because we want you to be successful and in the system and working um seamlessly. Uh but

if it's not now, we'll be friends until it is and we're happy to do that. So, whatever whatever we can do to help.

Okay. Definitely appreciate that. Yeah. Perfect. Well, Tony, it's been delightful to talk to you and we'll send

you a little email so you have our contact. You can write to us directly and Lori and I will be here to help and

we'll check in in a couple of weeks and see how you're doing. Okay. I definitely appreciate that. Yeah. Thanks for taking

the time. I We appreciate it, too. All right. Take care. You too. Bye. Bye. Bye.