Latest Posts
What Residential Investors Need to Know About Commercial Loans
As we continue to move further into what has become the nation’s longest economic expansion, and one that has been GREAT for real estate investors, I am encountering more and more residential investors who are interested in opportunities within the…
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Definition: DSCR or Debt Service Coverage Ratio
DSCR or Debt Service Coverage Ratio is used every day by a commercial lender to assess loan requests. I’ll share definitions for CRE lending as well as C&I (aka business lending) lending today although they are calculated the same way,…
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Book Review: The Successful Lender’s Field Guide
Something that I have noticed for a long time, and really one of the reasons I started this blog, is that there is a lack of quality literature regarding best practices in sales strategies, negotiation tactics, and analytical aspects of…
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Quick & Dirty CRE Listing Assessment
I’ve said it before and I’ll say it again – time is one of our most precious and limited resources. Some of the best lenders I know are the girls and guys who can quickly assess a deal and determine…
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Business Development Plans for Commercial Lenders
We all have goals — personal as well as professional. The personal ones we set for ourselves all the time…I, for example, started feeling guilty recently that I had stopped playing guitar. I used to be pretty good, or at…
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Paula’s Method (or How I Was Rescued from Post-It Note Hell)
I used to live in post-it note hell. Some of you still live there…I know because I’ve been in your offices and we can always tell our own kind! Back then, most mornings consisted of me scrambling between answering phone…
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The 10 Minute CRE Drill – Assessing a Potential Opportunity
One thing that I have seen throughout my career is that working efficiently can lead to increased production. You can save yourself and the borrower a lot of time (and frustration) if you know what to look for up front. …
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5 Ways to Bomb with a Potential Client
The hardest part of acquiring new business is getting in the door. Successful bankers and lenders know that the more looks you get, the more deals you will close…so you need to make the most of every meeting! We all…
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The Easiest Way to Source SBA 7a Leads
Private party business acquisitions can take the form of a couple situations including a partner buy-in/buy-out and sale of the business to an outside party. These opportunities can be sourced by finding: A business owner who is interested in selling to a…
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Prospecting Nonprofits with Guidestar.org
Nonprofit organizations can prove to be valued and desirable bank clients for banks of all sizes. Along with lending needs that may arise, they are often times high balance core deposit customers who also take advantage of many treasury management…
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