6 steps that can make a banker your champion
At some point in your career as a business owner, you’ll need a business loan; probably from a bank, but perhaps from a non-traditional source, like a crowdfunding lending platform. Allow me to help maximize your chances of getting the loan by introducing you to the fundamental underwriting elements any lender will use when considering your loan proposal. Meet the “Six Cs Of Credit.”
1. Character – What’s the character of the borrower? To a community bank, character still means a lot. For larger banks, digital credit scoring dominates the approval process and this “C” is less compelling as an analog factor. Regardless, the appraisal of your character will always impact the loan approval process. Guard it well.
2. Capacity – What’s the ability (read: cash flow) of the company to repay the loan? A banker once told me if he could see only one loan proposal document he would ask for the projection of cash flows, because that’s where he could see if there would be enough cash to repay the loan. Remember, profit is an accounting concept. Bank payments are made with cash, not concepts.
3. Capital - Is the loan amount justified by the financial strength of the borrower? For example, sales volume, profitability, CASH FLOW, retained earnings, the underlying value of the asset being purchased, etc. If you’re unsure about your capital appraisal, take your banker to lunch and talk about it.
4. Collateral - This is the bank’s fall-back position. Collateral is whatever a banker can get you to pledge as their Plan B in case you default. But remember: Once you give a banker collateral, getting a partial released prior to payoff is like getting a she-bear to hand over her cub.
5. Coverage - Bankers are prepared to take certain risks, and the interest rate and terms are based on the level of risk with which they feel comfortable. When possible, banks look for opportunities to shed or minimize that risk, like various kinds of insurance products. Be prepared.
6. Conditions - Bankers ask themselves, “Does it work? Do we like this deal?” You can improve your chances by explaining how you’ll use the money, how it will help you grow your business, create more jobs, strengthen your market position, make more money, etc. Practice your pitch on someone before you go “live” with your banker(s). If a banker doesn’t understand your deal and how you’re going to make it work, you won’t get the loan.
The title of the shortest book in the world is “Loan Officer Courage.” Help a bank become your champion by showing you understand and support their underwriting process.
Write this on a rock ... Improve your loan chances by understanding the Six Cs of Credit.
Jim Blasingame is host of The Small Business Advocate Radio Show and author of the award-winning book, The Age of the Customer: Prepare for the Moment of Relevance.
