The borrower said he felt the lender already had an abundance of collateral – and would not provide a personal guarantee.  Did the lender think he was a crook?

The lender felt the Credit Committee would require some additional support to approve this loan.

Solution:  The borrower’s adviser suggested a “Validity of Collateral” Guarantee.  This is a little known, but frequent workable, alternative.  Here, the borrower only guarantees that the reported collateral (quality and quantity) are genuine. If it is later found that the collateral information provided was significantly incorrect, or fraudulent, a back-up Personal Guarantee, only then, takes effect.

Interesting approach and this was acceptable to all parties – the loan was approved. Always negotiate and benchmark (release conditions) personal guarantees.

Ken Easton brings his many years of comprehensive and successful business finance, lending and consulting expertise to his business clients, audiences, readers, and workshop participants.  Ken is the author of “$urviving Your Business Debt” and his monthly periodical “Biz Finance Tips”, available at www.survivingyourbusinessdebt.com.  For further information, visit www.TheEastonGroupLLC.com.

• Territory Rehabilitation for the Commercial Lender
• Developing Effective Loan Origination Channels
• Deal Winning Techniques for the Commercial Lender

Commercial Financing Workshop Announcement:  

“Commercial Lending New Business Senior Sales & Marketing Workshop”

Spring secession dates for the internal presentations of this full-day workshop are currently being filled.  Workshops are presented within your own bank or financial institution. Capitalize on Mr. Easton’s 35+ years within this vital aspect of commercial financing. Sessions are presented within theUS with reimbursed expenses as appropriate.

Seven open mid-week dates are currently available and must be booked on a first-come, first-serve basis. Attendance levels and costs are flexible depending upon the needs of the bank or commercial lender.

For specifics and agenda please log in at The Easton Group, LLC (Click on Workshops). To ensure your specific desired date you may also call direct 603.533.1935. 

Comprehensive workbooks and significant take-away materials are provided to all registrants.  Management lenders will have opportunities within the presentation.

As usual, those who book presentation dates before April 3^rd will receive a 15% discounts on workshop fees.

Under Performing Commercial Loan Sales Territories?**

Establishing a new Loan Production Office (LPO)?

On-Site territory rehabilitation services are now available to commercial lenders nationally through the services of The Easton Group, LLC (the “Provider”).  These professional services are designed for those lenders experiencing a serious lack of loan production within existing sales and marketing regions / territories.  The Easton Group, LLC also has expanded its professional coverage into the planning and establishment of new Loan Production Offices (LPO).

On Site – On Time – On Target – On Budget

While talent to address and possibly correct deteriorating situations may exist within your organization, managers rarely have the flexibilities to spend an extended period of time within a single sales territory. Utilization of the Provider ensures an independent, experienced and focused engagement. The Provider seeks to achieve positive results within 30 days of concluding their implementation phase.

Professional fee options include hourly, per diem or negotiated project pricing + OOP expenses.

View additional detail about these new programs, as well as other secured party services, at www.TheEastonGroupLLC.com .

* You may hear Mr. Easton (principal) speak on these topics through Webinars hosted by the Commercial Finance Association.  His first of three scheduled presentations is on December 13, 2011.

** Request your free detailed service overview of the “Rehabilitation of Under Performing Territories for the Commercial Lender” and the “Establishment of DeNovo Loan Production Offices”.  This detailed information is available by calling Ken Easton of The Easton Group LLC directly at 603.533.1935 or by requesting via e-mail at eastongroupllc@comcast.net .

It is simply because the proprietary and confidential issues regarding internal commercial loan processes, policies and techniques are unique to each institution – not to be disseminated within the larger lending (and competitive) community.  It is evident, of course, that such lender sales training and instruction should be strictly internal.

An internal workshop has now been exclusively developed for commercial lenders by The Easton Group LLC:

Read the full story at Ken’s blog “Easton on Business Financing“.  Be sure to subscribe to get all his commentaries delivered by email.

Ken Easton brings his many years of comprehensive and successful business finance, lending and consulting expertise to his business clients, audiences, readers, and workshop participants. Ken is the author of “$urviving Your Business Debt” and his monthly periodical “Biz Finance Tips”, available at www.survivingyourbusinessdebt.com. For further information, visit www.TheEastonGroupLLC.com.

Read the full story at Ken’s blog “Easton on Business Financing“.  Be sure to subscribe to get all his commentaries delivered by email.

Ken Easton brings his many years of comprehensive and successful business finance, lending and consulting expertise to his business clients, audiences, readers, and workshop participants.  Ken is the author of “$urviving Your Business Debt” and his monthly periodical “Biz Finance Tips”, available at www.survivingyourbusinessdebt.com.  For further information, visit www.TheEastonGroupLLC.com.

Ken Easton brings his many years of comprehensive and successful business finance, lending and consulting expertise to his business clients, audiences, readers, and workshop participants.  Ken is the author of “$urviving Your Business Debt” and his monthly periodical “Biz Finance Tips”, available at www.survivingyourbusinessdebt.com.  For further information, visit www.TheEastonGroupLLC.com.

This periodic FREE e-mail newsletter from The Easton Group, LLC and the author of “$urviving Your Business Debt”; Kenneth P. Easton, Jr., provides subscribers to “Biz Financing Tips” with continuing concise and opportune business financing tips.  “Biz Financing Tips” are designed to save business owners time, money and much aggravation when dealing with the rigors of everyday business financing or there own worst case scenarios events.

While some tips may be found within “$urviving Your Business Debt” others are recently assembled and may apply to special borrowing situations, unique business loan products, funds sourcing, planning future debt requirements, financial management techniques, loan proposals, lender fees and collateral advance rates, ratio compliance, personal guarantees, saving on borrowing costs,  and evaluations of  business credit situations. Tips will address selected specifics with considerations for the acquiring, leveraging, managing and disposition of business debt.

By signing up for “Biz Financing Tips” you are giving us permission to utilize your e-mail address for the sole purpose of sending you “Tips”.  E-mail addresses are used for no other purpose and are not divulged, released or sold to any other party.  You may cancel your subscription to “Biz Financing Tips” at any time by utilizing the button within each edition of “Tips”. 

Click Here for a sample Biz Financing Tips newsletter.

Your first “Tips” should go out about three weeks after receiving you subscription request.

“The Tip you miss may be the tip you need.”

CLICK HERE to request past Biz Financing Tips Newsletters