Commercial Lender Training with the Small Business Finance Institute
Commercial Lender Training provided by the Small Business Finance Institute with Founder Charles Green Interview.
Hi everybody Dave Sullivan here for the Credit Guy TV with special guest…
Dave: Charles thanks for reaching out to me on LinkedIn, I have really enjoyed our relationship. You have found a niche, something that the commercial banking industry needs. Tell me a little bit more about that.
Charles: Dave, I have been a career banker since the late seventies, when I joined the industry, I was given about eight weeks of training in my first two years of employment. I was really not worth much to the company that hired me, but after the S&L crisis internal training programs for most banks sort of went away and it’s never really come back, although there have been some really good times since.
I started a training operation to create content to train commercial lenders the fundamental skills needed to evaluate, fund and close commercial loans across all different product types. We plan to deliver this through streaming video across the nation.
Dave: Training is so important and has been overlooked in the commercial space. The mortgage lender has really been trained to death today and commercial lending is ignored completely. There is a real need for this don’t you agree?
Charles: I do, mortgage brokers are licensed and that gives them particularly standards that they have to adhere to. They can be evaluated in a simpler way against those standards. In commercial lending, you have a diversity of product lines you’ve got regulated banks and non-regulated finance companies that provide different financing products. It can be a big sea of people floating around with different kinds of experience with products to offer, that just sort of gets lost to them in the fray and customers suffer consequences, because commercial customers don’t always know who can help them and the person that they find might not know where to send them if they can’t deal with the situation.
Dave: Many times commercial loan officers are really thrust into that position with little or no training. I think this product is very important and I flew down to Atlanta to meet with you to record a session on business credit. I was very impresses with the professionalism of the organization you have down there, talk a little bit about the teachers that you found for the program as well as your background.
Charles: I have been away from active banking for almost five years, so I had adopted the job title of “Recovering Banker”. I still retained quite a bit of this knowledge from my thirty five year career. I have also have recruited a lot of other leaders who have different perspective and experience in particular credit lines like:
- Asset based lending
- Commercial real estate
- Government guaranteed products
In addition, we’re putting together a group of professionals who haven’t been lending the money but they’ve been supporting the lending industry through providing their professional services for the due diligence. You’re joining us was one such instance where you’re an expert on credit data, credit histories and how the FICO(r) score stacks up. How credit scores can be accurate or sometimes not so accurate for business owners. Explaining these kinds of lessons, giving commercial lenders more context around the job that they have to do. Similarly we have been working with a real estate appraiser and an environmental engineer that is going to help teach bankers how to evaluate property in terms of the environmental risk. We have an attorney creating content about the different closing functions, the different contracts banks use, the different issues that can arise with the property title and so forth.
Dave: I think that is all key information and to have it all in a concise video format. I don’t think it has been done before for the commercial lender and I’m very excited to be a part of it. Charles how can people find the products or take a look at what you have to offer?
Charles: Our website SBFI.ORG that stands for Small Business Finance Institute SBFI.ORG and there’s a tab there that says “lender training” just follow the navigation from there to see everything we offer.
Dave: Thank you so much for being on the blog today, do you want to give out your email address so people can contact you directly?
Charles: Certainly director@SBFI.ORG thank you so much Dave.
Commercial Lender Training provided by the Small Business Finance Institute
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