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Imperial Library
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Index
Titlepage
Copyright Page
Table of Contents
Preamble
CHAPTER 1 LENDING IN THE DIGITAL AGE
1-1 Four Ideas to Refine the Art of Selling Bank Products
1-2 The Three Best Ways Your Bank Can Prospect For New Loan Business
1-3 How to Get a Borrower’s Contact Information
1-4 What Lenders Need to Know About Inbound Marketing
1-5 Using Webinars
1-6 How to Use Email Automation to Drive Loan Growth
CHAPTER 2 CHOOSING AND UNDERSTANDING YOUR BORROWER
2-1 Who Are The Best Customers At Your Bank?
2-2 Choosing Your Borrower
2-3 Your Borrower, The Bank And Dreams
2-4 Determining Borrower Interest Rate Sensitivity
2-5 Understanding How Rate Changes Impact Credit
CHAPTER 3 LOAN PRICING AND STRUCTURING CONSIDERATIONS
3-1 Understanding Debt Service and Probability of Default
3-2 The Balancing Act of Maturity and Amortization
3-3 Balloon Versus Full Amortization
3-4 Pricing Risk by Borrower Type
3-5 Structuring a Loan to Match Lease Risk
CHAPTER 4 LEVERAGING YOUR TERM SHEET
4-1 Nine Steps to Improve Your Commercial Quote Sheet
4-2 Better Loan Term Sheet Acceptance
4-3 Getting the Most Out Of Loan Covenants
4-4 What Loan Covenants Really Matter
CHAPTER 5 BASIC CONCEPTS IN LENDING AND FINANCE
5-1 Term Structure of Interest Rates
5-2 Forward Rates
5-3 Present Value of Cash Flow
5-4 Optionality: What Are Cap and Floor and Prepayment Options?
CHAPTER 6 ADVANCED LENDING TECHNIQUES: MAXIMIZE VALUE AND MINIMIZE RISK
6-1 Using Step-Up Interest Rates on Loans
6-2 Adjustable Fixed Rate Loans
6-3 Interest Rate Hedge
6-4 Pricing Loans
6-5 Choosing Your Prepayment Provision for Commercial Loans
6-6 Maximizing Value for the Borrower
6-7 Maximizing Value for the Bank
6-8 Hedging Mechanics, Documentation and Platform Considerations
6-9 Hedging Alternatives
CHAPTER 7 BEATING YOUR COMPETITION
7-1 Nine Loan Closing Techniques by One of the Nation’s Top Loan Officers
7-2 Beating Competitors
7-3 Two Case Studies
CHAPTER 8 CREATING LASTING BANKING RELATIONSHIPS
8-1 Additional Thoughts on Term Sheets and Commitment Letters
8-2 How to Maintain and Grow the Business and Relationship
8-3 Essential Elements of Commercial Loan Documentation
APPENDIX A: CLOSING STATEMENT
APPENDIX B: BIOGRAPHIES
INDEX
Backmatter
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