Speaking at the NACFB regional workshop, attended by 55 brokers, at the RAF Museum, North West London last week, Business Lending’s Managing Director, Stuart Parfitt demonstrated to delegates how best to place commercial cases that fall outside high street criteria.
“There are specialist lenders like Business Lending who are prepared to go further than high street sources, but the key to successfully converting enquiries into firm offers of funding requires brokers to put themselves into the minds of the lenders’ underwriters. The key elements for assessing a case come down to having a clear understanding of the background and purpose of the loan, persuasive evidence of the ability of the client to repay and the quality of the security being offered to the lender. The broker’s success, particularly in these times, will be based on his ability to present the case properly and show that he has all the evidence and understanding for his client’s case in order to help the underwriter to agree funding. “
He added “Intermediaries are no longer just order takers because the choice of funding sources is now too narrow. Good brokers will always flourish if they do not forget that their skill is in presenting the case in the right way. Some will say that lending has become a business of risk avoidance. However lenders such as Business Lending are looking to manage risk and will lend if the case is good enough and that is why the broking skills of intermediaries have never been so important.”
