Commercial Lenders Look Ahead to 2021 - Behind the Scenes at the NACLB Transform Digital Leads into Closed Deals - National Alliance ...
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A PUBLICATION FOR COMMERCIAL LOAN BROKERS AND LENDERS
| DECEMBER 2020 VOL 2 NO 6 |
Behind the Scenes
Commercial at the NACLB
Lenders Look
Ahead to 2021 Transform
Digital Leads
into Closed Deals
BY NATIONAL ALLIANCE OF
COMMERCIAL LOAN BROKERS
contents DECEMBER 20 vol 2 no 6
15 22
BEHIND THE SCENES AT THE NACLB BOOMING U.S. HOUSING MARKET POISED FOR
Creating the NACLB Conference is a monumental undertaking each INCREDIBLE 2021 GROWTH
year. In a DealMaker Q&A, conference coordinators Christina Green Although the COVID-19 pandemic initially threw a wrench in the
and Jenna Hanson discuss how the conference has evolved over U.S. housing market, the effects of the uncertainty were short lived.
the years. Today, the market is brimming with opportunity despite supply
demand imbalances, and 2021 looks bright for real estate investors,
19 mortgage brokers and lenders.
By Dalton Elliott, Lima One Capital
2020:
A COVID-19 Storm Gives Way to a Tidal Wave of
Lending Opportunity 24
As 2020 comes to a close, Joe Camberato reflects on a year that REFINANCING MERCHANT CASH ADVANCES
was initially rife with economic opportunity, then fraught with The COVID-19 pandemic has magnified financial difficulties for
turbulence as the COVID-19 pandemic took effect, and finally filled many small businesses with merchant cash advances. Stefan
with renewed opportunity for commercial lenders as the economy Bernarsky discusses options for small business borrowers who are
rebounds. seeking to refinance MCAs.
By Joe Camberato, National Business Capital & Services By Stefan Bernarsky, Kanjorski Partners
www.naclb.org | DEALMAKER | DECEMBER 20 | 1
DECEMBER 20 vol 2 no 6
28
COLUMNS
26
COMMON LAW
Marketable Title in Real Estate Transactions:
When a Defect is Not Really a Defect
Without marketable title, a real estate investment cannot
be transferred. Alicia Sandoval provides an overview
4 FROM THE EDITOR of common defects on title and explains the difference
between clear and marketable title.
5 NEWSMAKERS By Alicia M. Sandoval, Esq., Res/Title, Inc.
11 CALENDAR OF EVENTS 28
MARKETING 101:
12 INFOGRAPHIC The Art of Digital Lead Generation
Are your commercial financing leads falling flat? Rick
32 DEAL HIGHLIGHT Bartelli outlines five strategies for transforming digital
leads into closed deals. He shares how to ensure your leads
are real-time and provides advice on how to become a
trusted advisor to prospective borrowers.
By Rick Bartelli, The Finance Marketing Group
advertiser index 30
BROKERS 101:
Paving the Way to Success: Five Universal Truths
1st Commercial Credit....................................................................................IFC
Launching your own commercial finance brokerage can be a
Belvidere Capital...............................................................................................10 huge undertaking. David Roth, who graduated from CTCG in
Bridge Loan Network...................................................................................... BC May, shares five universal truths that will help you chart a
Customers Bank....................................................................................................7 course to success.
By David Roth, Painted Horse Financial, LLC
First Home Bank................................................................................................ 14
Loan Me...................................................................................................................17
National Business Capital & Services.....................................................20
RCN Capital...........................................................................................................18
Revolution Capital......................................................................................... 5, 8
SLIM Capital.......................................................................................................IBC
Value Capital Funding........................................................................................3
2 | DEALMAKER | DECEMBER 20 | www.naclb.org
EDITOR’S A publication of the National Association
of Commercial Loan Brokers
letter PUBLISHER
Lisa Rafter
610.213.9105
lrafter@naclb.org
EDITORIAL/PRODUCTION
EDITOR IN CHIEF
Rita Garwood
rita.garwood@naclb.org
It seems like yesterday that we were mapping SENIOR EDITOR
Phil Neuffer
out the 2020 editorial calendar for DealMaker’s phil.neuffer@naclb.org
first full year in print. ART DIRECTOR/PRODUCTION MGR
Hedy Sirico
Since then, we launched the DealMaker Talks video series as well as a weekly news- INDUSTRY NEWS/EVENTS/INFO
letter. It’s hard to believe that we are about to wrap up our sixth issue of the year. 484.253.2505
With the end of 2020 in sight, we checked in with two lenders who review the events
ADVERTISING
of the year and provide an outlook for 2021. First, Joe Camberato from National
DIRECTOR OF ADVERTISING
Business Capital and Services looks back at the opportunity promised in Q1/20, the
Laura Backe
tidal wave of COVID-19 and the lending opportunities that have begun to sprout up 484.253.2511
after the storm. Then, Dalton Elliott from Lima One Capital provides an overview of laura.backe@naclb.org
the U.S. housing market and says that 2021 is brimming with opportunity for real
estate investors, brokers and lenders. THE DEALMAKER DECEMBER 20
VOL. 2, NO. 6
Stefan Bernarsky from Kanjorski Partners discusses the pandemic’s impact on small
Published bimonthly by
businesses with merchant cash advance lines. He suggests that commercial loan
RAM Group Holdings, Inc.,
brokers point these borrowers toward refinancing their MCAs. 7 Hansen Court
NACLB conference coordinators Jenna Hanson and Christina Green take us behind the Narberth, PA 19072
scenes of the NACLB, sharing stories about how the conference has evolved over the
years and highlights from their favorite events. SUBSCRIPTIONS/BACK ISSUES
SUBSCRIBER SERVICES
In Common Law, Alicia Sandoval from Res/Title digs into the topic of marketable title, Terry Mulreany
which is essential for the transfer of real estate. She provides an overview of common 484.253.2517
defects and explains the difference between clear and marketable title.
POSTMASTER/
In Marketing 101, Rick Bartelli from The Finance Marketing Group shares five essential SEND ADDRESS CHANGES TO:
strategies for turning your digital leads into closed deals. He advises brokers to make THE DEALMAKER SUBSCRIPTION SERVICES
sure their leads are coming in real time and to learn how to be trusted advisors to 7 Hansen Court
clients. Narberth, PA 19072
In Brokers 101, rookie David Roth from Painted Horse Financial shares five essential
CUSTOM REPRINTS
truths that will help new brokers — or anyone — achieve success.
The YGS Group is the authorized provider of
We are already charting DealMaker’s course for 2021. Along with our bi-monthly print customizable reprints, e-prints and PDFs for
and digital magazine and weekly newsletter, we will be launching a podcast! The DealMaker. For a quote, call Jessica
Stremmel at 800.290.5460 or e-mail
Until then, stay safe! reprints@theYGSgroup.com
©2020 RAM Group Holdings, Inc.
Sincerely,
The views and opinions expressed in this
publication throughout editorial and
advertisements are not necessarily those
of RAM management. All rights reserved.
Reproduction, duplication or redistribution
in whole or in part is not permitted without
express written permission of the publisher.
Rita Garwood
Editor in Chief
4 | DEALMAKER | DECEMBER 20 | www.naclb.org
DECEMBER 20
newsmakers
PEOPLE the development of the company’s supply
chain finance platform, LSQ FastTrack.
formerly chief credit officer of the com-
pany and will oversee and manage credit
Crestmark Adds Collins as BDO for Shah has more than 15 years of experi- risk and policy and portfolio performance
Business Credit Group ence in the procurement and supply chain and participate in acquisition initiatives
Crestmark appointed Mark Collins a busi- space. He joined LSQ from Xeeva, where in his new role. Howard has more than 20
ness development officer for its business he led product management, business de- years of international finance experience.
credit group. Collins has more than 20 velopment and several growth initiatives. Before eCapital, Howard served as manag-
years of commercial finance experience. ing director of CBIZ, managing director at
He most recently served as senior vice Rosenthal & Rosenthal Appoints Rogers
PricewaterhouseCoopers and director with
president and business development VP, Senior Underwriter in Atlanta
KPMG’s corporate finance group in Atlanta.
officer with Rosenthal & Rosenthal. Rosenthal & Rosenthal appointed Dan
Rogers vice president and senior under- Church Joins Seacoast Business Funding
North Mill Equipment Finance Appoints writer in the company’s Atlanta office. as VP, BDO
Five New Employees A commercial lending professional with Seacoast Business Funding added John
North Mill Equipment Finance appointed nearly 30 years of experience, Rogers Church as vice president and business
Jeffrey T. Schick operational controller. will be responsible for underwriting development officer. Church is based on
The company also hired Elizabeth Arias- asset-based lending and factoring deals the West Coast and will focus on cultivat-
Hernandez as portfolio manager, Kimberly for the firm. Most recently, Rogers served ing and growing the Seacoast portfolio in
Merryfield as account manager, Yocasta as vice president and senior underwriter the region. He has more than 20 years of
Olivo as title and insurance administrator, at AloStar Capital Finance (now known as experience solving financial challenges for
and Maya Samad as sales and marketing Cadence Business Finance). businesses within the alternative lending
assistant. space.
eCapital Promotes Howard to Chief Credit
Shah Joins LSQ as Supply Chain Finance and Portfolio Officer Ahmad Joins eCapital as EVP, Chief Credit
Executive Leader North American alternative finance pro- Officer of Commercial Finance
LSQ added Vikas Shah as executive vice vider eCapital named Tony Howard chief eCapital, a North American alternative
president of supply chain finance, leading credit and portfolio officer. Howard was finance provider, named Kash Ahmad
www.naclb.org | DEALMAKER | DECEMBER 20 | 5
newsmakers
manager team lead. John Kolb joined Velocity Financial Increases Credit
HBC as vice president and relationship Capacity with Barclays Bank PLC to
manager. $300MM
Velocity Financial and Barclays Bank
Siska Joins Sterling Commercial Credit as
agreed to increase the capacity of Velocity
Managing Partner
Commercial Capital’s existing warehouse
Thomas G. Siska joined Sterling
repurchase facility to $300 million to
executive vice president and chief credit Commercial Credit as a managing partner.
support the company’s loan origination
officer of its commercial finance division. He will initially be charged with building
growth.
Ahmad will lead a team of underwriters Sterling’s national origination platform.
and credit specialists to manage credit, Republic Provides $3.7MM Credit Facility
Business Finance Corporation
risk and compliance to support the growth for Plastics Manufacturer
Names Jacobs Senior Marketing and
of the commercial finance business. Republic Business Credit provided a
Development Director
Ahmad will report to Tony Howard, eCap- Midwest-based, privately owned plastics
Business Finance Corporation (BFC) named
ital’s chief credit and portfolio officer. manufacturer with a $3.7 million line of
Jeff Jacobs senior marketing and devel-
Prior to taking this role, Ahmad served credit.
opment director. Jacobs will oversee and
as managing director for Bibby Financial lead BFC’s marketing, social media and White Oak Delivers $10MM ABL Facility to
Services Canada and UK specialist director business development in Nevada and the Veteran-Owned Engineering Firm
responsible for the trade finance, export Southwest. Jacobs joined Business Finance White Oak Commercial Finance’s govern-
finance, construction finance and recruit- Corporation with 35 years of factoring and ment contracting finance arm provided a
ment finance divisions. receivable financing experience. $10 million asset-based lending facility to
Iron Horse Credit Hires Savi Hussain as a veteran-owned engineering firm con-
SVP of Underwriting DEALS tracting with the New York City Housing
Authority. The facility was secured by the
Specialty finance company Iron Horse
MidCap Provides $15MM Asset-Based firm’s billed accounts receivable and its
Credit hired Savi Hussain as senior vice
Credit Facility to Foundation Food Group earned-but-unbilled accounts receivable.
president of underwriting. Hussain has
MidCap Business Credit closed on a $15 The funds will be used for working capital.
more than 25 years of ABL experience
million asset-based credit facility for
and will be responsible for the company’s CIBC Innovation Banking Provides $13MM
Foundation Food Group, which provides
credit and underwriting operations. in Growth Capital Financing to EZ Texting
the food industry with a variety of poultry
Crestmark Equipment Finance Adds products CIBC Innovation Banking provided a $13
Jenkins as National Account Executive million growth capital financing for Santa
Kennedy Funding Closes $3MM Land Loan Monica, CA-based EZ Texting, a cloud-
Crestmark appointed James Jenkins na-
for Portion of Former Murdock Village Site based messaging platform. EZ Texting
tional account executive for the Crestmark
Kennedy Funding, an Englewood Cliffs, plans to utilize this capital to continue
Equipment Finance group. Jenkins will
NJ-based direct private lender, closed a $3 building new product features.
report to Arick Levine, eastern region
million loan to Lost Lagoon Development
sales manager for Crestmark Equipment TAB Bank Provides $3.5MM Credit Facility
for the acquisition of 101.46 acres of land
Finance. Jenkins has nearly 40 years of to Texas-Based Transportation Company
located at 17512 Toledo Blade Blvd. in Port
equipment financing experience. Most re- TAB Bank provided a $3.5 million as-
Charlotte, FL.
cently, he served as senior vice president, set-based revolving credit facility to a
director of vendor and head of commer- Ready Capital National Bridge Team heavy haul transportation company in
cial direct with BCI Capital. Closes $16.9MM Bridge Loan Texas. The new facility is extended through
Ready Capital’s National Bridge Lending a multi-year agreement and will provide
Sterling Commercial Credit Hires Gill as
team closed an acquisition, renovation the means to fund growth for the com-
Senior VP of Sales
and lease-up loan for a $16.9 million val- pany, which specializes in hauling large
Sterling Commercial Credit, a nationwide
ue-add bridge loan in Memphis, TN. cranes and excavation equipment.
factoring and asset-based lending compa-
ny, hired Eric Gill as senior vice president Versant Funding Provides $1.5MM Express Trade Capital Closes $6MM
of sales located in Charlotte, NC. Gill will Factoring Facility to CBD Products Factoring Facility for Menswear Importer
be specifically covering the Southeast but Distributor Express Trade Capital provided a $6 mil-
also will book clients across the U.S. Gill Versant Funding funded a $1.5 million lion factoring facility for an importer of
joined Sterling Commercial Credit with non-recourse factoring facility to a nation- menswear.
more than 30 years of experience, having al distributor of CBD-infused body care
served as a business development officer, products. Loeb Leverages More Than $12MM in
chief credit officer, relationship manager, Equipment to Finance Seven New Clients
Kennedy Funding Closes $1.96MM Land Loeb financed more than $12 million in
credit underwriter and senior regional
Loan for Texas Rodeo and Event Center equipment to seven new clients, including
field examiner.
Kennedy Funding closed a $1.96 million $5 million to a gear manufacturer, $4 mil-
Huntington Business Credit Opens land loan to Plaza Tierra Caliente, based lion to a Canadian construction company,
West Coast ABL Offices, Adds New Team in Fort Worth, TX. Loan proceeds will be $1 million to a mining operation and $1
Members used to cash out on two tracts of land million to a chemical packager. Loeb also
Huntington Business Credit opened three totaling 11.59 acres, which are located at provided $500,000 to a Midwest transpor-
new asset-based lending offices in Los 850 and 1000 Oak Grove Rd. in Fort Worth tation firm, $500,000 to a food company
Angeles, San Francisco and Portland, and already owned by the borrower. Funds and $500,000 to a Canadian foundry.
OR. The company also hired Tab French, will be used toward the acquisition of 19.8
Robert Alexander, Martin Valencia, David acres located at 6250 Old Hemphill Rd., Crestmark Provides More Than $23.1MM in
Lehner and John Kolb. French joined HBC which is near the Oak Grove Road proper- Commercial Financing in H1/Nov
as senior vice president, managing direc- ties. The borrower is under contract to sell Crestmark secured a total of $6.05 million
tor and west business development team the Oak Grove Road properties for $2 mil- in ABL financial solutions for five new
lead. Alexander and Valencia joined HBC lion and is under contract to acquire the clients, Crestmark Equipment Finance
as senior vice presidents and business Hemp Hill Road property for $1.75 million. provided $4.4 million in three new lease
development officers. Lehner joined HBC transactions and Crestmark’s government
as senior vice president and relationship guaranteed lending group provided $12.7
6 | DEALMAKER | DECEMBER 20 | www.naclb.org
newsmakers
million in financing for three new clients acquisition financing for the acquisition
in the first half of November. of Chelsea Lighting, a New York-based
lighting technology company.
Gibraltar Supplies $5.5MM ABL to
Spokane Industries CoreFund Capital Provides $25MM
Gibraltar Business Capital provided a Credit Facility for International Freight
$5.5 million asset-based loan to Spokane Forwarder
Industries, a Washington-based manu- CoreFund Capital facilitated an increase to eCapital Supplies $5MM Factoring Facility
facturer specializing in steel castings and the credit facility for a global logistics and to Beverage Distributor
metal products. freight forwarding company. eCapital provided a $5 million factoring
facility to an importer and distributor of
Rosenthal Completes $6MM ABL for Pawn Amerisouce Delivers $1MM Credit Facility
wine and spirits. The beverage company
Business to Michigan-Based Company
will use the factoring facility to support its
Rosenthal & Rosenthal completed a $6 Amerisource Business Capital closed
new imported product available for pur-
million asset-based lending deal for a and funded a $1 million credit facility for
chase from retailers such as Costco, Total
family-owned pawn business and jewelry, a Michigan-based grower and proces-
Wine & More and BevMo! in select states
metal and accessories retailer. sor, which is using the proceeds to fund
across the United States.
growth and expand facilities.
Encina Provides $80MM Revolver for
Business Process Services Provider
Encina Business Credit provided an $80
million senior secured revolving credit fa-
cility to a global provider of business pro-
cess services. Collateralized by accounts
receivable, the facility was used to finance
ongoing working capital financing.
Espresso Capital Extends $7.5MM Credit
Facility to Zype
Espresso Capital provided Zype, a video
content management and distribution
software company, with a $7.5 million
credit facility.
Prestige Capital Delivers $2MM Factoring
Facility for Reverse Logistics Company
Prestige Capital Finance delivered a $2
million factoring facility to a reverse logis-
tics company that specializes in managing
excess inventory on behalf of its retail
clients. The company helps retailers sort
clearance merchandise and retag and
repackage past-season, factory-excess and
customer returns.
Crestmark Provides More Than $50.8MM
in Commercial Financing to 135
Businesses in H1/Oct
Crestmark secured a total of $30.5 million
in ABL financial solutions for 13 new
clients, Crestmark Equipment Finance
provided $2.3 million in two new lease
transactions, Crestmark Vendor Finance
provided $8.6 million in 117 new transac-
tions and Crestmark’s government guaran-
teed lending group provided $9.4 million
in financing for three new clients in the
first half of October.
CVC Provides $60MM Loan to Support
Sole Source Capital’s Acquisition of Dallas
Plastics
CVC Credit Partners provided a $60 million
first lien loan to support middle market
investment firm Sole Source Capital‘s
acquisition and growth strategy of Dallas
Plastics, a manufacturer of blown polyeth-
ylene film with printing, embossing and
other capabilities for medical, food and
industrial end markets.
Gibraltar Provides $15MM Facility to
Kinzie Capital for Acquisition of Chelsea
Lighting
Gibraltar Business Capital provided
Chicago-based private equity group
Kinzie Capital Partners with $15 million in
www.naclb.org | DEALMAKER | DECEMBER 20 | 7
newsmakers
transactions, Crestmark Vendor Finance Texas-based fabricator of membranes
provided $6.1 million in 79 new transac- used in water treatment facilities. The
tions and Crestmark’s government guar- company, owned by a foreign parent, was
anteed lending group provided $66.8 in seeking an asset-based facility to secure
financing for 16 new clients in the second working capital.
half of September.
J D Factors Provides $4.225MM in
TAB Bank Closes $4MM Credit Facility to Entrepreneur Growth Capital Delivers Factoring Facilities
Support Canadian Entity of Existing Client $5MM Facility for NY PPE Distributor J D Factors provided $4.225 million in re-
TAB Bank provided an additional $4 mil- Entrepreneur Growth Capital delivered a cent factoring facilities to transportation,
lion revolving credit facility to support a $5 million working capital facility to a New manufacturing, telecommunications and
related Canadian entity of an existing cli- York-based distributor of personal protec- wholesale companies.
ent. This entity of TAB’s existing client is a tive equipment.
provider of aftermarket support solutions CapitalPlus Funds $2.3MM to Provide
for the global aerospace and defense Prestige Delivers $5MM Factoring Facility Stable Foundation for Contractors
industries, including the maintenance, re- to Retail Display Manufacturer In October, CapitalPlus Construction
pair and overhaul of engines, components Prestige Capital Finance, a commercial Services, a provider of accounts receivable
and related accessories. finance and invoice factoring company, financing for the construction industry,
delivered a $5 million factoring facility to completed $2.3 million in transactions.
Republic Provides $2.5MM Factoring a company based in the Southeast that fo-
Facility for LA-Based Apparel Importer TAB Bank Provides Diff Eyewear with
cuses on the manufacturing and assembly
Republic Business Credit provided a $2.5 $4MM Revolving Credit Facility
of corrugated retail displays.
million factoring facility to a Los Angeles- TAB Bank entered into a multi-year agree-
based apparel manufacturer and importer White Oak Provides $5MM in Receivables ment with Diff Eyewear to provide a $4
to support its holiday season orders. The Financing to Renewable Energy Services million revolving credit facility. The facility
company is a distributor of footwear for Company was used to refinance the company’s
men and women that recently expanded White Oak Commercial Finance, an affiliate existing senior debt and provide for the
into fashionable gloves and some dispos- of White Oak Global Advisors, provided a company’s ongoing working capital needs.
able gloves used as personal protective $5 million receivables financing facility
Celtic Capital Provides $2.5MM to
equipment. to a software and program management
California-Based Industrial Ceiling Fan
services firm that provides renewable
Crestmark Provides More Than $109MM in Manufacturer
energy-related solutions to public and
Commercial Financing to 109 Businesses Celtic Capital provided $2.5 million ac-
private utilities providers.
in H2/Sept counts receivable and inventory lines of
Crestmark secured a total of $15.8 million Amerisource Closes $3MM Credit Facility credit to a California-based manufacturer
in ABL financial solutions for 10 new for Membrane Manufacturer of high-volume, low-speed industrial
clients, Crestmark Equipment Finance Amerisource Business Capital closed and ceiling fans.
provided $20.3 million in five new lease funded a $3 million credit facility for a
8 | DEALMAKER | DECEMBER 20 | www.naclb.orgnewsmakers
InterNex Capital Provides $2MM Velocity Q2/20 due to the effects of the COVID-19
LOC to Florida-Based Food Manufacturer pandemic, investment in equipment and
InterNex Capital provided a $2 million software bounced back in Q3/20 as the
Velocity line of credit and a $550,000 U.S. economy began to reopen, accord-
stretch facility to a Florida-based food ing to the 2020 Equipment Leasing &
manufacturer that sells low carb, ready- Finance U.S. Economic Outlook from the
to-eat foods through U.S. distributors and Equipment Leasing & Finance Foundation. are expecting increased revenues in
directly to consumers online. While a great deal of uncertainty remains Q4/20, an increase of 7% from Balboa
as the pandemic continues, annualized Capital’s previous survey results.
Government Leasing Closes $3.5MM in
growth appears likely to remain positive
Equipment Leases in September Equipment Leasing Industry Confidence
in Q4/20, bringing the annual equipment
Government Leasing closed $3.5 million in Eases in October, Default Expectations
and software investment growth forecast
equipment leases in September, including Improve
to the -4.9% to -6.4% range. The forecast
$1 million for the Veterans Administration According to the October release of
for the broader U.S. economy in Q4/20
and $2.5 million for the U.S. Army. the Monthly Confidence Index for the
is less certain, although annual U.S. GDP
Maxim Commercial Capital Funds Deals in Equipment Finance Industry from the
growth for 2020 is forecast between -3.8%
32 States During Q3/20 Equipment Leasing & Finance Foundation,
and -4.8%, according to the Q4/20 update
Maxim Commercial Capital funded confidence in the equipment finance
to the outlook.
asset-secured financings for small and market is 55, easing from the September
North Mill Equipment Finance Hits New index of 56.5 and steady with pre-COVID-19
mid-sized businesses (SMBs) in 32 states
Record in Originations in Q3/20 index levels.
during Q3/20.
North Mill Equipment Finance posted
Huntington Business Credit Delivers S&P: Corporations May Reprioritize ESG
record originations for Q3/20, marking the
$23MM Facility to Paragon Steel After COVID-19 Pandemic
best three months in the firm’s history.
Enterprises S&P Global Market Intelligence’s quar-
During the quarter, North Mill experienced
Huntington Business Credit provided terly COVID-19 flash survey found that a
a growth rate of approximately 15% over
Paragon Steel Enterprises with $23 mil- post-pandemic corporate environment will
the same period last year as funded vol-
lion in credit facilities. Proceeds of the include key changes made to global cor-
ume for the quarter came in at just under
facilities were used to refinance existing porations’ operational conditions and the
$50 million.
indebtedness, provide funds for plant reprioritization of environmental, social
ELFF Snapshot: Equipment Investment and governance-related (ESG) topics and
expansion and for ongoing working capital
to Continue Recovery From Collapse in workplace flexibility.
growth financing.
Q2/20
Fundbox Catapults to No. 58 On IDC’s Top
The Equipment Leasing & Finance
INDUSTRY NEWS Foundation released its Q4/20 Equipment
100 FinTech Rankings
Fundbox a financial services platform
Rinaldi Advisory Services and Tom Ware Leasing & Finance Industry Snapshot.
powering the small business econo-
Advisory Services Form Strategic Alliance Designed for use in executive briefings
my with credit and payment solutions,
Rinaldi Advisory Services and Tom Ware and presentations, the presentation slide
ranked No. 58 on the 2020 IDC Top Global
Advisory Services formed an alliance to deck summarizes the current conditions
Financial Technology Providers, rising 34
provide expertise in a range of function- and projections for the U.S. economy and
spots from the prior year. The 17th annual
al areas within commercial equipment equipment finance industry. According
ranking represents leading hardware, soft-
finance. to the ELFF, equipment and software
ware and service providers within the fi-
investment collapsed 27.7% in the second
ELFA: August New Business Volume Down nancial services industry from around the
quarter, which was the sharpest decline
24% Y/Y, 23% M/M, 4% YTD world. The 2020 IDC rankings are based on
since the Great Recession. However, E&S
The Equipment Leasing and Finance 2019 calendar year revenues.
investment is forecasted to return to
Association’s (ELFA) Monthly Leasing and positive territory during the second half New ELFF Study Reveals Impact of
Finance Index (MLFI-25) showed overall of 2020. COVID-19 and Recession on Equipment
new business volume for August was $7 Finance Industry
billion, down 24% year over year from new PayNet: Small Business Lending Falls as
Although the outlook for the U.S. economy
business volume in August 2019. Volume Economic Recovery Slows
is among the most uncertain on record,
was down 23% month to month from $9.1 In August, the PayNet Small Business
equipment finance industry leaders expect
billion in July. Year to date, cumulative Lending Index (SBLI) declined for the first
moderate portfolio growth in 2021, but
new business volume was down 4% com- time since April, falling 13.5 points (-9.1%)
performance will be highly sector-depen-
pared with 2019. to 134.7 and 5.5% below its year-ago level.
dent, according to a new study, Equipment
In contrast, the SBLI three-month moving
PeerStreet Continues to Expand Finance in 2020: Special COVID-19 Impact
average increased 4.6% but remains slight-
Resources and Technology Services to Issue, released by the Equipment Leasing
ly below August 2019 levels.
Lenders & Finance Foundation.
PeerStreet, an investor in real estate Small Business Confidence Rebounds,
TAB Bank Opens Small-Ticket Accounts
backed loans, is expanding available Remains Below Pre-Pandemic Levels
Receivable Financing Office in Texas
resources and tools for private real Balboa Capital revealed the results of its
TAB Bank opened a small-ticket accounts
estate lenders on its platform. PeerStreet latest survey, which was conducted to gain
receivable financing office in Plano, TX,
lenders can now access detailed property a better understanding of small business
with a team of 22 commercial finance
valuation reports, which allow lenders to performance during the COVID-19 pan-
professionals. The office will provide for
analyze property data and adjust property demic and to gauge small business owner
all commercial industries except medical
details to generate highly accurate valua- confidence for the final months of 2020.
and construction.
tions that reflect current or future market The survey revealed that 53% of small
conditions. business owners experienced decreased NACM’s October Credit Managers’ Index
revenues in Q2/20 and Q3/20 compared Hits 15-Year High
ELFF: Investment in Equipment and with 18% in the previous two quarters. The October Credit Managers’ Index
Software Recovers in Q3/20 Conversely, 54% of small business owners from the National Association of Credit
After severe declines in equipment Management rose 2.4 points to 58.4,
and software investment in Q1/20 and
www.naclb.org | DEALMAKER | DECEMBER 20 | 9newsmakers
Ready Capital Corporation Reports institutions, released its 2021 Bank M&A
$35.4MM in Net Income in Q3/20 Survey, sponsored by Crowe. Findings
Ready Capital Corporation, a multi-strat- indicated that the barriers to deal mak-
egy real estate finance company that ing may prove difficult to surmount in
originates, acquires, finances and services today’s uncertain economic and political
small to medium balance commercial environment.
loans, reported financial results for Q3/20.
marking its highest combined score in ARA Projects 13% Decline in Equipment/
Ready Capital reported U.S. GAAP Net
more than a decade and a half. Primarily Event Rental Revenue in 2020
income of $35.4 million and core earnings
due to large improvements in the favor- The American Rental Association is fore-
of $32.1 million.
able factors, October’s CMI surged after casting a 13% decline in equipment and
hovering around pre-COVID-19 pandemic Lancewood Capital Featured in Real event rental revenue this year compared
data in July, August and September. Estate Weekly After Closing $75M in NY with 2019, making for a drop to $48.7
Metro Area Loans billion in the United States. However, the
Blue Chip Federal Credit Union Joins
Since the World Health Organization latest forecast released by the association
cuBIZloan
declared a global pandemic in March 2020, calls for modest overall growth in 2021,
cuBIZloan welcomed Blue Chip Federal
Lancewood Capital, a New York-based ticking up 0.3% to $48.9 billion before ac-
Credit Union to its member business and
direct portfolio lender owned by a family celerating recovery kicks in with growth of
commercial loan referral program.
office, has closed 19 transactions in the 9.2% in 2022, 6.8% in 2023 and 4.8% in 2024
Citizens Business Conditions Index New York Metro Area totaling more than to reach $59.7 billion.
Signals Steady Economic Improvement $75 million.
Q3/20 Shows Highest Chapter 11 Filings
in Q3/20
Small Business Loan Approval Rates at Since 2010 Recession
Economic conditions in the United States
Banks Declined in October 2020 The number of Chapter 11 bankruptcy
showed definite signs of improvement
According to the October Biz2Credit Small filings in Q3/20, which are tracked in the
during Q3/20, marking the first gain
Business Lending Index, small business Polsinelli-TrBK Distress Indices Report, hit
during a year dominated by impacts of
loan approval percentages at big banks the highest level since 2010. This trend is
the COVID-19 pandemic, according to the
($10 billion or more in assets) dropped expected to continue into 2021.
Citizens Business Conditions Index. The in-
slightly from 13.5% in September to 13.3%
dex rose to 61.2 at the end of the quarter, LeaseQuery: Companies Plan to Rightsize,
in October, demonstrating the challenges
up from 60.3 at the end of Q2/20, with Renegotiate Real Estate & Lease
for small business owners searching for
some sectors, such as manufacturing, far- Portfolios in 2021
capital.
ing better than others as the U.S. economy The COVID-19 pandemic has changed
started to get back on track. Barriers to Bank M&A Remain High, the calculation on crafting the right real
Market Uncertainty Stalls Growth Plans estate strategy for 2021. According to a
Bank Director, an information resource new LeaseQuery survey, “The COVID-19
for directors and officers of financial Lease Impact Report: How Companies
10 | DEALMAKER | DECEMBER 20 | www.naclb.orgcalendar of EVENTS
are Navigating Lease Accounting’s New
Normal,” cost optimization, flexibility and
liquidity are now the key goals driving
companies’ plans to rightsize and renego-
tiate their real estate and leasing footprint
in the next year. After dealing with unprec- January 12, 2021 February 23, 2021
edented disruption this year during the
ongoing coronavirus recession, companies National Alliance of National Alliance of
are heading into 2021 with a newfound Commercial Loan Brokers Commercial Loan Brokers
appreciation for agility and essentialism. NACLB Weekly Webinar NACLB Weekly Webinar
scott@naclb.org scott@naclb.org
Alternative Lenders Expect Surge in Loan
Demand as Borrowers Seek Flexible
Structures January 19, 2021 March 2, 2021
Cerebro Capital, a commercial loan National Alliance of National Alliance of
platform, released its quarterly survey Commercial Loan Brokers Commercial Loan Brokers
on non-bank lending for middle market NACLB Weekly Webinar NACLB Weekly Webinar
commercial and industrial (C&I) loans. scott@naclb.org scott@naclb.org
The results illustrated the perspectives
of private credit lenders, also known as January 26, 2021 March 9, 2021
alternative lenders or non-bank lending
institutions. According to the survey, 76% National Alliance of National Alliance of
of non-bank lenders expect loan demand Commercial Loan Brokers Commercial Loan Brokers
to surge over the coming months as bor- NACLB Weekly Webinar NACLB Weekly Webinar
rowers leave commercial banks in search scott@naclb.org scott@naclb.org
of relaxed covenants and flexible loan
structures. February 2, 2021 March 16, 2021
Extensia Financial Receives Investment National Alliance of National Alliance of
from Seasoned Commercial Lender AVANA Commercial Loan Brokers Commercial Loan Brokers
Companies NACLB Weekly Webinar NACLB Weekly Webinar
Extensia Financial LLC has a new majority scott@naclb.org scott@naclb.org
shareholder: AVANA Capital (part of the
AVANA Companies family). Since 2002, February 9, 2021 March 23, 2021
AVANA Capital, under CEO Sundip Patel,
has enabled small- and medium-sized
National Alliance of National Alliance of
American businesses in niche industries Commercial Loan Brokers Commercial Loan Brokers
to grow and thrive through customized NACLB Weekly Webinar NACLB Weekly Webinar
commercial loan solutions. scott@naclb.org scott@naclb.org
ELFA: Independents Finding Opportunity
Despite COVID-19 Environment
February 16, 2021 March 30, 2021
Amid industry disruption and turbulence National Alliance of National Alliance of
due to the COVID-19 pandemic, the reputa- Commercial Loan Brokers Commercial Loan Brokers
tion of independent equipment finance NACLB Weekly Webinar NACLB Weekly Webinar
companies for being creative and resilient scott@naclb.org scott@naclb.org
is being reinforced. A majority of partici-
pants polled during a session presented
at ELFA 2020 Business LIVE! said that
independents will gain market share over
banks and captives in 2021. Where they are
finding opportunities and how they pur-
sue deals were among the topics of the
Black Olive Capital Launches as Wells Fargo/Gallup Survey Indicates Long
event session, which was titled, “Pockets
Inventory/PO Lending Platform Road to Recovery for Small Businesses
of Opportunity for Independents – Where
Black Olive Capital launched its intel- With COVID-19 cases surging and a new
to Shoot the 8-Ball.”
ligent inventory and purchase order wave of restrictions looming, challenges
Balboa Capital Reports Increase in lending platform. Black Olive’s mission is persist for small business owners as they
Equipment Loan Requests as Section 179 to provide inventory and purchase order continue to weather the pandemic, ac-
Deadline Approaches financing to under-served small-to-medi- cording to data from the Q4 Wells Fargo/
Balboa Capital reported an increase in um sized businesses (SMBs) to help them Gallup Small Business Index. While the
capital equipment investments by small unlock capital to grow and create jobs. index score rose 12 points for the second
business owners who want to take advan- Its financing solutions will work for most straight quarter, overall optimism levels
tage of the current Section 179 tax deduc- businesses and industries. remain just above half of what they were
tion before it expires on Dec. 31, 2020. in late 2019. For the third straight quarter,
Gerber Finance Launches Division to
NACM’s November Credit Managers’ Index respondents most frequently ranked the
Provide ‘Larger Amounts of Funding’
Eases Growth, Still Positive loss of business or closings due to the
Gerber Finance launched Gerber+ to
The November Credit Managers’ Index impact of COVID-19 as their top concern.
expand its portfolio services. While Gerber
from the National Association of Credit Attracting new business, worries about
Finance currently focuses on facilities up
Management decreased slightly after hit- financial stability and reduced cash flow
to $10 million, the new division will service
ting a 15-year high in October. The overall were the other top ranked concerns. n
businesses seeking funding ranging from
score of 57.9, which was down half a point $10 million to $25 million.
from October, is the second-highest read-
ing in the last 12 months.
www.naclb.org | DEALMAKER | DECEMBER 20 | 11dealmaker
QuickFACTS DECEMBER 20
14 years
THE LAST TIME HOME SALES HIT THE LEVEL
RECORDED THIS YEAR, ACCORDING TO THE
NATIONAL ASSOCIATION OF REALTORS
5
The number of universal
900+
The number of
$14K
The average price tag
truths David Roth provides for attendees at increase of new homes due
creating success NACLB 2019 to rising lumber costs
250-300 – THE NUMBER OF ATTENDEES
AT THE NACLB’S 2015 CONFERENCE
12 | DEALMAKER | DECEMBER 20 | www.naclb.org600+
THE NUMBER OF
REGISTRANTS
FOR NACLB’S 2020
VIRTUAL CONFERENCE
1990 – THE YEAR THE MODEL MARKETABLE
TITLE ACT WAS PROPOSED BY THE UNIFORM LAW
COMMISSIONERS
134%
THE YEAR-OVER-YEAR
5
The number of strategies offered
PERCENTAGE INCREASE IN
THE PRICE OF LUMBER SINCE
AUGUST 2019
by Rick Bartelli to turn digital
leads into closed deals
www.naclb.org | DEALMAKER | DECEMBER 20 | 13The 2017 NACLB conference was held at the Gaylord Palms Resort & Convention Center in Orlando, FL.
BEHIND THE SCENES AT THE NACLB
Creating the NACLB Conference is a monumental undertaking each year. In a DealMaker Q&A, conference
coordinators Christina Green and Jenna Hanson discuss how the conference has evolved over the years.
We are the “girls” of the NACLB! Every year, on marketing and communications initiatives
we work tirelessly to put together a com- as well as workshopping some new things to
prehensive, educational, fun and all-around bring the conference next year.
great networking event for our attendees.
CHRISTINA GREEN: Typically, my role with the
We wanted to share insight from our point
NACLB is procurement and logistics. I handle
of view behind the scenes. In 2021, we’re
all of the collateral for our sponsors and
looking forward to working with our returning
onsite logistics and coordination. We make
attendees, sponsors and folks who are new
sure that the conference is running exactly
to the NACLB.
as planned, and if it isn’t, our attendees will
Christina Green
What is your role with the NACLB and how do never know, as we always work through un-
you see it evolving? expected “surprises” behind the scenes. This Conference Coordinator
year, my role drastically changed, as there NACLB
JENNA HANSON: I oversee and spearhead
was not a physical conference for which to
planning for the conference. I work with the
order products or organize onsite logistics.
team to make sure we have everything we
This year, I filled in wherever I was needed or
need from sponsors and that they have what
wherever I could. We all had to adjust quickly.
they need from us. I also work with the team
I look forward to streamlining the registra-
on marketing and making sure all attend-
tion and check-in process. This is always
ees are up to date on what’s happening
something that I look forward to improving
with each conference. This year required a
and implementing for our attendees. Ideally,
learning curve, as it was our first time going
we want this process to be as seamless as
digital. I’m very proud of my team for being
possible to give our attendees the most time
able to pivot during these unpredictable Jenna Hanson
possible to focus on the important thing
times. Looking forward, I plan to continue to
— networking. Conference Coordinator
oversee the planning but hope to focus more
NACLB
www.naclb.org | DEALMAKER | DECEMBER 20 | 15How has the number of attendees and What has been your favorite change or at Caesars Palace, which is right on the
sponsors changed since your first year? new item implemented over the years? strip, and having a beautiful event space
where we’ll be able to host many great
HANSON: My first conference was in 2015, HANSON: I love that each year we’ve
networking events. If we are virtual again,
and I believe we had about 250 to 300 added new and creative sponsorship
we will be able to work with our attend-
attendees. In 2019, we had more than opportunities. Additionally, I was really
ees a lot more before the conference to
900 attendees. This year, for our virtual impressed with how our team was able
educate them on the platform and how to
conference, we put up great numbers, with to come up with some creative ideas to
make the most of their experience.
around 600 registrants. implement this year’s sponsorships. For
example, VISIO Lending was slated to be What is the one thing that you say you’re
GREEN: My first year with the conference
our charging station sponsor, but since we going to do at the conference every year?
was 2017, and we had around 500 attend-
couldn’t do that this year, the team came
ees. As Jenna mentioned, in 2019, at our HANSON: I always say I’m going to sneak
up with a restorative desk yoga video to
in-person conference at the Westin in Las away and get ice cream, and I never do.
help our attendees “recharge” after a long
Vegas, we had more than 900 attendees. Ha-ha! On a more serious note, I always
day of sitting in their chairs.
It’s always so exciting to see familiar and say I’m not going to sweat the small stuff
new faces each year. It’s even more excit- GREEN: I have loved implementing a more and just enjoy watching all of the work
ing to see the numbers grow because that digital check in process, which includes I’ve put into the conference come togeth-
means there’s a bigger network for our iPads. This has helped us with speeding er. Perhaps 2021 will be the year to do just
brokers, lenders and service providers. up the check-in process for our attendees, that.
meaning they have more time to network.
Why don’t you keep the conference in the GREEN: Take more time to enjoy the actual
same location year after year? How can sponsors make the most of their event that we have spent a lot of time
sponsorship? How will the NACLB be work- planning. I would love to be able to go
HANSON: We try to focus on keeping
ing with sponsors moving forward? around to the different booths, chat with
things fresh, and we feel that switching
our sponsors, be able to mingle more at
up locations as often as we can helps us HANSON: Sign on as early as possible to
the cocktail events and just see people in
achieve that goal. I love it because attend- take advantage of pre-conference market-
the mix of the event.
ing an event in a new location also gives ing. If you worked with us to sign on as a
you the opportunity to explore new areas sponsor but you’re not the one who han- As conference planners, what is your
of the country and possibly find a new dles marketing, be sure to connect us with favorite thing about the resorts that host
vacation spot for your family. the right person to get your logo, company the conference? What do you look forward
description and flyer. to at each one?
GREEN: There are a couple of reasons
why we move our location year to year. GREEN: Before the conference starts, make HANSON: For me it’s the staff. If the staff
The first reason is that we like to go from sure to submit a flyer to us so we can be is easy to work with, we will be able to
coast to coast, or even the middle of the sure to publish it in our conference book. make anything happen for our attendees
United States (one year we will get there), This will keep your company in front of and sponsors.
to make it easier for our attendees to get attendees after the event is over. Also
GREEN: My favorite thing about each of
to the conference. If we host a conference take advantage of your booth time. Our
the resorts is the staff. We have typical-
in Florida, it’s easier for our East Coast attendees are ambitious and ready to
ly been working with them for months
folks to get there. If we are in Las Vegas, talk. The more face time you can give to
—sometimes even longer — before the
it’s easier for our West Coast folks. The the brokers, the better. Show up to all of
event. So working with them in person
second reason is we have outgrown some the networking events that we offer. The
is always great. I also look forward to a
of the beautiful resorts that have hosted cocktail events offer a more casual atmo-
beautiful pool at each resort, especially
us in the past. So as the conference grows, sphere for great conversation.
because it’s typically parka weather back
we need to find bigger spaces to host our
What do you expect for the 2021 confer- home when the conference is happening.
guests and our events.
ence? If it must be virtual again, what Lounging in or by the pool while it’s 30
Which location / conference has been would you improve upon/make better for degrees at home is always great.
your favorite? attendees?
What is your favorite part about being
HANSON: My favorite experience was Red HANSON: For 2021, I’m expecting a big involved with the NACLB?
Rocks in year two. This was my first time turnout of lenders and brokers who will be
HANSON: I love working under pressure
attending, so it’s where I fell in love with eager to get out and do business face to
and being busy. Working an event like the
the conference. The venue had all the face again. I don’t want to say I can’t wait
NACLB really satisfies that side of me. I
things you could want in a Vegas venue: a until we can do our normal conference
also really enjoy working with my team to
casino, excellent food options and breath- again because I’m confident as a team
make sure we can deliver a good experi-
taking views. we will be able to make this conference
ence for all attendees. I also really enjoy
better than ever. I’m working on manifest-
GREEN: My favorite has been Trump catching up with many of our sponsors
ing an in-person conference, so I hesitate
National Doral. The staff went above and attendees who return year after year.
to even talk about a virtual conference.
and beyond for the NACLB staff and our
But now that we know how to run virtual GREEN: I have two favorite things about
attendees. The resort was immaculately
conferences, I’m looking forward to having being involved in the NACLB. I love watch-
kept, the spa was amazing and overall it
a smoother roll out and keeping our at- ing new working relationships develop
was just beautiful. We have unfortunately
tendees and sponsors more informed on for our lenders and brokers, which often
outgrown this resort, but I would love to
how everything will work ahead of time. opens up new opportunities. I also really
go back even if it’s just for a personal trip.
enjoy wrapping up a successful confer-
GREEN: I can only hope that we go back to
ence and knowing that our team made
an in-person conference in 2021, but as we
it happen — it’s always such a surreal
know, things are changing day to day. If we
feeling. n
are fortunate enough to be in person in
2021, we will be looking forward to being
16 | DEALMAKER | DECEMBER 20 | www.naclb.org2020:
A COVID-19 Storm Gives Way to a Tidal Wave of Lending Opportunity
By Joe Camberato
As 2020 comes to a close, Joe The unprecedented year of 2020 brought
a whirlwind of chaos to the commercial
Q1 Continued 2019’s Momentum
Camberato reflects on a year lending space. While we bring irreplace- Before the COVID-19 Pandemic
that was initially rife with able value to our clients as commercial The COVID-19 pandemic has turned the
economic opportunity, then lenders and brokers, our success is also commercial lending industry on its side,
directly intertwined with our clients’ but it’s easy to forget that the beginning of
fraught with turbulence as the profitability. This year, we learned that we 2020 was a promising start to what could
COVID-19 pandemic took effect, can play a more significant and support- have been an amazing year under dif-
and finally filled with renewed ive role for our clients by stepping in to ferent circumstances. Thanks to tax cuts,
help them in new ways as the landscape incentives and other ideal conditions,
opportunity for commercial changes, rather than waiting around for small business owners had the runway
lenders as the economy them to meet our criteria for success. they needed to grow and expand.
rebounds. To capitalize on these favorable circum-
stances, business owners were prepared
to take substantial amounts of cash to
www.naclb.org | DEALMAKER | DECEMBER 20 | 19accomplish ambitious goals. In turn, the businesses from generating revenue to banks to fintech marketplaces and be-
commercial lending industry put the piec- cover operating costs and loan payments, yond, had no choice but to halt all new
es in place to meet this demand for cash lenders were forced to make difficult de- lending. A select few niches remained via-
in a fast-growing economy. Hot on the cisions based on concerns over the ability ble, while an even shorter list experienced
heels of 2019, it appeared 2020 would be of would-be borrowers to make payments. an increase in revenue potential, leaving
another year filled with sustained growth. the majority of businesses with no new
As the public’s confidence in dining out
lending options with which to weather the
As we know now, the pandemic curtailed gradually wavered, lenders responded
storm.
this momentum, driving small business- by placing additional restrictions on
es, lenders and brokers to put long-term loans to restaurants. The retail industry
plans on hold as they adapted to the new experienced a similar trend. As consumers
norm. increased their reliance on e-commerce,
A Stable Footing in the New Norm
and particularly Amazon, brick-and-mortar Over the course of a few turbulent weeks
In response to growing concerns about
stores experienced a decline in lending that felt like an instant, the playing field
business profitability as COVID-19 spread
approvals. changed entirely. With the foreseeable fu-
from urban hotspots to the entire U.S.,
ture shrouded in uncertainty, holding out
lenders gradually tightened their guide- Once the nation was in full lockdown
for a return to business as usual was no
lines. Because both public restrictions and local authorities prohibited standard
longer an option for lenders and brokers.
and consumer confidence prevented small public activities, lenders, from traditional
Instead of throwing in the towel, many re-
structured their organizations and teams
to meet current customer demand rather
than leaving clients to make headway on
their own.
In April, that meant facilitating the
Paycheck Protection Program, a new
fully forgivable product rolled out by the
Small Business Administration to incen-
tivize small business employers to keep
employees on payroll rather than laying
them off. Many fintech marketplaces put a
halt on conventional term loans, lines of
credit and cash advances — which were no
longer a viable option — to instead focus
on the emerging market of small business
owners seeking relief.
Many small business owners were inter-
ested in obtaining a PPP because of the
fully forgivable payment terms. As the
first program of its kind, though, the PPP
brought many logistical roadblocks. Banks
and other lenders were unequipped with
the necessary infrastructure to process
the significant volume of applications
submitted and deliver the sheer volume
of requested funds. Additionally, the finite
amount of available funds was far from
enough to satisfy every small business
owner in need of cash. In turn, fintech
marketplaces saw mixed results when
it came to obtaining funding for PPP
applicants.
Traditional lenders and brokers responded
to the changing environment in differ-
ent ways. Some resumed lending with
tightened guidelines, some focused on
financing in-demand personal protective
equipment like masks and gloves, and
others chose to wait out the storm and re-
sume lending to their normal bases once
things returned to normal.
As Businesses Rip Off Their
COVID-19 Bandages, They’ll
Need Cash
As recent infection rates have shown, the
pandemic is far from over, but the dust
is beginning to settle as businesses inch
closer and closer toward normalcy. Many
20 | DEALMAKER | DECEMBER 20 | www.naclb.orgWith this crisis comes a massive
opportunity to deliver for small business
owners by enabling them to access the cash
they need. Business owners will be back to the products available on the market —
along with a fast and easy process — can
business, and there will never be a better be invaluable as business owners search
for financing to get to the other side and
time to serve them by providing fast access pursue new opportunities.
Our Partner Program offers both lenders
to capital options. As you move forward, dig and brokers the opportunity to submit cli-
ents seeking financing through our fintech
deeper to find new ways you can provide clients marketplace. Your clients can access com-
petitive financing options through a fast,
simple and easy process with guidance
with value in this ever-changing landscape. from a knowledgeable business financing
advisor, who will walk them through their
options and allow them to ask questions.
Ultimately, your clients will have access to
the best options available and you can get
paid for helping small business owners.
businesses that were forced to tempo- The industry’s fate in 2021 will depend
certain areas and industries may expe-
rarily close at the pandemic’s onset have on a lot of variables, many of which are
rience a decline in business, increased
reopened their doors, while others that outside our control. But as the pandemic
restrictions or mandated shutdowns.
had taken steps back are now moving has shown us so far, the leaders in the
Regardless of these variables, the bottom commercial lending space will turn on a
confidently forward.
line will remain the same: Business dime to serve their customers. Stay in the
For most, ripping off a bandage won’t owners are eager to gain momentum, know about new lending guidelines, com-
magically restore pre-pandemic success. and we’re in an incredible position to municate with customers to learn about
Businesses of all sizes and across all in- help them accomplish that by offering issues they’re facing right now and utilize
dustries will need cash to regain momen- financing. COVID-19 brought a storm to the your network to provide clients with the
tum as they put the pieces in place to not industry, which created a rippling sea of best financing options at their disposal. n
only get back on track but grow beyond businesses in need of cash. We’re finally
their previous state. starting to experience the first wave of
By interacting with small business owners what we believe will eventually become
and hearing their stories, I’ve noticed a tidal wave of businesses seeking
a consistent trend. Rather than looking financing. ABOUT THE AUTHOR
at this as an opportunity to return to At National, we couldn’t be more excited
business as usual, business owners see for what 2021 will bring for small busi- Joe Camberato is the founder and
this as a time to re-establish themselves nesses and the commercial lending world CEO of National Business Capital
by laying new foundations and, ultimately, alike. We may be nearing the end of a & Services, a fintech marketplace
improving on their business models to crisis, but succeeding is all about per- streamlining the small business loan
ensure maximum efficiency and profit- spective. With this crisis comes a massive approval process for small business
ability as they compete in a new world. opportunity to deliver for small business owners. By harnessing the power of
Whether they need cash for inventory, owners by enabling them to access the smart technology and even smarter
to open a new location, or to redesign cash they need. Business owners will be people, National has secured more
their current location based on updated back to business, and there will never be than $1 billion in financing to date.
safety protocols, there’s no question that a better time to serve them by providing
all businesses will need capital to hit the fast access to capital options. As you move
ground running. However, they may not be forward, dig deeper to find new ways
able to access cash from banks, which will you can provide clients with value in this
continue to take a cautious approach to ever-changing landscape.
business lending as the numbers paint a
As a lender or broker with guideline
less-than-optimistic picture.
limitations, forging relationships with
alternative lending sources will become
A Rising Tide of Renewed even more important for your bottom line.
In the coming months, banks may cut off
Joe Camberato
Founder & CEO
Opportunity credit lines and call on notes. Rather than National Business Capital & Services
This confidence opens new doors and turning away client requests, you’ll need
presents renewed opportunities for com- an easy way for clients who don’t qualify
mercial lenders and brokers that are eager for traditional options to access capital. In
to accommodate businesses in the new a world where lender needs and lending
norm. There will be speed bumps ahead. guidelines are constantly changing, having
As the infection rate ebbs and flows, a partner with unparalleled knowledge of
www.naclb.org | DEALMAKER | DECEMBER 20 | 21You can also read
