Commercial loans officer
Páginas: 2 (285 palabras)
Publicado: 2 de abril de 2011
The Commercial Loan Officer
Prepared by: Prof. Milagros Rodríguez Rolón
The Commercial Loan Officer
The typical commercial bank exists to serve the financial needs of its localcommunity. Its customers are the entrepreneurs who needs to open a retail florist shop, the owner of an auto parts wholesaler who needs a loan to modernize delivery capabilities, or the owner of a woodendesk manufacturer who need a seasonal loan to purchase raw material inventory.
The Commercial Loan Officer- cont.
Most business bankers deal directly with the business proprietor on apersonal and ongoing basis. The successful relationship manager is an expert in human relations, recognizing that loans are made to people, no faceless business entities.
The Commercial Loan Officer-cont.
Business bankers, therefore, must have a through understanding of businesses and the industries in which they compete.
Before making a loan…
Before making a loan to a commercialcustomer, a commercial loan officer must determine: • How the business is managed • What its products and service are • How the products and service are made or provided • What are the local and nationaleconomic prognosis is and how it will affect the business
A good business banker…
A successful business banker must possess certain personal characteristics and professional skills: PersonalCharacteristics: 1. Ability to communicate 2. Ability to listen and observe 3. Empathy 4. Motivation to sell 5. Analytical ability 6. Positive attitude 7. Fairness and reliability 8. Risk taking A good business banker… cont.
1. 2. 3. 4. 5.
6.
Professional skills: General business knowledge Banking knowledge Economic knowledge Understanding legal and regulatory issues Understandingfinancial statements and risk assessment Understanding competing financial services
?
References
Ruth, George E. Commercial Lending. American Bankers Association, Fourth Ed.
Prepared by: Prof. Milagros Rodríguez Rolón
The Commercial Loan Officer
The typical commercial bank exists to serve the financial needs of its localcommunity. Its customers are the entrepreneurs who needs to open a retail florist shop, the owner of an auto parts wholesaler who needs a loan to modernize delivery capabilities, or the owner of a woodendesk manufacturer who need a seasonal loan to purchase raw material inventory.
The Commercial Loan Officer- cont.
Most business bankers deal directly with the business proprietor on apersonal and ongoing basis. The successful relationship manager is an expert in human relations, recognizing that loans are made to people, no faceless business entities.
The Commercial Loan Officer-cont.
Business bankers, therefore, must have a through understanding of businesses and the industries in which they compete.
Before making a loan…
Before making a loan to a commercialcustomer, a commercial loan officer must determine: • How the business is managed • What its products and service are • How the products and service are made or provided • What are the local and nationaleconomic prognosis is and how it will affect the business
A good business banker…
A successful business banker must possess certain personal characteristics and professional skills: PersonalCharacteristics: 1. Ability to communicate 2. Ability to listen and observe 3. Empathy 4. Motivation to sell 5. Analytical ability 6. Positive attitude 7. Fairness and reliability 8. Risk taking A good business banker… cont.
1. 2. 3. 4. 5.
6.
Professional skills: General business knowledge Banking knowledge Economic knowledge Understanding legal and regulatory issues Understandingfinancial statements and risk assessment Understanding competing financial services
?
References
Ruth, George E. Commercial Lending. American Bankers Association, Fourth Ed.
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