Financial institutions are continually facing the same question: How can lenders attract better commercial borrowers? Studies show that several factors play a role in driving referral and repeat business, but one of the most important determinants is based on past experience with a lender; if a lender has at least one loan, they’ll be significantly influenced by their experience when choosing their next lender. Therefore, it’s incredibly important to make the best impression the first time.
There’s also something else to consider when on the hunt for commercial borrowers: deal profitability. With realtors constantly in search of lenders that work with mortgages in the commercial sector, measuring the success of loans is on the top of the list of how to sort out which financial institution to commit to, and which ones to disregard.
We partnered with Ed Kofman, the managing director and head of loan trading and hedging at CenterState Bank of Florida NA, to outline how lenders can attract better commercial borrowers as well as how to scope a successful deal from the start. Not only will you learn the importance of understanding relationship consumers, you’ll also discover how to deliver superior service while setting yourself apart from the competition.
Watch to Learn:
- What is a relationship consumer and why do you need to understand it?
- Why should community banks measure commercial loan profitability?
- How do you define and deliver superior service?
- How do you differentiate your service from competitors?
Meet your speaker:
Ed Kofman, Managing Director and Head of Loan Trading and Hedging, CenterState Bank of Florida NA
Mr. Ed Kofman has over 20 years of experience in the financial services industry. Ed served as Managing Director at a banker’s bank and as Financial Risk Manager of Wells Fargo Bank’s Capital Markets group. He was responsible for the production of capital allocation tools and risk-adjusted return on capital models at Bank of America. He served as a Credit Loan Officer and Director of Corporate Finance Group at Scotia Capital and Bank of Nova Scotia.
Mr. Kofman has corporate, securities, and tax law experience and practiced corporate/commercial law. He is also a co-author of a book titled, The Successful Lender’s Field Guide.
Ed has a Bachelor of Science from the University of Toronto and has a joint MBA/JD from York University. He holds a CFA designation.