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Create value by understanding business

Many lenders in my Tax Return Analysis training workshops are new to business lending. I always know if my advice to them is resonating by watching the more senior lenders in the room.

So here is one where the senior lenders nod their heads yes whenever I say it:

One of the quickest ways to get ahead in commercial lending when you are new is to read business books. If you make it your mission to learn about business, you’ll be in a much better position to have the meaningful conversations and provide the business insights that will strengthen the bond with your business customers.

Here is a good one: Conversation Marketing by Ian Lurie of Portent Interactive, an Internet Marketing Agency, will give you a good understanding of what a business website needs to accomplish and how to get there. (It is free online.)

And if you want to learn more about blogs, a tool more and more businesses are using to good effect, check by Brian Keith, a client services blog which turns out to be as much about blogging as it is client services.

Next time you are visiting one of your commercial customers, ask what book he or she just read. Read it and if it is good, recommend it to your other customers. And as a thank you after meeting with a prospect, how about sending a business book along with the thank you card?

Be seen as a business expert and you’ll be seen as a valuable resource. They’ll stop shopping rates on you and start recommending you!

About the Author
Linda Keith CPA is an expert in credit risk readiness and credit analysis. She trains banks and credit unions throughout the United States, both in-house and in open-enrollment sessions, on Tax Return and Financial Statement Analysis. She is in the trenches with lenders, analysts and underwriters helping them say "yes" to good loans. Creator of the Tax Return Analysis Virtual Classroom at, she speaks at banking associations on risk management, lending and director finance topics.