Independent Banker - February 2018 - 57

requires a different skillset when
it comes to credit underwriting
and loan documentation. Generally
speaking, commercial real estate
borrowers are transaction-oriented
and often work with multiple lenders.
In contrast, C&I customers tend to
work with a single lender and often
focus on long-term relationships.
So, the sales cycle may be longer
and rely more on cultivating those
relationships, Saito notes. A strong
C&I community bank will also have
a credit administration team that is
well versed in C&I lending, which
involves a different set of collateral
analysis and underwriting metrics.
In the case of The Westchester
Bank, it provides C&I loans to many
service businesses that have lines of
credit, which puts more emphasis
on underwriting receivables, as
opposed to inventory, when making
credit assessments. The bank uses
both tools and people to analyze
those receivable bases. For example,
the bank does collateral audits
when appropriate and relies on
RMA industry comparisons on most
credit metrics. The collateral auditor
reviews the receivables to determine
dilution and the booking of revenues,
which gives a strong analysis of the
quality of the company's receivables,
Tolomer notes.
One of the key elements is assessing
the quality of the receivables, the
business, the business strategy and
the creditworthiness of the owner,
Tolomer says. " We are fortunate in
that we have a credit department of
trained professionals who have spent
a fair amount of time in the credit
arena and credit analysis, " he says.
" We also are very fortunate in that we
have been able to attract commercial
lenders who have underwritten deals
and understand small- and mediumsize
business owners in our market. "
Beth Mattson-Teig is a writer
in Minnesota.
1HHG PRUH WLPH DZD\ IURP WKH R FH "
Automate your loan origination and mortgage
servicing operations with our mortgage software.
Features
Our software saves you time and money
Paperless origination and servicing
Automated lights-out imaging
Flexible system reports and notices
MISMO®
LQWHUIDFHV ZLWK IXOÀ OOPHQW VHUYLFHV
document services and many more
Borrower online access to the loan application
and mortgage loan information
www.fics.com * 972.458.8583
FICS® 0257*$*( 7(&+12/2*< 63(&,$/,676 :::),&6&20 /2$1 352'8&(5® DQG 0257*$*( 6(59,&(5® QDPHV DQG ORJRV DUH UHJLVWHUHG WUDGHPDUNV RU WUDGHPDUNV RI ),1$1&,$/ ,1'8675< &20387(5
6<67(06 ,1& 0,602 LV D UHJLVWHUHG WUDGHPDUN RI WKH 0RUWJDJH %DQNHUV $VVRFLDWLRQ
Loan Origination Software
____
Mortgage Servicing Software

http://www.fics.com

Independent Banker - February 2018

Table of Contents for the Digital Edition of Independent Banker - February 2018

Table of Contents
Independent Banker - February 2018 - Intro
Independent Banker - February 2018 - Cover1
Independent Banker - February 2018 - Cover2
Independent Banker - February 2018 - Table of Contents
Independent Banker - February 2018 - 2
Independent Banker - February 2018 - 3
Independent Banker - February 2018 - 4
Independent Banker - February 2018 - 5
Independent Banker - February 2018 - 6
Independent Banker - February 2018 - 7
Independent Banker - February 2018 - 8
Independent Banker - February 2018 - 9
Independent Banker - February 2018 - 10
Independent Banker - February 2018 - 11
Independent Banker - February 2018 - 12
Independent Banker - February 2018 - 13
Independent Banker - February 2018 - 14
Independent Banker - February 2018 - 15
Independent Banker - February 2018 - 16
Independent Banker - February 2018 - 17
Independent Banker - February 2018 - 18
Independent Banker - February 2018 - 19
Independent Banker - February 2018 - 20
Independent Banker - February 2018 - 21
Independent Banker - February 2018 - 22
Independent Banker - February 2018 - 23
Independent Banker - February 2018 - 24
Independent Banker - February 2018 - 25
Independent Banker - February 2018 - 26
Independent Banker - February 2018 - 27
Independent Banker - February 2018 - 28
Independent Banker - February 2018 - 29
Independent Banker - February 2018 - 30
Independent Banker - February 2018 - 31
Independent Banker - February 2018 - 32
Independent Banker - February 2018 - 33
Independent Banker - February 2018 - 34
Independent Banker - February 2018 - 35
Independent Banker - February 2018 - 36
Independent Banker - February 2018 - 37
Independent Banker - February 2018 - 38
Independent Banker - February 2018 - 39
Independent Banker - February 2018 - 40
Independent Banker - February 2018 - 41
Independent Banker - February 2018 - 42
Independent Banker - February 2018 - 43
Independent Banker - February 2018 - 44
Independent Banker - February 2018 - 45
Independent Banker - February 2018 - 46
Independent Banker - February 2018 - 47
Independent Banker - February 2018 - 48
Independent Banker - February 2018 - 49
Independent Banker - February 2018 - 50
Independent Banker - February 2018 - 51
Independent Banker - February 2018 - 52
Independent Banker - February 2018 - 53
Independent Banker - February 2018 - 54
Independent Banker - February 2018 - 55
Independent Banker - February 2018 - 56
Independent Banker - February 2018 - 57
Independent Banker - February 2018 - 58
Independent Banker - February 2018 - 59
Independent Banker - February 2018 - 60
Independent Banker - February 2018 - 61
Independent Banker - February 2018 - 62
Independent Banker - February 2018 - 63
Independent Banker - February 2018 - 64
Independent Banker - February 2018 - 65
Independent Banker - February 2018 - 66
Independent Banker - February 2018 - 67
Independent Banker - February 2018 - 68
Independent Banker - February 2018 - 69
Independent Banker - February 2018 - 70
Independent Banker - February 2018 - 71
Independent Banker - February 2018 - 72
Independent Banker - February 2018 - 73
Independent Banker - February 2018 - 74
Independent Banker - February 2018 - 75
Independent Banker - February 2018 - 76
Independent Banker - February 2018 - 77
Independent Banker - February 2018 - 78
Independent Banker - February 2018 - 79
Independent Banker - February 2018 - 80
Independent Banker - February 2018 - 81
Independent Banker - February 2018 - 82
Independent Banker - February 2018 - 83
Independent Banker - February 2018 - 84
Independent Banker - February 2018 - Cover3
Independent Banker - February 2018 - Cover4
https://www.nxtbook.com/mspc/independentbanker/december2024
https://www.nxtbook.com/mspc/independentbanker/november2024
https://www.nxtbook.com/mspc/independentbanker/october2024
https://www.nxtbook.com/mspc/independentbanker/september2024
https://www.nxtbook.com/mspc/independentbanker/august2024
https://www.nxtbook.com/mspc/independentbanker/july2024
https://www.nxtbook.com/mspc/independentbanker/june2024
https://www.nxtbook.com/mspc/independentbanker/may2024
https://www.nxtbook.com/mspc/independentbanker/april2024
https://www.nxtbook.com/mspc/independentbanker/march2024
https://www.nxtbook.com/mspc/independentbanker/february2024
https://www.nxtbook.com/mspc/independentbanker/january2024
https://www.nxtbook.com/mspc/independentbanker/december2023
https://www.nxtbook.com/mspc/independentbanker/november2023
https://www.nxtbook.com/mspc/independentbanker/october2023
https://www.nxtbook.com/mspc/independentbanker/september2023
https://www.nxtbook.com/mspc/independentbanker/august2023
https://www.nxtbook.com/mspc/independentbanker/july2023
https://www.nxtbook.com/mspc/independentbanker/june2023
https://www.nxtbook.com/mspc/independentbanker/may2023
https://www.nxtbook.com/mspc/independentbanker/april2023
https://www.nxtbook.com/mspc/independentbanker/march2023
https://www.nxtbook.com/mspc/independentbanker/february2023
https://www.nxtbook.com/mspc/independentbanker/january2023
https://www.nxtbook.com/mspc/independentbanker/december2022
https://www.nxtbook.com/mspc/independentbanker/november2022
https://www.nxtbook.com/mspc/independentbanker/october2022
https://www.nxtbook.com/mspc/independentbanker/september2022
https://www.nxtbook.com/mspc/independentbanker/august2022
https://www.nxtbook.com/mspc/independentbanker/july2022
https://www.nxtbook.com/mspc/independentbanker/june2022
https://www.nxtbook.com/mspc/independentbanker/may2022
https://www.nxtbook.com/mspc/independentbanker/april2022
https://www.nxtbook.com/mspc/independentbanker/march2022
https://www.nxtbook.com/mspc/independentbanker/february2022
https://www.nxtbook.com/mspc/independentbanker/january2022
https://www.nxtbook.com/mspc/independentbanker/december2021
https://www.nxtbook.com/mspc/independentbanker/november2021
https://www.nxtbook.com/mspc/independentbanker/october2021
https://www.nxtbook.com/mspc/independentbanker/september2021
https://www.nxtbook.com/mspc/independentbanker/august2021
https://www.nxtbook.com/mspc/independentbanker/july2021
https://www.nxtbook.com/mspc/independentbanker/june2021
https://www.nxtbook.com/mspc/independentbanker/may2021
https://www.nxtbook.com/mspc/independentbanker/april2021
https://www.nxtbook.com/mspc/independentbanker/march2021
https://www.nxtbook.com/mspc/independentbanker/february2021
https://www.nxtbook.com/mspc/independentbanker/january2021
https://www.nxtbook.com/mspc/independentbanker/december2020
https://www.nxtbook.com/mspc/independentbanker/november2020
https://www.nxtbook.com/mspc/independentbanker/october2020
https://www.nxtbook.com/mspc/independentbanker/september2020
https://www.nxtbook.com/mspc/independentbanker/august2020
https://www.nxtbook.com/mspc/independentbanker/july2020
https://www.nxtbook.com/mspc/independentbanker/june2020
https://www.nxtbook.com/mspc/independentbanker/may2020
https://www.nxtbook.com/mspc/independentbanker/april2020
https://www.nxtbook.com/mspc/independentbanker/march2020
https://www.nxtbook.com/mspc/independentbanker/february2020
https://www.nxtbook.com/mspc/independentbanker/january2020
https://www.nxtbook.com/mspc/independentbanker/december2019
https://www.nxtbook.com/mspc/independentbanker/november2019
https://www.nxtbook.com/mspc/independentbanker/october2019
https://www.nxtbook.com/mspc/independentbanker/september2019
https://www.nxtbook.com/mspc/independentbanker/august2019
https://www.nxtbook.com/mspc/independentbanker/july2019
https://www.nxtbook.com/mspc/independentbanker/june2019
https://www.nxtbook.com/mspc/independentbanker/may2019
https://www.nxtbook.com/mspc/independentbanker/april2019
https://www.nxtbook.com/mspc/independentbanker/march2019
https://www.nxtbook.com/mspc/independentbanker/february2019
https://www.nxtbook.com/mspc/independentbanker/january2019
https://www.nxtbook.com/mspc/independentbanker/december2018
https://www.nxtbook.com/mspc/independentbanker/november2018
https://www.nxtbook.com/mspc/independentbanker/october2018
https://www.nxtbook.com/mspc/independentbanker/september2018
https://www.nxtbook.com/mspc/independentbanker/august2018
https://www.nxtbook.com/mspc/independentbanker/july2018
https://www.nxtbook.com/mspc/independentbanker/june2018
https://www.nxtbook.com/mspc/independentbanker/may2018
https://www.nxtbook.com/mspc/independentbanker/april2018
https://www.nxtbook.com/mspc/independentbanker/march2018
https://www.nxtbook.com/mspc/independentbanker/february2018
https://www.nxtbook.com/mspc/independentbanker/january2018
https://www.nxtbook.com/mspc/independentbanker/december2017
https://www.nxtbook.com/mspc/independentbanker/november2017
https://www.nxtbook.com/mspc/independentbanker/october2017
https://www.nxtbook.com/mspc/independentbanker/september2017
https://www.nxtbook.com/mspc/independentbanker/august2017
https://www.nxtbook.com/mspc/independentbanker/july2017
https://www.nxtbook.com/mspc/independentbanker/june2017
https://www.nxtbook.com/mspc/independentbanker/may2017
https://www.nxtbook.com/mspc/independentbanker/april2017
https://www.nxtbookmedia.com