Independent Banker - May 2021 - 32

PORTFOLIO
" There is a lot of data
that we have tried to
bring in from different
areas to not only get
new business, but
also to be able to put
someone on that 'call
later' list. "
-CHRISTOPHER ANNAS,
MERIDIAN BANK
PPP loans create new pipeline for SBA loans
ZoomInfo and LinkedIn to identify
potential customers.
CRM data can be used to develop
prospect lists, as well as help banks
to better understand the diff erent
businesses operating in their
geographic markets. Most CRM
systems are searchable, which allow
the loan team to easily search by
industry or size for direct marketing
and outreach.
" It's also very informative in
creating a chronology of information
on existing customers to know
what's going on with them, " Annas
says, adding that Meridian Bank's
CRM system has helped the bank
grow both its SBA and conventional
loan business.
" You should be informed coming
in to talk to a potential client about
their business and what they need, "
Annas says. " It cuts to the chase,
and the small businessperson really
appreciates that, because you can
engage so much more quickly with
someone to get them a solution. " 
Beth Mattson-Teig is a writer
in Minnesota.
The Paycheck Protection Program (PPP) introduced thousands of
businesses to SBA lending and created a pipeline of potential new
clients for community banks.
First Savings Bank in Beresford, S.D., originated 1,309 loans
totaling $107 million during the first round of PPP. Many of those
loans came from new customers whose financial institutions were
not participating in the PPP. The second wave brought another 820
applications totaling $81 million.
" PPP loans from noncustomers have been a good calling source
to now expand the customer's loan and deposit business and try
to get these businesses to move their full relationship to our bank, "
says Morgan Larson, president and CEO of the $1.1 billion-asset
community bank, which is an active SBA 7(a), 504 and Express
program lender.
" Our pipeline has really been enhanced by all the PPP loans that we
did initially in April and May [2020] and now in this third round, " says
Christopher Annas, founder, president and CEO of Meridian Bank in
Malvern, Pa. The community bank has about 600 third-round PPP
loans that are in various stages of approval. " Some of these would
fit right into the SBA program, and we capture all of that data in our
Jack Henry system and in our CRM system, " Annas says.
Historically, borrowers have been apprehensive about SBA loans.
Many perceive it as a cumbersome process due to government
involvement, says Arne Monson, president of Holtmeyer & Monson
in Memphis, Tenn. However, the PPP has given more borrowers
exposure to the SBA. Although there were some shortcomings, the
program generally worked pretty well in giving borrowers access
to needed capital, Monson says. " So, those PPP customers are now
potential SBA customers, " he adds.
30 Q ICBA Independent Banker Q May 2021
Independent Banker - May 2021

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