As published in Scotsman Guide's Commercial Edition, March 2007.
Do you have small-business-owner or investor clients seeking reasonably priced financing while they rebuild their credit? Refer them to a "second tier" commercial lender. These lenders understand your customers' inability to document income, and they often can deliver a loan that is affordable and easy to sell. If you put your customer into the right deal, you may hear from them again later, in the next phase of their growth.