“ Apples ain’t bananas!” Selling the BDC.

AGENDA What makes us different. Overcoming objections.

What makes us different.

Overcoming objections.

We don’t compete We complete .

No longer the lender of last resort.

1. The stuff that makes us different.

They sell good ol’ bananas…

… while we sell juiced- up apples .

the relationship over any one transaction. We value

“ Don’t keep your eggs in basket...” all one

“… you may come to regret it.”

Security is up. not our big hang-

We don’t have a short fuse.

We don’t colour the facts.

Not a formulaic lender.

We are amazed by our clients.

We have Smart Money .

We ask a lot of good questions...

We are, after all, a development bank.

We give you a lot.

We are not a pain to deal with.

We don’t overwhelm clients with administration

regular bank not a We are

No personal security.

Non-demand loans.

We’ll break bread with you (and pick-up the tab).

We bend backward. over

We can be pretty creative.

are always on. The taps

93% > 58%

We are a great alternative.

2. Overcoming Objections.

Go face-to-face.

Don’t argue the objections. Turn them around.

While we don’t compete on rate… %

… they need to feel you sharpened your pencil.

Once you spill the beans…

DEMO: Interest Rate Comparative Model “ A straight beats a blend…”

Sticker shock math.

Cup of coffee math.

“ I don’t give my bank a personal guarantee!”

“ Why should I pay a study fee?”

“ Why should I provide Review statements?”

Coffee Break. Ten minutes.