Index

Symbols
1031, 140
10 percent rule, 141
30-year relationship, 60
401(k), 93, 144
100 percent financing, 27

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A
account, 16, 24, 39, 44, 46, 66, 70, 83,
88, 98, 106, 110, 111, 115, 121,
128, 134, 139, 144
acid test, 55
administrative assistant, 54
administrative costs, 28
advertising, 23, 86, 87, 149
all hat, no cattle, 36, 37
appetite for lending, 44
appraisal district, 55
appraised value, 55, 69, 126
asset based lenders, 86
assets, 37, 51, 54, 55, 61, 80, 92, 93,
95, 98, 100, 129, 130
attitude, 29, 55
audit, 79
automatic alerts, 121
automotive body shop, 132
auto repair, 132
aversion to risk, 148, 153

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B
backing the truck up, 152
back taxes, 13
bad luck, 114
bad num,78
balance sheet, 80, 81, 98, 128
bald rule, 48
bank capital, 60
Banker Fired, 9, 65
banking climate, 46
banking system, 47
bankrupt, 66, 81, 84
beauty contest, 35
be careful what you ask for, 75, 98, 99
big bank, 44, 104
board of directors, 43
boilerplate, 134, 135, 140
bookkeeper, 33, 121
borrowing base, 98, 100, 101
boss, 32, 42, 65, 148
bottom line, 19, 22, 31, 47, 59, 70, 82,
86, 87, 114, 121, 128, 134, 154
bottom up, 23
breathing their own exhaust, 20
bridge plan, 23, 86, 87
building wealth, 88
burn rate, 15
business bank, 36
business loan, 4, 6, 36, 44, 68, 116
business need, 13,
business owner, 4, 5, 28, 40, 77, 80,
107, 127, 129
businesspeople, 6, 47, 112, 152
business philosophy, 44
business plan, 13, 16, 17, 18, 19, 20,
21, 22, 23, 24, 26, 27, 28, 29,
31, 32, 39, 78, 96, 98

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C
calendar quarter, 67
call provisions, 136
capital, 4, 30, 60, 61, 81, 92, 96, 127,
128, 129
capital requirements, 96
car dealer, 38,
car loan, 27, 64, 109, 122, 140
car payment, 110, 112
car shopping, 104
cash depletion, 15
cash flow, 4, 19, 30, 31, 59, 60, 61, 69,
80, 81, 94, 129
CD, 48, 83, 134, 139, 146
champagne phase, 41
charged off, 111
charge-offs, 104, 116
Cheating, 46
checking account, 24, 39, 44, 46, 66,
106
choke point, 44, 45
collaborative, 151
collateral, 19, 61, 69, 95, 98, 119, 122,
139
collected balance, 72
collection bureau, 111, 116
collections, 108, 111, 116
commercial credit, 103
commercial lines of credit, 127
community bank, 44
community service, 52
competition, 18, 22, 35, 46
compilation, 79
concurrence, 45, 62, 69
consulting, 22, 41, 48, 80, 82, 149
consumer, 8, 36, 122
consumer bank, 36
consumer loans, 122
contact sport, 63
contingent liability, 80
contract, 60, 105, 133, 134, 135
contractors, 67
controller, 33
co-sign, 118, 119
cost allocation, 129
course corrections, 26
crap, 21, 26, 40, 41, 47, 55, 63
creditability, 56
credit card, 27, 106, 107, 112, 144,
148,
credit cliff, 97
Credit Inquiries, 117
credit officer, 42
creditors, 108
credit report, 21, 51, 52, 103, 104,
107, 108, 109, 111, 112, 115,
116, 117, 118, 120, 121, 146
credit reporting agencies, 111
credit score, 22, 104, 105, 106, 107,
111, 112, 115, 116, 117, 120,
121, 122
credit watch, 111, 120, 121
crime, 70
customer service, 17, 86

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D
debt, 21, 27, 30, 31, 45, 62, 86, 105,
106, 107, 112, 116, 117, 120,
122, 128, 134, 141, 144
declining market, 32
deed, 89, 132
delegate, 150, 151
delinquent payment, 111
depreciation, 129, 130
discretion, 56
divorce, 32, 114, 115
Dixon Thayer, 32
down payment, 27, 68, 69
drain the swamp, 112, 113
due dilligence, 35
dumbsizing, 86
DWI, 95

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E
economy, 32
e-mail, 74
entrepreneur, 5, 26, 29, 92, 125, 130,
147, 153, 154
environmental report, 136, 138, 156
EPA, 137
Equifax, 123, 156
equity, 21, 27, 31, 80, 81, 83, 84, 101,
129, 156, 158
examiners, 60, 65, 66, 67, 68, 70
exception, 41, 67, 68, 69, 70
excuses, 114
executive summary, 19, 137
existing business, 19
exotic cars, 59
expense, 16, 17, 27, 28, 129
Experian, 123
experience, 3, 4, 5, 6, 7, 11, 18, 19, 38,
44, 60, 92, 95, 105, 122, 162
external examiners, 67
eye test, 134, 135

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F
family money, 101
fiduciary, 65
financial deficit, 15
financial exception, 68, 69
financial gain, 88
financial information, 72
financial summary, 19
fire a banker, 72, 73
fixed assets, 98, 100
fixed rate, 74
Ford Motor Co., 32, 99, 150
forecasting, 87
foreclosure, 19, 61, 132, 136
forklift, 45, 47
fraud alert, 120, 123
full-scope appraisal, 126

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G
global cash flow, 61
goal, 17, 26, 94, 107
Golden Rule, 43, 49
good credit, 93, 104, 105
grace period, 109, 110
greedy banker, 74
Green Weenies, 8, 14, 15, 35, 40
growth, 4, 29, 30, 31, 88
growth rate, 31
guaranteed notes, 119
guarantee your loan, 101
guarantor, 101, 102, 119, 120

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H
habitual late payer, 114
Hedges, 139
historical financials, 26
hockey stick, 30
Home Depot, 115

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I
ice cream store, 13
identity theft, 120, 121
impairment, 60
income, 14, 15, 31, 61, 69, 81, 83, 85,
105, 127, 129, 138, 140, 144
insurance, 59, 65, 68, 69, 93, 115, 130,
131
interest expense, 27, 28
interest rate adjustments, 136
internal examiners, 67
international bank, 44
in the tent, 56, 57
inventory, 4, 18, 30, 31, 81, 98, 100,
101
investors, 13
iPhone, 148, 150
IRA, 88, 93, 145
IRS, 25, 128, 129, 146, 147

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J
jerk, 54
jewelry, 55, 56
Jim Murray, 42
junior administrative person, 122

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K
key employees, 150
kimono, 32

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L
labor, 23, 28, 33, 80
large loans, 68
lawsuit, 59, 157
lease, 84, 89, 93, 94, 131
Legal Entity, 140
legal loan limit, 38, 67, 70
leg sniff, 52
lending officer, 42, 69
lesser of cost or market, 69
lienholder, 118
life insurance, 130, 131, 157
limited-scope appraisal, 126
line of credit, 96, 97, 98, 100, 122,
127, 139, 141
liquidity, 92, 128
LLC, 125, 140
loan approval, 45, 65
loan authority, 44, 45
loan committee, 18, 29
Loan Defaults, 130
loan officer, 41, 42, 43, 45, 46, 64, 66,
67, 73, 74, 109, 110, 141
loan package, 23
loan request, 31
loan-to-deposit, 38
loan to value, 39, 62, 98
loan write-up, 18, 97
LOC, 96, 97, 98, 139
long-term, 88, 91, 92, 94, 128
long-term liabilities, 128
lose money, 14, 146
low-doc, 95, 96
LTV, 69, 98

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M
marriage, 91
match fund, 140
material, 28, 52, 59, 60, 79, 125, 137
mature, 31, 47, 61, 68
mature business, 31
mature company, 47
maturities of loans, 62
maturity of the leases, 131
MBA, 5, 143
medical bills, 115, 116
mediocrity, 150, 151
messenger, 59
metrics, 14, 23, 26, 31, 80, 82, 149,
150, 151, 153
Missing paperwork, 68
money center, 62
monthly numbers, 26
monthly statements 26
mortgage companies, 123
move the loan, 61, 74
Murphy’s Law, 40
myopic, 48

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N
NDA, 133
negative equity, 83, 84
non-cash expense, 129
non-disclosure agreement, 133
non-income producing, 69
non-recourse, 102

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O
operating metrics, 80, 149
optics, 83, 128, 134
origination fee, 127
overdrawn, 66, 72

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P
participation, 39
payroll, 13, 91, 92, 147
peer-mentoring, 149
percentage point, 46
performing, 61, 67
personal financial statement, 52, 54,
55, 56, 79, 80, 83
phase 1, 158
pick your battle, 158
P & L, 81
point junkies, 108
points, 48, 83, 108, 111, 127, 136
police report, 120, 121
positive dissatisfaction, 153
positive energy, 33, 59
preferred lender, 96
Prepayment Penalties, 139
presentation, 52, 57, 135
president, 42, 74
primary, 19, 41, 46, 93, 134
primary bank, 46, 134
primary business, 93
prime rate, 136
production, 15, 31, 153
profit, 28, 30, 31, 52, 64, 81, 83, 86,
96
profitable, 15, 92
profit and loss statements, 28
pro forma, 19, 33
projected, 15, 31, 33

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Q
quarterly statements, 26, 28
Quixotic, 41

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R
radar screen, 51
ratio, 38, 39, 69, 125
real estate, 55, 56, 69, 73, 92, 93, 107,
118, 122, 123, 125, 126, 127,
129, 130, 133, 136, 138, 139,
140, 141
real estate loans, 92, 93, 123, 127,
130, 136
reamortize, 61
reasonableness test, 56
receivables, 25, 30, 82, 98, 100
red flag, 54, 55, 66
regulatory agency, 60
relationship banker, 36
rent, 31, 52, 68, 83, 93, 94, 131, 132,
,146
rent house, 93
rent roll, 68, 131
repayment, 19, 60, 61, 127
residential loan, 82
rested, 97
retire, 38, 93
revenue, 28, 30, 31, 79, 83, 85, 86, 87,
126
review, 20, 34, 52, 63, 67, 68, 79, 98,
130, 137, 150
revolving money, 139
Rolodex, 148
rule, 100, 104, 138, 141

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S
salary, 27
salesperson, 73
savings account, 83, 128, 144
SBA, 4, 5, 94, 95, 96
scope, 22, 126
Sears, 115, 122
secondary, 19, 46
secondary bank, 46
Security Freeze, 123
seized up, 47
sell the loan, 74, 138
senior committee, 45
senior lender, 62
sense of urgency, 4, 65, 146, 148, 149,
150, 153
shareholder debt, 128
short-term, 91, 92, 97
shopping the deal, 118
single member LLC, 125, 140
skin in the game, 27
small business, 2, 6, 162
Small Business Administration, 94
solution, 59, 61, 82, 151
source of repayment, 19
stamp collection, 56
start-up, 13, 31, 94, 96, 101
stated income, 83
steward, 77
struggling business, 13
substandard, 62, 95
successful ventures, 13
sued, 8
SWAG, 32
sweet spot, 39
systems, 151, 153

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T
taint rule, 100
target market, 33
tattoo shop, 132
tax, 14, 28, 30, 55, 56, 125, 126, 132,
133, 140, 146, 164
tax appraisal, 55,
tax district appraisals, 125
tax lawyer, 125
teamwork, 65
teeth in your throat, 52
tenant, 83, 105, 114, 131, 132
term insurance, 131
Test Drive, 20
toothpaste is out of the tube, 58
top line, 19, 23
track record, 18
transparency, 60
transunion, 123
trap, 102, 105, 108
tri-bureau, 21, 52
trust, 16, 64, 65, 132, 150
turd in the punchbowl, 71

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U
underwrite tenants, 105
underwriting policy, 69
underwriting process, 45
unguaranteed, 96
Unique Selling Proposition, 17
unstrategic, 24
unused fee, 127
updated appraisal, 126
USP, 17, 18

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V
vacancy, 94, 131
variance, 28
venture capitalist, 86 101
vice president, 42
Visa card, 147

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W
wages, 27
waive, 74
weak credit, 108
weekly meetings, 150
Wild-Ass Guess, 32
wire transfer, 73
work ethic, 153
working capital, 92, 96

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