lend for america summit november 15, 2014 protecting your portfolio christopher mendezona executive...
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Lend For America SummitNovember 15, 2014
Protecting Your Portfolio
Christopher Mendezona Executive DirectorAlex Gewecke Director of FinanceConnor Baskin Executive Director (2015-2016)AJ Farr Director of Finance (2015-2016)
Collections
Some keys to having “control” of your collections:
1 Empathy2 Know your client3 Be organized4 KNOW YOUR CONTRACT5 Innovation
Source: Small Business Administration -- Arizona Profile
Contract
o Know the vital aspects of the contracto Late fees
o When do they take affect?o What is the penalty (flat fee or percentage of balance)?
o Principal Amounto Principal dueo Principal remaining
o Interest Amounto Interest dueo Interest remaining
o Make sure the client knows too
Source: Small Business Administration -- Arizona Profile
Client
o Know the vital aspects your Client and who they areo Preferred communication channelo Personal info (phone, email, business address,
personal address)o Who are they?
o What are their interests?o What do you have in common?(sports, food,
community, etc.)
Source: Small Business Administration -- Arizona Profile
HIGH RISK
Communication
Poor/inconsistent
Inconsistent
PaymentsLate
Payments
Late Fees
Delinquenc
yDefault
Split/multiple payments
Cash
Check
Payment plan
AVERAGE
Communication
More than 1 Channel
Last Minute
Consistent
Payments
Late Payments
On occasion
Multiple Methods for
Payment
Cash
Check
IDEAL
Communication
Very responsive
Consistent channel
Contacts you directly
Payments
On-time Payments
Pays full amount
Does not pay fees
High-Risk Client: Delinquent Client
Problems:
• No communication channels or consistent meetings established
• No specific payment method• Weak late fee structure• Absence of structured payment schedule and loan budget
Example:
High-Risk Client: Addendum to Loan Agreement
Implemented Changes:
• Borrower must pay with a cashier’s check• Included a detailed payment schedule• Harsher late fee penalties• Overdue balance callable at anytime, once
delinquent
Example:
Ideal Client: Farmers’ Market Seasonings
Contract Improvements & Client Management:
• Due to seasonality of farmers’ markets, reduced payments during “Summer” months while boosting payments during peak months
• Highly responsive and flexible to the client’s requests• Organized multi-communication channels • In-depth “Use of Funds” budget breakdown
Average Client:Bus Transportation Services
Contract Improvements:
• Required proof of vehicle insurance and title• Agreement to share current tax returns upon
completion• Frequent follow-ups and consistent meetings• Liabilities clause – loan cannot pay other outstanding
liabilities• Loan budget and payment schedule• Two AMI (lender) and two company representatives
(borrower) signatures required
Questionable Client: Oil Retention System
Contract Improvements & Client Management:
• Multi-channel communication • Stemming from an inconsistent revenue stream,
implemented a revenue hurdle • Provisional extension of loan capital contingent upon
revenue hurdle• Analyzed both business and personal bank statements• Reactive and attentive to client needs
Future Innovations
1. Uniform Commercial Code (UCC) – 1 Lien
2. Security Agreement
3. Confidentiality Clause
Christopher Mendezona Chris@azmicrocreditAlex GeweckeAlex@azmicrocreditConnor BaskinConnor@azmicrocreditAJ Farr Aj@azmicrocredit
Contact Information
Azmicrocredit.org