What does it actually take to close the right deal for both the borrower and the credit union? Tom Halliday, head of business lending sales at MBFS, joins host Mark Ritter to answer that question with candor and expertise. From mastering the first-borrower conversation to navigating today's fierce loan-participation marketplace, Tom reveals why the best lenders act as trusted advisors, not order-takers. If your credit union is serious about growing its commercial loan portfolio while managing risk intelligently, this episode delivers the real-world insight you need.

What You Will Learn in This Episode:

✅ How to approach the initial business lending conversation by focusing on borrower goals, experience, and story rather than jumping straight to documents and data.

✅ Why today's market conditions demand that credit union relationship managers understand both geography and portfolio concentration before recommending any commercial real estate deal.

✅ What factors beyond rate, including prepayment penalties, deposit requirements, and debt service coverage ratio covenants, shape a winning loan negotiation strategy?

✅ How the loan participation marketplace has shifted dramatically, making speed and responsiveness essential for credit unions looking to grow their loan portfolio.

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TIMESTAMPS:

00:00 Tom Halliday's background in small business lending and his journey to leading business lending sales at MBFS

02:04 How MBFS has grown its loan origination team and what that expansion means for credit union partners

03:03 The art of the first borrower conversation and why understanding goals matters more than gathering documents

05:19 A breakdown of current market conditions, interest rates, and challenging sectors in commercial real estate

10:00 Discussion of commercial loans and negotiations

11:44 Inside the loan participation marketplace and why credit unions must move fast to secure deals today

13:36 Tom's move to Tennessee and a fun trivia segment wrapping up the episode

KEY TAKEAWAYS:

💎 The best business lending professionals act as trusted advisors, not order takers. Understanding a borrower's goals, history, and business story leads to stronger loans and better outcomes for the credit union.

💎 Market conditions vary significantly by region and property type. Commercial real estate sectors like office space carry elevated risk today, while medical offices continue to perform well, making local market knowledge essential.

💎 The loan participation marketplace is highly competitive right now. Credit unions that respond quickly and build strong origination pipelines are best positioned to grow their loan portfolio and manage concentration limits.

ABOUT THE GUEST:

Tom Halliday - LinkedIn

RESOURCES MENTIONED:

Mark Ritter - Website

Mark Ritter - LinkedIn

SEO KEYWORDS:

Credit Union Conversations, Mark Ritter, MBFS, Credit Unions, CUSO, Business Lending, Credit Union, Commercial Loans, Loan Origination, Business Members, Participation Loans, Interest Rates, Loan Portfolio, Small Business Lender, Commercial Real Estate, Collateral, Debt Service