Building Trust and Relationships in Commercial Lending

In this episode of Love Your Sales, Leighann sits down with Dan Hanson, a commercial lending officer with Kohler Credit Union. They dive deep into the intricacies of building successful relationships in sales and the importance of authenticity when dealing with clients. Dan shares insights from his 21-year career, discussing the value of networking, the role of mentorship, and how to balance professional goals with personal integrity. The conversation emphasizes the significance of giving back to the community and the shared mission of helping small businesses thrive. Additionally, Dan offers practical tips for young sales professionals on how to harness their people skills for career success. Don't miss this enriching dialogue that combines practical advice with inspiring stories from the field. Contact Dan – LinkedIn – Linkedin.com\danjameshanson Email - [e-mail] Special Thank you to our Sponsors – Genhead – www.genhead.com Robb Conlon – Intro and outro – Westport Studio - https://www.westportstudiosllc.com/ The Brave Ones – Instrumental Version Song by Jan Sanejko - https://artlist.io/royalty-free-music/song/the-brave-ones/119489 Ready to grow your business? Schedule a call with us today - https://api.leadconnectorhq.com/widget/bookings/discoverysalesleighann Channel Subscribe link - https://www.youtube.com/channel/UC-O7W9DzaRv4waodQKCprIg?sub_confirmation=1 Leighann Lovely: Welcome to another episode of Love Your Sales. I am joined today by Dan Hanson. He is a commercial lending officer with Kohler Credit Union with vast experience in cash flow management, merchant services, treasury management, and commercial lending. He can originate SBA loans, both in 405 and 7a products, as well as in commercial and investment, real estate, equipment, [00:02:00] and vehicle financing. I am so thrilled to have Dan join me today because I'm excited to talk about the nuances specifically in the business that he's in. So welcome Dan. Dan Hanson: Thank you, Leanne. Great to be here. And I appreciate the conversation today. Leighann Lovely: Yeah. So you have what, five years in your current industry, but you're no, spring chicken when it comes to sales 20 years. Dan Hanson: Yeah. Just over 21 years, going back to 2003 and I graduated with my undergrad. Leighann Lovely: Awesome. So let's, let's dive in and, uh, let's talk about sales because, well, that's the topic I love to talk about. First, Why don't you, you know, kind of introduce yourself anything that I missed on that short little brief introduction? You know, let's, chat. Let's. Dan Hanson: Yeah, yeah, you pretty much nailed it. It is the it's the 504 product on the SBA, not 405. Yeah. Oh, minute detail, but, [00:03:00] um. Yes, as a commercial lending officer, you know, I've worked with businesses and investor groups specifically in my role currently, just in the real estate transactions. Mostly I should say mostly, you know, I've done work with previous FIs where I have. Worked with businesses on their treasury management, you know, the fraud protection mitigation side of things, as well as, uh, payments and also merchant services and, you know, credit cards and everything. So I've got a, and the reason why I think that's important is because in my current role, while I'm just focusing on lending, I'm able to talk to business owners about their overall business and what I can do to either introduce them to people in my network, such as yourself. Or give my own advice on things or opinions and, mostly introductions. So, uh, it's really served me well. Again, I focus primarily right now just on lending, which is my favorite side of the business. Most of the transactions I do a real estate and the reason why I love that is everybody understands it right? There's an appraisal value that everybody understands. This is what we [00:04:00] need and this is how the, uh, this is how the cash flow supports the property. But I, you know, as you mentioned in the bio, I can do equipment, financing vehicle, all that fun stuff. I can do lines of credit. I can do a B rock on an investment property and then the SBA catches kind of everything else. Leighann Lovely: Very interesting. And something that we were talking about prior to jumping on here was that, you know, Hey, I'm a business owner. I need a loan. I'm just going to walk into the bank and, um, I'm going to talk with this person, but you kind of mentioned that, you know, that's, that's not really how your industry works. So let's, let's talk about that. Dan Hanson: Yeah, I think, you know, when people think about banking, they don't really think about sales necessarily, uh, especially in my role. It's different on the retail side, right? You know, if you're going to get a car loan, you know, oftentimes, if you're a member of a credit union, you're going to call them 1st, you've got a relationship with them. You know, somebody at the branch, you know, that's just kind ...