2016 Workshop Descriptions

7(a) Basics – Eligibility

Presented by SBA Lender Relations Staff
An overview of SBA 7(a) programs including eligibility, structure and credit underwriting. Perfect for lenders new to SBA, low volume lenders or as a refresher for those who are experienced.

7(a) Basics – Systems and Setup

Presented by SBA Lender Relations Staff
In this session, SBA’s systems including the Capital Access Financial System (CAFS) and its new loan processing platform SBA One will be discussed.

7A Basics – Servicing the SBA Loan

Presented by Eric Armacost, SBA Indiana District Office
This session will provide information about servicing SBA loans. Included will be information about the Servicing Centers, what requests are submitted to servicing after final Disbursement, unilateral actions, 1502 reporting, actions requiring SBA Approval, and how to protect your guaranty.

10 Pitfalls in Determining 7a Eligibility

Presented by Ethan Smith, Partner, Starfield & Smith P.C., Attorneys at Law
Join Ethan Smith of Starfield & Smith, as he discusses the criteria commercial lenders should follow in deciding if a business qualifies for a 7(a) guaranty. This discussion will cover issues such as the latest EPC Rules, change of ownership, credit elsewhere and personal guarantees. Learn the hot issues for the SBA that can mean the difference between full payment and complete denial of you loan guaranty.

504 Lending

Presented by Michigan Certified Development Corporation
Long-term, fixed-rate capital asset financing. Gain an understanding of the SBA 504 program including eligibility requirements, project structure and loan limits. Help your best customers save money and conserve capital while you are protected with a 50% loan to value.

1502 Dashboard Portal

Presented by Victor Cruz, Colson Services Corp.
This web portal allows SBA lenders access to monitor their 1502 reporting performance by reviewing reported/unreported loan status and pending 1502 data exception error conditions.
Additional functions include the ability to edit and validate error exception clearance, update Colson lender ID profile, and submit monthly 1502 data via the e-File upload option.

Advanced 7(a) Lender – Parts I and II

Presented by National Association of Government Guaranteed Lenders (NAGGL) Jane Butler
A two-session program focused on the finer details of SBA’s loan programs. Designed to be an interactive discussion, lenders can go beyond the basics and address more complex issues, new programs, and changes to policy.

Bankers’ Opportunities in the Business Transition Boom

Presented by Eric Seifert, Michigan Small Business Development Center
This session will show bankers how to work with clients and prospective clients in the current business transition boom. Banks risk losing valuable client base with the ongoing transition. Participants will learn the incredible momentum building in mergers and acquisitions, how the SBDC works with buyers and sellers, and how bankers can work with both sides as well.

Banking Ethics

Presented by Michael DeWilde, Seidman College of Business at Grand Valley State University
Michael Lewis, author of Flashboys and The Big Short, among other bestsellers, has probably done more than anyone else to help explain to the rest of us what banking, especially big-time banking, really is and how it affects us. For observing that ‘our brightest minds make the most dangerous bankers’ he has been both hailed and reviled. Drawing on some of his work as well as the work of major moral philosophers and psychologists, this talk will reflect on the relationship of money to trust, and trust to money, and whether or not a ‘market morality’ has come to dominate how we look at ethical questions.

Business Appraisals: Hot Topics and Case Studies

Presented by Neal Patel, Reliant Business Valuations
A business appraisal is often required when financing a change in ownership. This session will cover the SBA’s rules and requirements and review two case studies teaching attendees how to arrive at a rule of thumb value. Deal structure and partner buy-out issues will also be discussed in depth.

Closing Mistakes That Can Cost You Your Guarantee

Presented by Ethan Smith, Partner, Starfield & Smith P.C., Attorneys at Law
Join Ethan Smith of Starfield & Smith, as he discusses the most common closing and other errors which lead to SBA recommending a cancellation, denial, or repair of its guaranty. This discussion will cover eligibility, PLP delegated authority, conflicts of interest, disbursement of loan proceeds, equity injection and collateral issues. Mr. Smith will draw on real life case studies to illustrate how lenders have “gotten it wrong” and how you can learn from their mistakes and protect your SBA Guaranty.

Closing the SBA Loan

Presented by Tom Kabel, Butzel Long, a professional corporation
Learn the basics of closing your loan in accordance with SBA’s rules and regulations. Required forms, proper due diligence and the consequences of an incorrect closing will be discussed.

D & B Credit Scores

Presented by Adrianna Rockford & Steve Gregg – Dun and Bradstreet
This session will highlight industry leading analytical tools (such as insightful data, predictive models, and custom research sandboxes) and best practice strategies for credit risk, fraud, and compliancy risk management as well as other use cases such as customer retention and operational efficiency. Furthermore, this session will provide details on specific D&B risk ratings used by leading financial institutions and the risk rating tools and strategies currently in place by SBA’s Office of Credit Risk Management (OCRM) to allocate resources, monitor portfolio risk, and conduct risk based reviews.

Credit Unions and SBA Lending

The SBA loan programs offer an opportunity for credit unions to grow loan volume and increase profitability. Credit unions tend to make loans in the $350,000 or less range and the relatively new SBA requirements for processing and underwriting small loans is making lending easier in this category. Also the SBA guaranty alleviates the restriction of a member business loan cap allowing a credit union to be more proactive in its business lending objectives. An overview is provided to differentiate between credit union small business lending and other lending institutions; and, how to utilize the SBA guaranty to benefit small businesses in their community.

Engaging and Leveraging SBA Microloan Programs in Michigan

Presented by Dubelsa Mata – Cornerstone Alliance, Bonnie Nawara – Grand Rapids Opportunities for Women (GROW), Michelle Richards – Great Lakes Women’s Business Council
Although SBA microloans can be a good alternative for some borrowers, many financial institutions and lenders are unaware of this great program and how it can help their clients. This session, led by representatives from three Michigan microloan intermediaries, explores the scope and benefits of the SBA microloan program. Lenders will learn how to connect borrowers to this program, how to leverage it in creative, effective ways, and how to build successful partnerships with their local microloan intermediaries.

Explore the CAPLines Programs

Presented by National Association of Government Guaranteed Lenders (NAGGL)
7(a) lending offers more than just term loans. Provide up to $5,000,000 in revolving debt with these programs: Working Capital, Contracting, Seasonal and Builders lines are available.

Cyber Security – Expert Panel Discussion

Facilitated by Zara Smith, Michigan Small Business Development Center
Cyber security is a growing concern for lenders and businesses alike. Join experts from IT Resources, Trivalent, Plante Moran and the MEDC to find out how to protect against the threat and available resources.

Export Finance & Resources

Facilitated by Zara Smith & Ron Steven, Michigan Small Business Development Center
Explore conventional and non-conventional ways to access capital for seasoned and starting exporters. Learn about alternatives to your institution’s export lending options and how your clients can gain access to SBA, ExIm Bank and other resources. Join representatives from VAGTC, Level One Bank, Michigan SBDC, Exlm Bank and USEAC for a panel discussion.

Franchise Financing

Presented by Edith Wiseman, FranData
Franchise, dealer and jobber agreements need to meet SBA guidelines. Learn about navigating the Franchise Registry and the documents you’ll need to close your loan.

Future Banking Trends

Facilitated by Kathleen Craig, HT Mobile Apps
This thought provoking panel features the leaders of several Michigan banks providing their perspectives on the future trends in banking. The moderator, renowned millennial expert Kathleen Craig, will ask the leaders questions that include focus on how the shifting nature of bank customers will impact bank services and approaches of the future.

How to Start a SBA Department

Presented by Lisa Preston, Brad Berryman, Mark Schoettmer, Craig Street
For novice and trained SBA professionals, this interactive session led by industry experts will provide a better understanding of creating and developing a fully functional, efficient, effective, and profitable SBA Department. Commentary pertaining to mission, goals, and evaluating results will also be covered. Don’t miss out as your questions help shape the outcomes from this session.

Internal Controls – Why Are They Needed?

Presented by Lisa Preston, The Preston Group, LLC
In this session we will try and break down the mystery and confusion surrounding those two dreaded words, Internal Controls. Not only will the words be defined, but a layman’s understanding of the concept will be taught. Insight will be also be provided into identifying and creating additional internal controls throughout daily processes. Learn to think like an examiner.

Lender Oversight

Presented by Lou Pham, SBA’s 7a Lending Program
Are you audit ready? Know when to expect an SBA onsite review and what it entails. The Lender Portal, PARIS reviews and desk reviews will be discussed.

Leveraging SBA Loan Programs to Finance Building Energy Efficiency Projects

Presented by Rois Langner, National Renewable Energy Laboratory
The U.S. Small Business Administration (SBA), the U.S. Department of Energy (DOE), and the National Renewable Energy Laboratory (NREL) have worked together to help small businesses overcome barriers that inhibit them from adopting energy efficiency solutions in their buildings. To help address these barriers, NREL has developed easy-to-use resources that guide SBA lenders and small businesses in making better decisions about energy efficiency that can ultimately increase a small business’ bottom line. The goals of this work are three-fold: (1) to bring awareness to small businesses that SBA loan programs can be used to finance building energy-efficiency improvements, (2) to increase the number of SBA loans for energy efficiency projects, and (3) to help small businesses understand the benefits of energy efficiency, how it can improve and modernize their buildings, and how it can reduce utility and operating costs. This session will discuss these goals and resources, along with SBA loan programs that can be used to finance building energy efficiency improvements.


Presented by National Association of Government Guaranteed Lenders (NAGGL)
Learn how to protect your guaranty and navigate the liquidation process. Best practices on how to interact with Herndon will be covered.

Mayor’s Panel

Facilitated by Rob Fowler, Small Business Association of Michigan
This panel features innovative mayors from some of our key Michigan cities providing perspective on the key opportunities and challenges of their communities, and the perspective on the role that banking plays in addressing needs of the region. Participants include Grand Rapids Mayor Rosalynn Bliss, and Kalamazoo Mayor Bobby Hopewell.

Navigation Environmental – SOP 101 and Expert Panel Discussion

Presented by Steve Price – PM Environmental Inc, Joe Berlin-BLDI Inc, Jeanne Schlaufman – MI Dept of Environmental Quality
After a three year hiatus, a discussion on Environmental issues is back. In this session we will walk everyone through the SBA’s Environmental SOP and what is required to close your loan. Discussion topics will include SOP requirements, high and low risk properties, tools in the toolbox, how to best meet Mitigating Factors for contaminated properties, and Michigan specific incentives to help offset Environmental costs. Next, we will walk through a couple of case studies on contaminated properties to showcase successes and discuss pitfalls to avoid along the way. Finally, an Expert from the Michigan Department of Environmental Quality (MDEQ) will discuss how to successfully get a Documentation of Due Care Compliance (DDCC) and/or Response Activity Plan approved in Michigan as a way to meet the No Further Action (NFA) Mitigating Factor for a new purchaser. The session will then close with a Q&A session with the assembled panel of experts.

Refinancing Existing Debt: SBA 7(a) Requirements

Presented by Karen McHugh, Manager of Training and Partner Development at banc-serv
SBA guaranteed loan proceeds may be used to refinance existing debt. However, it is important to understand the SBA loan program requirements on this topic to protect the integrity of the guaranty. The SBA guaranteed loan utilized for refinancing conventional debt can be a slippery slope because it is important to show there is no lender preference, no possibility of passing on any loss (or anticipated loss) to the government and only taking out debt that is not on reasonable terms. Lenders will learn how to justify (and document properly) their decisions in refinancing debt with a SBA 7(a) guaranteed loan.

Restaurant Financing-Tools to Assist in Determining if a Restaurant is a Good Lending Customer

Presented by John Schmitt, Southwest Michigan SBDC Office
This workshop will cover some of less obvious factors that can play a major part in determining a restaurant/brewery chances for success. The program will give attendees an inside view of an industry which is both dynamic and also often times risky for a lender to loan to yet makes up a large part of any lending institution’s portfolio. The presenter often times refers to Restaurant/Breweries as advanced manufacturing and having an understanding of this perspective can assist an institution in determining whether a client could be a good customer.

SBA Form 1502 Reporting

Presented by Victor Cruz, Colson Services Corp.
This monthly report is required of all SBA lenders. Colson Services has been the long time stewards of this process for SBA and will cover proper completion and submission of this report.

SBA Loan Authorization – Why is it Important?

Presented by Lisa Preston, The Preston Group, LLC
We all know we must have a SBA Loan Authorization, but why? The contract between the SBA and the lender will be discussed including the key areas creating the agreement. Loan structure and the resulting SBA requirements forthcoming from the lender’s internal loan approval will be taken into account. In addition, practical tips will be provided to combat typical pitfalls.

SBA Partners Panel Discussion

Facilitated by Chris Holman, CEO, Michigan Business Network.
This session brings together key strategic partners from across the state to talk about how to maximize small business resources. The panel discussion will: educate the audience on the partner organizations; identify new areas of partnership opportunities; and share best practices from across the state.


Presented by Genevieve Sansom, Bank of New York Mellon
SBA One makes originating new loans simple and direct. This new online platform walks lenders through eligibility, structuring, and uploading forms. This session by the developers at BNY Mellon will show how to sign up and will demo how to input loans. SBA One will be mandatory as of October 1.

Secondary Market

Presented by Victor Cruz, Colson Services Corp.
Increase profitability and liquidity for your bank! Learn the basics of selling SBA guaranteed loans on the secondary market. Session will cover pricing, mechanics, documentation, etc.

Serving Hispanic Communities

This session will present best practices when serving the Hispanic Business Community. You will learn about initiatives that are happening throughout the state and how this impacts this community. You will also learn how to work with the Hispanic Business Community regardless of language or cultural barriers. Great opportunity to learn how to partner with community resources to gain a stronger outreach with Hispanic Business Owners.

State Capital Access Programs

Presented by Chris Cook, Capital Markets Development Associate, MEDC
This session will cover the State of Michigan’s loan programs such as the MEDC’s Loan Participation, Collateral Support and Capital Access Programs.

The Technology “Tells” of a Superb Small Business

Presented by John Hey, Trivalent Group
Description: What the best prospects have(or should) to ensure that technology provides them a strategic advantage – and are worth investing in!

The USDA – Rural Development Financing Programs

Presented by Traci Smith, USDA Rural Development
This will be an overview of the USDA Rural Development Business & Industry Guaranteed Loan and the Rural Energy for America Guaranteed Loan programs. Find out how you can add another tool to your toolbox when trying to help your customers with their credit needs.