This Fall, I will once again be teaching the 15-week entrepreneurship class for the Women’s Enterprise Development Center (WEDC) in Westchester County, New York. As an instructor, I attend many training meetings to get ready for the upcoming semester, and a recent one focused on financing. Lending officers from TD Bank revealed their strategies for securing a business loan. I thought I’d share what I learned, since the tips are helpful for anyone contemplating a loan—whether now or in the future. Keep in mind, however, that it is still very difficult for start-ups to get loans. Financial Institutions, Merchant Services and Bankcard Services want to know that you’re established, with proven ability to earn revenue and pay back debts. But if you’ve been in business at least 2 years, and can document your growth potential, you will have a better chance at getting financing.

Here’s what banks will expect from you.

A Business Plan. Banks need to understand your business, industry, profitability and growth potential. Provide them with a detailed business plan that gives them a clear sense of what you do, who your customers are and how much money the company earns. It should include: A Mission Statement describing your products or services; business structure (sole proprietor, partnership, LLC, or corporation); management plan (who runs the company); short- and long-term goals; marketing plan; operational plan; pricing, costs, and financial projections. You can find business plan templates at the SBA.

Financials & Tax Returns. Provide 2 years of current tax returns, and a financial statement showing cash flow projections for at least 2 years. Include all revenues (gross and net sales and gross profit) and expenses (advertising, rent, equipment/supplies, utilities, etc.). Don’t forget to factor in your loan payments. TD Bank has a great calculator you can use for figuring out payments:
And for more general guidelines on figuring out financials, go to the latter part of this SBA template.

A two-year track record. Businesses should be at least 2 years old and profitable.

A vested interest. Banks won’t lend more than 80% of what you need. They want to know that you can provide 20% of the equity, so that you are financially committed to growing the business. Banks also want collateral—something of greater or equal value to the loan that can be taken in the event you are unable to make payments (like a car, business equipment, or commercial or residential real estate etc.). If you have no collateral other than your house, think carefully about that loan, and consider other ways of funding your business.

Good personal credit. Banks want to know that you have already demonstrated the ability to handle debt responsibly and pay it off on a timely basis. Check your credit rating; free reports are available at www.americandebtadvisor.com Even if you are not pursuing a loan right now, it pays to clean up your credit history if it’s less than stellar. That way you will be considered a good risk when you are ready to approach banks.

For more loan packaging tips, check out this SBA article.