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[Podcast] The Value of a Strong Banking Relationship [THA 175]

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The Panel:


  • Denise Guyton-Boyer, SVP Commercial Lending, FCB a Division of ACNB Bank. Denise's banking career has included branch management, consumer and residential lending and commercial lending. She attended Community College, University of Maryland School of Banking, Xerox University of Commercial Lending.
  • Mark Roberts is the owner of Roberts Properties, Inc, Managing Partner of Total True Automotive dba Schertz Auto Service, Craftsman Building and Renovation LLC. He is also partnered with a Local Custom Homebuilder. Mark is also the former owner of Auto Collision Works. He grew up in Schertz and has been a resident since 1969.
  • Mark also serves on the Board at Shertz Community Bank, is a Board of Director of Guadalupe Valley Electric Cooperative, Guadalupe Valley Home Services Corporation, and the Guadalupe Valley Economic Development Corporation. Listen to Mark’s previous episodes HERE.
  • Dwayne Myers, Dynamic Automotive 4 Stores Frederick, MDShop Owner. Dwayne invests time in the industry with the Auto Care Association and serves on the education committee with CCPN (Car Care Professional Network). Dwayne was recently honored as one of only 17 outstanding individuals that qualified for the prestigious 2017 World Class Technician Award presented by The Auto Care Association and ASE. He is very passionate about hiring and sustaining a strong and engaged team. Listen to Dwayne’s previous episodes HERE.


Key Talking Points

  • Dwayne’s banker, Denise Guyton-Boyer is his friend first and banker secondTrust is what the relationship is about
  • It is good to have a strong relationship to help get through tough times
  • The banks in your time should be calling on you even if you don’t do business with them
  • Both Mark and Dwayne believe in the value of community banks vs. the big corporate (national) banksMore personalized and involved with your business
  • As Covid-19 proved the relationship with your banker helped navigate the PPP loans with SBA.
  • You do not want a transactional relationship. No matter the situation you want personal service
  • Keep in touch with your banker. Talk to them about your business and our industry
  • Your personal financial statement is very important to gain commercial loans. This helps the bank realize their risk with a personal guarantee.
  • If you are looking for bank support you will need to provideBackground on your business
  • Three years of tax returns
  • Three years of personal tax returns
  • A debt schedule and payments
  • Financial statements
  • Purpose of the loan
  • Collateral for the loan
  • Cash flow statement
  • Mission statement
  • Cash is king.
  • Your banker can help mentor you to financial success to get you to the point where you can borrow money and we a risk they are willing to takeThe banker should work with you hand in hand to process and secure loans. 
  • Will help you consider SBA loans if you do not have enough cash or collateral
  • Credit Unions are an option
  • Mark has learned a lot since being on a banks board of directors and on the loan committee.He has seen all kinds of personal financial statements that tell all
  • Dwayne says to always be truthful with your banker. A good month or bad share it all.Their bank did a video of Dynamic automotive. Watch it here: https://bit.ly/3dH9vim
  • Denise gave Dynamic a second chance at lifeShe saw something in the business to help them
  • In five years they have grown to four stores
  • A business plan is important for a banker to know where the business is goingCash flow projections
  • Work with your accountant. Your Accountant is part of your advisor family
  • Have a solid relationship with your branch manager and their team
  • Banks can offer:Credit cards
  • Construction loans 
  • Mortgages
  • Rehab loans
  • Many businesses do not want to pay taxes and their Financial statement reflects that. If you want to borrow money your statement should reflect the correct net profit 
  • Having a credit line can be an important facility to have to support your businessUse for cash flow
  • Short term purchases if cash wasn’t available
  • It is a short term loan and must be paid back
  • Can be used during a crisis as we had with the pandemic


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  • Have you checked out Joe's Latest Blog?

      It always amazes me when I hear about a technician who quits one repair shop to go work at another shop for less money. I know you have heard of this too, and you’ve probably asked yourself, “Can this be true? And Why?” The answer rests within the culture of the company. More specifically, the boss, manager, or a toxic work environment literally pushed the technician out the door.
      While money and benefits tend to attract people to a company, it won’t keep them there. When a technician begins to look over the fence for greener grass, that is usually a sign that something is wrong within the workplace. It also means that his or her heart is probably already gone. If the issue is not resolved, no amount of money will keep that technician for the long term. The heart is always the first to leave. The last thing that leaves is the technician’s toolbox.
      Shop owners: Focus more on employee retention than acquisition. This is not to say that you should not be constantly recruiting. You should. What it does means is that once you hire someone, your job isn’t over, that’s when it begins. Get to know your technicians. Build strong relationships. Have frequent one-on-ones. Engage in meaningful conversation. Find what truly motivates your technicians. You may be surprised that while money is a motivator, it’s usually not the prime motivator.
      One last thing; the cost of technician turnover can be financially devastating. It also affects shop morale. Do all you can to create a workplace where technicians feel they are respected, recognized, and know that their work contributes to the overall success of the company. This will lead to improved morale and team spirit. Remember, when you see a technician’s toolbox rolling out of the bay on its way to another shop, the heart was most likely gone long before that.
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