The United States Small Business Administration (SBA) is the government agency designed to assist entrepreneurs in America with the funding of their small businesses. The SBA includes an assortment of tools and programs for every phase of business from a start-up advice, legal advice for more complex business transaction, and of course the government guarantee loan program they are so well known for.

SBA Loan guarantee programs help small businesses obtain financing by lowering the risk to the lender. With these programs, the SBA sets the guidelines for the loans while the Lenders make the loans to the small businesses. SBA backs those loans with a guarantee that will eliminate some of the risk to the lenders.

Most people have heard of SBA loans, so this is no secret to reveal. However, many Finance Consultants who are pursuing commercial loans often overlook these transactions as potential targets for their marketing.

The Project Corporation is a commercial finance consulting firm with more than 20 years experience. We have worked with hundreds of other Consultants through the years, and one thing we see is that many Consultants chase deals that are associated with daydreamers, people that are financially broke, and businesses that are in desperate situations. It is very seldom these daydream, desperate type of deals will ever close. The Consultant will never earn a commission. On top of that, these bad deals absorb the valuable time of the Consultant. Time is a constraint for all of us. We all need to place a value on our time and understand that there are deals that we need to let go. Otherwise we will end up like the desperate people that are calling seeking daydream funding.

There are literally thousands of good deals that each Finance Consultant can pursue. By picking an industry that you have a background in, or an interest in (based on reasoning), you will have a market of thousands of prospects to contact. An example is hotels. There are thousands of potential hotel financing deals in the U.S. How many hotels are in your area, or your state? Most hotel chains require a location to meet certain criteria for their facilities. These hotels need to remodel, or update their facility over certain intervals. Others are building new locations, or simply need to refinance their current location. These are real deals, and not daydreamers looking for quick millions on a deal that will never get funded.

How many other industries are like hotels where there are thousands of deals? How many industries are you familiar with? If you break down those industries into different segments, how many prospects are there? How many would fit within an SBA loan program? When you focus on real deals and stay away from the daydreamers, you will have success.

Despite the industry you choose you need to develop a quick qualifying process. Remember your time has value, but time is a constraint, so you want to use your time wisely. A quick qualifying process does not mean that you will instantly be ready to announce funding terms. It means that you will have a comfort level with the prospect, that they have a real deal that you want to pursue, and the prospect is serious about obtaining funding. If they are not serious, or don’t supply the information you need for getting to your comfort level, then let them go. Remember there are thousands of good deals out there. Don’t get hung up with time wasting non-potential deals.