Joint Presentation On Hud & Sba 2011

Session # T17: Navigating the Credit Jungle – Opportunities in HUD and SBA Financing May 3, 2011 9:15 – 10:45am Mary Louisa L’Hommedieu, Partner, Dodd, L’Hommedieu & McGrievy Mark P. McGrievy, Partner, Dodd, L’Hommedieu & McGrievy Tim Dixon, Head of SBA Financing, Citizens Bank Susana Araoz, Chief Underwriter, Housing & Health Care Finance

CONTACT INFORMATION Mary Louisa L’Hommedieu Partner Dodd, L’Hommedieu & McGrievy, LLC 25 South Franklin Street Chagrin Falls, Ohio 44022 216-653-0002 Cell: 330-327-3853 [email_address]

CONTACT INFORMATION Mark P. McGrievy Partner Dodd, L’Hommedieu & McGrievy, LLC 25 South Franklin Street Chagrin Falls, Ohio 44022 216-653-0002 Cell: 216-952-0556 [email_address]

CONTACT INFORMATION Susana Araoz Senior Housing & Healthcare Specialist Housing & Healthcare Finance 5404 Wisconsin Ave. 2 nd Floor Chevy Chase, MD 20815 301-634-6829 [email_address]

CONTACT INFORMATION Timothy D. Dixon Chief, SBA Division Citizens Bank 4834 Richmond Rd. Cleveland, Ohio 44128 Phone: 216-514-5431 Fax: 216-514-7015 [email_address]

OBJECTIVES Explain recent legal changes in HUD’s LEAN Program Evaluate the HUD LEAN Program using a specific case study Describe recent legal changes to SBA program through 2010 Jobs Bill Evaluate the use of SBA7a and Express Loans Describe the use and requirements for traditional lending Provide examples of financing available under each program

HUD Financing Susana Araoz, Housing & Healthcare Fianance

Opportunities in HUD financing Presented By: Susana Araoz

FHA (“HUD”) Insured Financing HUD insures mortgages underwritten and approved by delegated lenders for the following property types Nursing Homes (Skilled and Intermediate Care) Assisted Living Board and Care Alzheimer Facilities Hospitals Independent Living Housing (Single and Multifamily)

Financing Purpose Acquisition Refinance Refinance existing HUD debt to lower interest rate Refinance existing debt with an addition Substantial rehabilitation New construction

FHA Section 232/223(f) Lean Refinance and Acquisition Existing Facilities No minimum/maximum loan amount Generally 30-35 year term – Fully amortizing Low Fixed rate Flexible prepayment terms Loan Terms: 80% of HUD-appraised value (85% for Non-Profit) 100% of the cost to refinance including repairs 80% of acquisition cost Non-recourse Fully Assumable

FHA Section 232 Lean New Construction/Substantial Rehabilitation for Healthcare Facilities New Construction / Substantial Rehabilitation No minimum/maximum loan amount Generally 40-year term (plus construction or rehab term) Low Fixed rate Construction loan to Permanent all at once Loan Terms: Assisted Living- 75% of LTV, 1.45 DSCR Skilled Nursing- 80% LTV, 1.45 DSCR Non-recourse Fully Assumable

FHA Section 223(a)7 Refinance of existing HUD debt Refinance of existing HUD debt Take advantage of today’s lower interest rates Streamlined process No appraisal or environmental reports needed PCNA required every 10 years or if extending the term Loan Terms: Term extension- The lesser of initial term or 12 years Outstanding principle balance of existing loan plus repairs and transaction costs Non-recourse Fully assumable

FHA Program Requirements Single Asset Mortgage Replacement Reserve Liability Insurance Monthly Escrow of Insurance, Tax & MIP Annual Inspections Annual Financial Audit Distributions Limited to Surplus Cash Escrows Required

HUD Timeline Timeline / Requirements Third party reports Appraisal Market Study Engineering Environmental Document collection & site visit – completed while 3 rd party reports being completed Completion of underwriting and submission to HUD HUD Queue HUD Review HUD Closing

CASE STUDY Texas Nursing Home Property Overview Years built: 1968 and 1976 Total Beds: 199 Census: 83.8% Appraised Value: $7,800,000 Loan Request: $6 MM Existing Debt: $2.9 MM

Loan Analysis ($ in 000s) Effective Gross Income (including vacancy): $7,840 Annual Operating Expenses: $6,431 Net Operating Income: $1,409 Add Management Fee 5%: $392 Adjusted Net Operating Income: $1,017 Capitalization Rate: 13% (per appraisal) HUD VALUATION: $7,823 CASE STUDY TEXAS NURSING HOME

CASE STUDY Texas Nursing Home Loan Analysis Term: 35 years Rate: 4% Mortgage Insurance: 0.50% Maximum Loan Amounts Based on Value (80%): $6,258 Based on DSCR (1.45x): $13,817 Based on Transaction Costs: $3,100 (includes 100% of existing debt) Maximum Loan Amounts: $3,100

Recent Legal Changes in HUD LEAN DACA (Deposit Account Control Agreement for non-governmental receipts) DAISA (Deposit Account Instructions Service Agreement for governmental receipts) Accounts Receivable Financing – Inter-creditor Agreement Master Lease

Pro’s & Con’s of FHA Financing Long-term financing Low fixed interest rates Long amortization period; no balloon; Non-recourse Fully Assumable High Loan to Value Timing Flexibility/Creativity No cash out New insurance requirements Limits on Distributions Audit Requirements Inter-creditor agreement needed with A/R financing PRO’S CON’S

SBA Financing Tim Dixon, Citizens Bank

NAVIGATING THE “CREDIT JUNGLE” OPPORTUNITES for SBA FINANCING OHCA/OCAL/OCDD 2011 Annual Convention May 2011 Timothy D. Dixon Head of Small Business Administration (W) 216-514-5431 [email_address]

Discussion Topics for Today… SBA Financing Programs Standard7A Express 504 USDA Highlights

SBA Financing Can Be an Excellent Tool to Navigate Today’s “Credit Jungle” Mitigate credit risk for the lender and “get the deal done” Collateral shortfall Industry risk Start – Up situation (less than 2 years) Erratic historical earnings While offering enhanced financing to the borrower Less equity/lower down payments Longer loan amortization Longer note maturity/no balloons

SBA 7A Program Banks are generally the primary point of contact and partner with the SBA Preferred Lender Status provides a bank with delegated loan authority from the SBA Bank funds the loan and the SBA provides a guarantee

Maximum Loan Size Loan limit $5,000,000 Aggregate guaranteed amount may not exceed $3,750,000 (=75% of $5MM)

Maximum Guarantees Standard 7(a) $150,000 or less – 85% Over $150,000 – 75%

Loan Maturity/Amortization Based on useful life of assets Working capital: up to 10 years Machinery/Equipment or Leaseholds: generally 10 years, maximum of 25; not to exceed life of asset Land/building: up to 25 years, plus time to complete construction/renovation

Base Rate (Prime or LIBOR+300)Plus …. Maximum Interest Rates Allowed Loan Size Maturity < 7 years Maturity 7 years + $50,000 + 2.25 2.75 $25,000 - $50,000 3.25 3.75 Up to $25,000 4.25 4.75

SBA(One-Time)Guaranty Fee Guarantee fee paid by borrower – can be included in loan total Lender may also charge an additional reasonable packaging fee - but cannot charge points. Loan Amount Fee on Guaranteed Portion < $150,000 2.00% $150,000-$700,000 3.00% > $700,000 3.50% > $1,000,000 (for the portion > $1,000,000 only) 3.75% Term 12 months or less 0.25%

Prepayment Penalties Only applies to loans with 15 years or greater maturities Use declining balance method: 5% of prepaid amount in first year, 3% in second, 1% in third

Determining Eligibility – Do We Qualify? A for-profit operating (not passive) business, engaged in an eligible industry, located in the United States Small business under SBA size standards Able to demonstrate a need for SBA financing “ Credit Elsewhere” Test “ Personal Resources” Test

Ineligible Businesses Include… Non-profits (for profit subsidiaries may be eligible) Prior loss to the government Passive owners of property Principal(s) on probation or parole (all principals ever arrested, charged or convicted must be cleared through the District Office – Form 912)

Long Term Care Eligibility Several tests are applied to long term care facilities to ensure they are operating entities rather than passive real estate type entities (e.g. apartments). Specific State licensing Or Certain services included in base such as; 24 hour care 2 meals per day Laundry services

Eligible Passive Company An Eligible Passive Company (EPC) is generally formed to hold the fixed assets of an Operating Company (OC) – e.g. a real estate holding company EPCs are an exception to the regulations against Passive income

EPCs and OCs EPC lease must run only to OC OC must comply with occupancy rules Lease Term must be equal or greater than the term of the loan; Lease payments cannot exceed the EPC’s loan payment EPC and OC should be co-borrowers

“ Small” Business Size Standard Size standard for Long Term Care varies between $7MM – 13.5MM in annual revenue. A NEW alternative size standard for 7(a) loans is also available on a temporary basis. Tangible Net Worth less than $15 million, AND Net Income (two-year average) less than $5.0 million (excluding any carry-over losses) Affiliates in calculation – Affiliate is any related business entity of the borrower, or owned separately by any20%+ owner.

Credit Elsewhere Test The applicant must demonstrate a need for a guaranty on the loan Lender must determine Applicant is unable to obtain the loan on reasonable terms with SBA guaranty, AND Some or all of the loan is not available from Resources of the applicant business OR Personal resources of the business’ principals – Personal Resource Test

Factors that Demonstrate “Need” Need for longer amortization/maturity than lender policy permits Loan exceeds lender’s legal lending limit/policy Lender liquidity depends on secondary market Inadequate collateral under lender policy Violates lender policy regarding loans to new businesses or in applicant’s industry Other factors related to credit that require guarantee To refinance debt already on reasonable terms

Personal Eligibility Each owner (20% or more) must be: Of good character Legally in the United States Able to demonstrate need for credit To determine character Credit reports Form 912, Personal History Statement Form 4506-T, IRS Verification of Financial Information No prior loss to the government

Personal Resources Test Individual owners with personal liquid resources in excess of SBA specified levels must inject those “excess liquid resources” into the applicant business to reduce the loan request Requirement applies to all 20%+ owners (if both spouses have ownership, only one exemption) “ Liquid assets” – include principal + spouse + dependent children Spouse must sign personal financial statement

Personal Resources Exemption “ How much cash can I have before I have to chip in?”

Underwriting Considerations What are some basic underwriting considerations?

Credit Underwriting Lender must analyze each application in a commercially reasonable and prudent manner Cash flow is primary source of repayment (not liquidation of collateral) Application must be declined if cash flow is inadequate to provide reasonable assurance of timely repayment, regardless of collateral

Equity Requirements “ Skin in the game” Borrower equity is required Rule of thumb: 10%-20% of total project cost is recommended Lenders required to verify injections prior to disbursing loan proceeds

Collateral Requirements Loan must be fully secured at liquidation value to the extent that collateral is available, BUT The SBA will not decline a loan solely on the basis of insufficient collateral If business collateral at liquidation value is inadequate to secure loan, lender must take all available personal assets of principals Inventory and A/R are excluded from collateral valuation

Guarantees All owners of 20% or more are required to pledge a full, unlimited personal guaranty If a spouse owns 5% and the combined ownership of spouses totals 20%, both must fully guaranty Full or limited guaranties of other parties may be required if necessary for credit reasons

Collateral Supporting Personal Guarantee Personal residence may be taken as secondary collateral when: Required by bank OR Other collateral is weak and equity in residence exceeds 25% of market value In some States, liens on secondary collateral may be limited to 150% of the equity in the collateral, rather than loan amount, where there are tax implications

Collateral Supporting Personal Guarantee Assignment of Life Insurance Policy Required if lender determines viability of business is tied to an individual AND Required to cover collateral shortfalls

Use of Proceeds What can be financed under SBA 7a? Eligible Uses Real Estate considerations Refinancing Change of ownership

Eligible Uses of Proceeds New starts Business acquisitions Expansions Working capital Land, buildings, equipment Debt refinancing

Ineligible Uses of Proceeds Pay delinquent taxes or other funds held in trust (payment of delinquent income taxes may be permitted if the applicant has an approved payment arrangement with the IRS) Pay or refinance debt used for distributions to associates of the applicant

Real Estate Occupancy Requirements Purchase of existing building: applicant must occupy 51% of rentable property New construction: 60% must be occupied by applicant immediately. 80% must be occupied within 10 years 20% may be leased out “permanently” Loan to EPC: EPC must lease 100% to OC, and OC must comply with occupancy rules

Refinancing Existing Debt Two Tests: Credit must not be available elsewhere on reasonable terms Refinancing must provide small business a substantial benefit

Restructuring of revolving lines of credit – other lender not willing to renew line or better interest rate and/or term Business credit cards (business use must be certified) Long term debt structured with a demand note or balloon payment Debt that no longer meets borrower’s need Debt Considered Unreasonable

New debt improves cash flow by 10% For multiple notes, each DOES NOT have to be improved by 10%, but none may have a higher debt service after the refinancing Old debt’s interest exceeds SBA maximums Old debt is over collateralized Provide a Substantial Benefit

Refinancing Same Lender Debt Must provide transcript for the last 36 months: Explanation for any past due (over 30 days) Standard processing only – cannot use PLP authority

Refinancing Previous SBA Debt Refinance SBA debt from another institution Contact existing lender to verify that they are unwilling to modify the terms/conditions of the existing loan to meet your structure Document this conversation in the loan file (date, time, person with whom you spoke, summary of conversation, etc.) Refinance same-institution SBA debt Only allowed if a secondary market investor will not agree to modified terms Standard processing only

Change of Ownership Applicant must purchase 100% of business, OR existing owner(s) must purchase the stock of a selling owner resulting in 100% ownership by purchaser(s) Promote development of or preserve the business - must be in the best interest of the business (not buyer or seller)

SBA Express Program Currently limited to $1,000M 50% SBA guarantee Can include revolving credit facilities More flexible underwriting than 7a – based on PLP bank credit standards

SBA 504 Program Banks typically are the primary point of contact as they will provide the 50% of the total financing package as well as interim financing for the SBA Debenture Work in partnership with a Community Development Corporation (CDC) Certified Development Companies (CDCs) are non-profit corporations certified and regulated by the SBA to package, process, close, and service 504 loans.

Purpose of 504 loan Economic development program that provides the private business sector access to capital for real estate and equipment purchases with reasonable terms. To fulfill economic stimulus objectives; job growth/retention, increase productivity, and community development.

Bank Benefits Less risk with lower loan to value Ability to offer borrowers better terms than conventional financing Low down payment Longer maturity Low fixed interest rates No special certification necessary from SBA Qualify more businesses for financing CDC facilitates SBA loan CRA Credits

Borrower Benefits Access to capital in tougher banking environment Minimal capital requirement Low fixed rate Long term note and amortization Assumable

SBA 504 Loan limits $5.0 million SBA loan amount if project meets one of the following: Job creation or retention requirement Community Development Goal Public Policy Goal Limit includes total SBA exposure

504 Structure Overview Security Standard Financing New Business OR Both New AND Structure Limited/Special Limited/Special Purpose Property Purpose Property Bank 1st Mortgage 50% 50% 50% CDC/SBA 504 2nd Mortgage 40% 35% 30% Borrower 10% 15% 20%

Standard Financing Structure The 504 applicant will qualify for a 10% down payment if: Operating company has been in business for more than 2 years (no change in ownership) Multi-purpose property

New Business or Special Purpose The 504 applicant will qualify for a 15% down payment if: The operating company is new or has been in business for less than two years or there has been a significant change in ownership. OR The property is considered a special purpose property, which includes; Hospitals, surgery centers, urgent care centers and other health or medical facilities; Nursing homes, including assisted living facilities

New Business and Special Purpose – cont’d The 504 applicant will qualify for a 20% down payment if: The operating company is new or has been in business for less than two years or there has been a significant change in ownership. AND The property is considered a special purpose property.

The Bank Loan - Terms 1 st mortgage and/or 1 st security interest on assets financed 10-year term on real estate – amortization negotiated with bank 7-year term on machinery and equipment – amortization negotiated with bank Interest rate is up to the bank – may be fixed or floating Loan fees negotiated between lender and borrower

The SBA Debenture - Terms 2 nd mortgage and/or 2 nd security interest on assets financed 20-year term and 20-year amortization on real estate 10-year term and 10-year amortization on machinery and equipment Fixed Rate over the life of the loan

Borrowers Equity Injection Sources Include; Personal Cash Business Cash Borrowed Funds Line of Credit Seller Note (subordinated and matching term) Cash flow must support such debt Equity in subject property

SBA 504 Typical Loan Fees CDC Origination Fees: CDC Processing Fee 1.5% Funding Fee 0.25% Investment Banks 0.40% Total Fees 2.15% + Closing Attorney $2,500 + Out-of-pocket expenses All fees are added to the 504 and are financed. Bank Origination Fees: One-time .50% fee payable to SBA Other fees negotiable

SBA 504 Debenture Interest Rate Interest Rate: Based on 10/20-year Treasury + Spread = Debenture Rate + SBA Ongoing Fee (0.749%) + CDC Servicing Fee (0.625%) + Colson Servicing Fee (0.10%) = Effective Rate (plus.294% for refinance) Effective Rates as of March – 10 year 4.89% 20 year 5.90%

Determining Eligibility Does my business qualify for a 504 loan?

Operating Business The operating company must be organized for profit. Several tests applied to long term care facilities to ensure they are operating entities versus passive real estate type entities (e.g. apartments). Specific State licensing Or Certain services included in base such as; 24 hour care 2 meals per day Laundry services

Size Eligibility SBA 504: Average net income for past two years (after tax) less than $5 million Net worth less than $15 million. Includes any affiliate company the owners have. Limits increase by 25% in labor surplus area. SBA 7a: 7a size standards are based on operating company’s NAICS code and are specific for each.

Eligible Uses Purchase land and construction of new building Purchase existing building Leasehold improvements Renovating or expanding existing facility Purchase of machinery and equipment Soft costs and professional fees Refinancing of existing debt

Economic Impact Because 504 is designed to help small businesses expand and to promote economic development, the SBA and ODOD requires that projects financed by the program result in the creation or retention of jobs Jobs must be saved or created within two years of project completion Job Creation Requirement of 1 New Job for each $65,000 of SBA 504 funding

Ineligible Uses End loan fees Working capital Start up costs Franchise fees Intangible assets Mortgage broker fees

Ownership eligibility 20% or more owners of either real estate holding company or operating company will be guarantors. Each spouse owning 5% or more must be guarantors when the combined ownership interest of both spouses is 20%. If third party lender takes additional guarantors SBA will follow third party lender requirements. Personal liquidity test applies to all individuals who own 20% or more of real estate holding company or operating company. Not required to be a U.S. Citizen

Collateral Requirements Second mortgage on subject property. If third party lender takes additional collateral, SBA will follow third party lender requirements. If additional collateral is commercial property, environmental work is required. Appraisal is on a case-by-case basis. Corporate guarantee of operating company.

Occupancy Requirements Borrowers can lease space, however, there are occupancy requirements. Existing facility: Borrower is required to occupy at least 51% of total square footage New construction: Borrower is required to occupy at least 60% of total square footage with the intent of occupying 80% in the future

Standard Debt Refinancing Provisions Debt refinanced may not exceed 50% of expansion costs “ Expansion” is any project that includes acquisition, construction or improvement of land, building or equipment Real estate holding company and operating company must be the same for refinanced debt and expansion debt

Standard Debt Refinancing Provisions Eligible business are required to fit under the following guidelines: Existing debt is collateralized by fixed assets Existing debt was incurred for the benefit of the small business Provides a substantial benefit to the borrower when prepayment penalties, financing fees, and other financing costs are taken into account (at least a 10% savings).

Standard Debt Refinancing Provisions The borrower has been current on all payments of existing debt for one year prior to the date of SBA approval for refinancing. Refinanced debt may not be owed to an associated business, and SBIC, or a creditor in a position to sustain a loss Original use of debt was for acquiring eligible 504 assets

Standard Debt Refinancing Provisions When only a portion of loan was used for eligible purposes, that portion of loan is eligible for refinance May be at different locations Both existing 504 loans (SBA portion) and 7(a) loans may be eligible for refinancing under certain conditions

Special Debt Refinancing Program

Special Refinance Program On September 27, 2010, the SBA Jobs Act of 2010 was signed into law All loans must be approved by September 27, 2012. All loans must be funded by the sale of the debenture within six months of approval. Best practice is to start appraisal and environmental early in process.

Special Refinance Program There will be an increase of 0.294% to the existing ongoing guarantee fees, which is reflected in the effective fixed interest rate Ongoing guarantee fee will be reviewed again for the next fiscal year (begins October 1) Funding for the refinancing project comes from three sources: Third Party Lender – not less than 50% SBA 504 – not more than 40% Borrower – not less than 10%

Special Refinance Program Eligibility For debt refinancing only, not for expansion or purchase of real estate or other fixed asset 504 loan proceeds to be used to refinance qualified debt and other eligible costs permitted for 504 loans Substantially all (85% or more) of proceeds of loan being refinanced must have been used for 504 eligible purposes Must have been current for past 12 months with no payment being deferred or past due for more than 30 days

Special Debt Refinance Program Eligibility-cont. Debt must have been incurred at least two years ago. Land contracts are eligible. Small business concern must have been in business for two years. Debt may be refinanced even if it does not meet job creation or other economic development objectives. In such a case, 504 loan size may not exceed the product of multiplying number of FTEs (40-hour work week) of borrower by $65,000

Special Debt Refinance Program Eligibility-cont. If the amount of refinance is not sufficient to repay the entire outstanding debt, third party lender must disclose how the balance of the debt will be handled. For example: Accept payment from borrower for all or part of deficiency. Accept a new note for the balance which will be subordinate to the liens of the third party lender and SBA. Notes should contain a three-year stand-by agreement. Forgive all or part of the deficiency.

Special Debt Refinance Program Eligibility-cont. Third party loan and 504 loan combined may not be more than 90% of the FMV of fixed asset securing the loan. Combined loan may not exceed the outstanding principal balance of the debt being refinanced. Borrower’s 10% contribution may be cash, equity in the eligible fixed asset, or equity in any other fixed assets. An appraisal of FMV of all assets used as collateral is required, and must be dated within 6 months of application. Borrower, Lender, and CDC must certify the debt is eligible for refinancing.

Special Debt Refinancing Program - Debt Structure and Lien Position Structure remains 50% bank financing, and at least a 10% borrower contribution. The transcript of account for entire period of loan must be provided when refinancing same bank debt. Third party loan cannot be sold on the secondary market as part of a pool of guaranteed loans. Third party lender and SBA must be in first/second lien. Any other lien must be junior in priority to these. SBA and third party lender may be in junior liens if other fixed assets are offered as collateral.

Special Debt Refinancing Program - Restrictions No refinancing of loans with an existing federal guaranty (i.e. 7(a) loans or USDA loans). No refinancing of loans which are already part of an existing 504 project. No refinancing of debt if it is to an Associate of the borrower or a SBIC or New Market Ventures Capital Companies. No refinancing where the creditor on the debt to be refinanced is in a position to sustain a loss causing a shift to SBA or all or a portion of a potential loss from an existing debt.

USDA Program Features Rural Development Business & Industry Guaranteed Loan Program Bank provides financing and USDA provides a guarantee

Eligibility Business must be located in a rural area Population of 50,000 or less Web site to determine eligibility: http://eligibility.sc.egov.usda.go v

ELIGIBLE BORROWERS Cooperative, Corporation, Partnership, Individual, Tribal Group or Public Body 51% owned by persons who are either U.S. Citizens or have been legally admitted for permanent residence

INELIGIBLE BORROWERS Churches, Charitable or Fraternal Organizations Lending, Investing or Insurance Companies

ELIGIBLE LOAN PURPOSES Existing or Start-up Businesses Real Estate and Buildings Machinery & Equipment Term Working Capital Refinancing (max. 49% existing exposure) Nearly any business venture with a few exceptions

INELIGIBLE LOAN PURPOSES Agricultural Production Golf Courses Gambling Racetracks Housing Equity Distributions to Existing Owners (if maintaining any ownership) Line of Credit Loans Loans with Balloon Payments

RATES & TERMS Real Estate 30 years Building or Construction 30 years Machinery & Equipment 15 years Working Capital 7 years Debt Refinancing 30 years Interest Rate is Negotiated between Business & Lender – ( can be Fixed or Variable, adjusting not more than quarterly )

PERCENTAGE OF GUARANTEE & FEES To $5 Million…..……………………up to 80% $5 - $10 Million….………………….up to 70% Over $10 Million……………………up to 60% Fee is 2% of Guarantee Amount ($500,000 x 80% x 2% = $8,000) plus annual recurring fee – currently 1/4 %

CREDIT REQUIREMENTS COLLATERAL 1 to 1 coverage on a discounted basis Any reasonable, sound loan-to-value discount policy (consistent with non-guarantee loans) Generally : Real Estate/Buildings 75% of mkt value M&E 60% of mkt value AR & Inventory 60% of book value Required : Limited, Personal Guarantees of anyone with 20% or more ownership in the business

CREDIT REQUIREMENTS - EQUITY Existing Business 10% New Business/New Ownership 20% Tangible Balance Sheet Equity, as a % of Total Assets, on a Book Basis, according to GAAP Must remove intangibles, subordinated debt and appraisal surplus from both assets and equity

CREDIT REQUIREMENTS (OTHER) Adequate Cash Flow & Debt Service Ability Management Ability Acceptable Personal & Business Credit History

LOAN PROCESS Pre-application Lender’s Credit Analysis Make sure it includes source & use of funds and a post closing pro-forma balance sheet Financial Statements (5 to 10 Business Days) Can call anytime to get our feel of the proposal before submitting any information.

APPLICATION Field Visit Application for Guarantee Business Plan or Feasibility Study Credit Reports Proposed Business Loan Agreement Environmental Assessment/SHPO Appraisal (5 – 15 Business Days)

LOAN PROCESS Agency Credit Committee Approval Conditional Commitment is Issued 6 Day Delay After Loan is Closed, submit Closing Docs., Appraisal, Balance Sheet & Check for Fee Loan Note Guarantee is Issued After the Project is Complete

Navigating The “Credit Jungle” Summary While each program has different features, they all provide a form of credit enhancement that can make the difference in getting a deal done Each program provides additional benefits to the borrower, which offsets the incremental up-front expense. The key is to partner with a bank that is familiar with these programs and can help you navigate today’s “credit jungle”

Housing & Healthcare Finance Senior Housing & Healthcare Specialist Housing & Healthcare Finance, LLC www.hhcfinance.com Susana Araoz Elan Magence 5404 Wisconsin Ave. 8320 Skokie Blvd 2 nd Floor Skokie, IL 60077 Chevy Chase, MD 20815 847-933-9464 301-634-6829 847-679-0088 (fax) 301-841-2304 (fax) [email_address] [email_address]

Joint Presentation On Hud & Sba 2011

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