Northeast

Paul Letourneau, manager of commercial lending for Alliant Credit Union, believes the more things change, the more fundamental business practices stay the same. In the lending world, this includes the ability to form and maintain relationships with key sponsors and brokers. As a credit union, how does Alliant compare to other capital sources? Letourneau: Alliant is looking to complement the prospect’s existing lending relationships. Alliant is a national lender and a great option to supplement the geographic and structure constraints of local capital providers. Strong broker engagement helps Alliant as the brokers bring both market and sponsor intelligence that might not be possible to come by otherwise. The broker’s knowledge is key to thriving in all lending environments and markets. There has been some recent volatility within the markets, so it is more important than ever to make informed decisions, which involves working with experienced and knowledgeable brokers as intermediaries for our clients. How can a disciplined lender remain flexible and accommodating for today’s borrowing needs?  Letourneau: Today’s borrowing needs are not much different than they were in the past. Borrowers who need flexibility look to capital providers that can accommodate them. Whether it is interest-only, short-term bridge, flexible pre-payment penalties, longer term fixed rates, floating rates or …

Paul Woodworth, head of agency lending for SunTrust, believes a lot of focus will remain on multifamily in 2019, but that doesn’t mean that multifamily deals will be a piece of cake. Instead, he predicts some ingenuity will be required on the part of the lender in order to keep momentum strong following an active 2018. What are the best ways lenders can work with developers to increase our nation’s affordable housing supply? Woodworth: Lenders should play a consultative and collaborative role. A financial institution has a unique opportunity to leverage its public-private relationships, bringing an array of resources to the table, including foundations, as well as public and private subsidy sources. It is also critical for a lender to bring multiple solutions to fill the capital stack. This could include construction or bridge financing, LIHTC equity and permanent lending solutions. Furthermore, banks have a desire and an obligation to serve their communities. Active — and creative — participation in delivering quality affordable housing plays a critical role in the sustainability of the communities we serve. Where is SunTrust’s sweet spot right now in terms of multifamily activity? Woodworth: SunTrust’s sweet spot is primarily focused in affordable housing, conventional multifamily — …