URL: http://www.entrepreneur.com/magazine/entrepreneur/2009/june/201722.html

Regional and community banks are quickly becoming the primary source of loans for small-business owners. With that in mind, we asked Jonathan F. Dolphin, chief commercial lender for 21st Century Bank, for three things that impress him in a loan applicant--and three things that turn him off.
 
The dos:

1. Come to the meeting equipped with a well-prepared financing package. Napkin notes do not impress lenders.
2. Be able to explain the historical operating numbers and assumptions made in your projection. The more factually you can speak about your business, the more confidence the lender will have.
3. Pay down your credit balances prior to your meeting with the bank. If you cannot handle your own personal finances, he’ll question whether you can run a company.

The don’ts:

1. Don’t base profitability on increasing sales from the previous year in the current economic environment. Show profitability by predicting similar sales levels and reducing overhead if needed.
2. Don’t give the banker only half of the story. Be honest. If you’re upfront with your banker, your odds of receiving the money are better.
3. Don’t show up at his office with a brand new Hummer H2 and claim you need to borrow money. This just shows you don’t have a firm grip on reality.