Commercial lenders recently joined Lerch Early for a lively and informative seminar on how to negotiate commercial loans. What are the most important elements of each provision, and where can you give a bit to the other side? What do you need to know to make a deal that leaves both bank and borrower happy?


What They Learned

How to negotiate the most favorable terms related to:

  • Monetary and non-monetary defaults
  • Application of insurance proceeds after a casualty
  • Confession of judgment
  • Guaranties, including recourse and non-recourse carveouts
  • Permitted transfers of ownership interests
  • The death, legal incapacitation and disability of individual borrowers/guarantors

You’ll leave knowing how to communicate expectations and concerns early in the loan process, setting the foundation for developing long-term relationships with your borrowers.

Who Attended

  • Loan officers
  • Loan administrators


Michael Smith helps large national financial institutions and local community banks to structure, negotiate, document, conduct due diligence for, and close commercial lending transactions. He has also represented borrowers in a variety of commercial loan transactions involving automobile dealerships, community associations, construction projects, and government contracting.

Larry Lerman is a savvy negotiator focused on helping his clients document and close asset-based loans, real estate and construction loans, floor plan financing, and commercial leases, as well as real estate acquisitions and sales, tax-deferred like-kind exchanges, and business transactions.

Alison Rind is a commercial lending and real estate attorney who represents commercial lenders in loan transactions and other commercial matters, including participants in SBA and other government-guaranteed lending programs. She chairs Lerch Early’s Commercial Lending practice.

Lance Kodish drafts and negotiates loan documents such as loan agreements, deeds of trust, promissory notes, and security agreements as part of commercial asset, land purchase, and loan refinance transactions.


7:30 – 8:00 am | Check-in & networking
8:00 – 10:00 am | Program


Parking in our building is extremely limited. Please plan on using one of the convenient public parking garages listed on the “Directions” tab at

There is no charge to attend and continental breakfast is complimentary.

Registration is required. Please RSVP by Thursday, October 11, 2018.


Lerch, Early & Brewer
7600 Wisconsin Ave., Ste 700
Bethesda, MD 20814

See below for parking


Name: Anne Core

Title: Director of Marketing

Email: [email protected]

Phone: 301-961-6096