Communication barriers must be overcome when calling on a prospect, explaining expectations at the time of loan origination, and counseling a borrower. The lender must consider the questions that concern borrowers, including: 1) will my loan request be approved, quickly, and for the full amount? 2) will the lender finance margin calls? 3) will additional credit be available? 4) will loan officers or policies change? and 5) will the lender fail or stop serving the agricultural market?
