“Traditional” Bank Financing Sobel & Co. LLC - NFP Webinar

1. “Traditional” Bank FinancingSobel & Co. LLC - NFP Webinar September 14, 2011Brad Thomson

2. The Imperfect Storm • Non-profits – Who we serve • Non-profits – What we offer • What a Bank Looks For – It Isn’t Rocket Science • Reverend Grigg’s Story • What we’ll need from you • Lines of Credit • HERA Line of Credit • Term Loan/Lease • Mortgage • Solar Financing • EDA • Free Money Points to Cover

3. Imperfect Storm • Recession of Confidence – • Feeling Glum? • Unsure of the Future? • Putting Plans on Hold? • Hoarding Cash and Buying Gold? • Welcome to 2011 • 2010/2011 has been an economic mess • Non-profits may find themselves pinched, especially in a down economy: trying to meet payments, providing increased service and sustaining or upgrading technology and facilities • You may feel that banks have decreased lending and you can’t get the credit you need. • Corporate earnings are down so corporate donations slow down. • Government funding for programs is not as readily available. • Individuals concerned about their financial well-being/future - Donations decrease

4. Non-profits – This is who we serve • Churches/Religious Organizations • Educational Institutions • Community Development Organizations • Foundations and Endowments • Social Service and Cultural Arts Organizations • Advocacy Groups • Major Membership Organizations and Museums

5. Non-profits – This is what we offer • Construction Loans • Permanent Mortgages • Lines of Credit • Capital/Equipment Financing Loans/Leases • Tax Exempt Loans • Tax Exempt Bonds (NJEDA)

6. What a Bank Looks For Credit is Not Rocket Science – Still love the 5 C’s Capacity/Cash Flow – Can you repay the loan? Proving a reliable and sufficient cash flow is one of the biggest obstacles for a non-profit seeking a loan. Collateral – How can the bank repaid if cash flow is insufficient? Very important as there are no personal guarantees with non-profits. Capital – Non-profits are not like a manufacturing business or most business. Not a lot of excess capital. Character – How long have you been in operation? Payment history? Background and experience of employees? Liens, suits, judgments? Conditions – Focus on the intended purpose of the loan. What will it be used for – bridge financing, equipment, mortgage? Local/national economic conditions 6th C – Connections – Who you know can help Disclaimer - Every Deal is Different Only General Guidelines/Indicative Pricing in this presentation

7. Reverend Grigg’s Story • Reverend Grigg’s is a long-time minister. • Congregation has 500 members and rising • Has a small church, but has found the perfect building for his growing flock – Needs a $5,000,000 mortgage. • Knows that banks pay very close attention when dealing with churches and non-profits because if there is a default – may be many issues in foreclosing on/selling the property. Reverend Griggs knew what the bank would want to see and had it ready – • Three years of tax returns (CPA prepared reviewed/audited statements are appreciated). • History of Church – When founded – Older churches have survived many ups and downs. • History of Building Programs – Loans not repaid from the past. • Families – Ties run deep, indication of commitment. • Membership Trends – Churches go through stages of start-up, growth, maturity and decline? • Demonstrated the request made sense as membership is growing and new programs are anticipated. • Emphasized the quality/experience of the staff – Years of service, his background, # of associates, and success in prior building programs.

8. What We’ll Need From You • Purpose of the loan –What needs are you seeking to be financed? • Three years of financial statements (requests < $50,000 may not require statements) • History of the organization • Details on current leadership/bios • History of grants/aid and those expected • Fund raising programs • Account Receivable and Accounts Payable aging. • Business plan (if available) • For Machinery/Equipment/Technology – Copy of invoice (hard costs and soft costs). • For Construction/Permanent Mortgage – Plans/Specs/Costs will need to be reviewed. Construction draws will be monitored. Will need appraisal, environmental study, possibly flood insurance and assignment of P&C insurance.

9. Lines of Credit Purpose Working Capital or Bridge Situations Minimum History Three years of Operation Maximum Term Generally one year Amount $50,000 - ? Prepayment None Rate Based on WSJ Prime Guarantors Generally, no guarantee required other than Government where appropriate. Collateral First security interest in business assets Advance Rates Up to 80% of Accounts Receivable Up to 50% of Finished Goods Grants, Payments, etc. – Case-By- Case Covenants Cash Flow Coverage – Preferred minimum of 1.20:1 Insurance Loss payee on Property & Casualty Insurance

10. HERA Line of Credit– Must be CRA Eligible Purpose Acquisition of Property and Soft Costs Minimum History Three years of Operation. Development experience. Completed five projects. Maximum Term 2 – 3 years with possible 1 year extension Amount $100,000 - $1,000,000 Prepayment Fees Breakage Cost Rate Based on WSJ Prime or Libor Guarantors Generally, no guarantee required other than Government where appropriate Collateral Full Floating Lien, 1st Mortgage Assignment of Public Funds supporting project LTV/Advance Rates Up to 100% of cost or appraisal of RE Up to 100% soft costs (not > 50% of total loan) Covenants Cash Flow Coverage – Preferred minimum of 1.20:1 Others as required Insurance Loss payee on P & C, Flood Insurance (if required)

11. Term Loans/Leases Purpose Financing of equipment, technology Minimum History Three years of Operation Maximum Term Seven years or life of the equipment (possible six-month drew period) Amount $50,000 - ? Prepayment Fees Yes – Swapped loans subject to “make-whole” provision Rate Floating, Fixed or Swapped Guarantors Generally, no guarantee required other than Government where appropriate. Collateral Full Floating Lien, PMSI, liquid collateral and/or real estate LTV/Advance Rates New Equipment – 80% of Invoice Used Equipment – 60% of Orderly Liquidation Value Covenants Cash Flow Coverage – Preferred minimum of 1.20:1 Others as required Insurance Loss payee on P & C, Flood Insurance (if required)

12. Mortgage Purpose Purchase, Construction or Refinance Minimum History Three years of Operation Maximum Term 10/25 Amount $125,000 - ? Prepayment Fees Yes – Swapped loans subject to “make-whole” provision Rate Generally swapped to a fixed rate Guarantors Generally, no guarantee required other than Government where appropriate. Collateral First mortgage, assignment of leases and rents (where appropriate) LTV/Advance Rates 80% with Amortization of 20 years or less 75% with Amortization of 25 years Covenants Cash Flow Coverage – Preferred minimum of 1.20:1 Maximum Leverage LTV Maintenance Insurance Loss payee on P & C, Flood Insurance (if required)

13. EDA • Wonderful benefit of operating in New Jersey • Provides Loans, Loan Guarantees and Tax-exempt bond financing starting at $500,000 for a 501(c)(3) • Financing for land and building acquisition, construction, equipment, fixtures, renovation, refinancing, etc. Look for an EDA Preferred Lender Tax-exempt Bonds for Building Acquisition/Refinance – Benefits – Possible longer amortization – up to a 10/25 (most are in the 5/20 or 7/20 range). Lower Interest Rates – In today’s market a 7/20 mortgage with a 2.50% spread - 4.50% Using the EDA Tax-exempt Bond Program - 3.88% Savings of $395,683 on a $5,000,000 mortgage

14. Solar Financing- We Love Solar Deals Downside – 30% Federal Tax Credit or Grant does apply for non-profits. Upside – Significant energy savings. Type - Term Loan or Lease ($1.00 buy-out at end of lease) Tenor - Maximum of seven years Rates - Floating during the construction period Then Fixed for life of the loan Advance Rates - Up to 100% if you qualify for Federal Grant Up to 75% if you do not qualify Collateral/Docs - • UCC filing on the solar system • Assignment of the grant proceeds (if applicable) • Assignment of the roof license • Assignment of the power purchase agreement • Assignment of the SRECs • Assignment of the debt service reserve (if applicable) • Possible 2nd mortgage on building and non-disturbance agreement from 1st mortgage holder.

15. $ Free Money $ Affinity Membership Program – Open an account at TD and the bank will make an annual contribution to your organization based on the average balance in members’ accounts – Checking, Savings, Money Market, CD and IRA. Totally confidential – members’ accounts not affected in any way. TD Charitable Foundation(www.tdbank.com) - $73,000,000 in grants/contributions. • Non-Profit Training Resource Fund - $200,000 for community-based organizations to have employees attend classes/courses to enhance job performance. • Housing for Everyone Grant Competition - $2,500,000 to be awarded to local non-profit organizations that make a meaningful difference in meeting affordable housing needs. New Jersey Neighborhood Revitalization Tax Credit (NRTC) Program - $1,000,000 donated in 2011 to non-profits involved in community development in economically struggling communities – • Women Rising – Jersey City - $350,000 • Housing and Neighborhood Development Services (HANDS) – Orange - $397,500

16. Questions or Additional Information Brad Thomson 201-236-2738 (office) 973-445-2913 (cell) Bradley.Thomson@TD.com