After 30 years in commercial banking, Lorence Crema enjoys being part of the journey with brokers to fi nd the right commercial solution for their customers. Having three decades of experience means he can provide direction and support to brokers.
“It’s the little things that matter,” says Crema. “It’s understanding what a broker’s client truly wants beyond a great rate and fair deal.”
When brokers have challenges or difficulties, Crema says he really listens and then works with the broker to overcome the issues quickly. He’s not one to shy away from a challenging situation.
“The concerns or challenges a broker has are legitimate,” he says, adding that it is important not to put up a wall of defence but to investigate the issue swiftly so it can be resolved.
Being open and honest helps the relationship with brokers, which Crema says is paramount. He also makes sure this is based on a mutual understanding. He takes the time to get to know a broker and leans on his years of experience to create genuine partnerships so brokers know they can trust him. He also listens to their plans for their business, such as whether they want to expand into commercial lending or focus on a certain segment.“
If I can help with their transaction that’s fantastic, but I want brokers to know that I’m always just a phone call away to help guide them through any questions they might have, no matter how big or small. Ultimately, I want to be the trusted partner they can rely on to help them achieve their business goals.”
Area of expertise: Commercial lending
