Walking the Extra Mile

Bank vice president helps aspiring entreprenuers start their dreams

By Alma Luna-Reyes

As a child, Curtis A. Valenzuela would help his father out in the family's muffler business in Whittier, California. Growing up in a family of small business owners, the young Valenzuela realized how important the business was to his family's survival.

Based on his childhood experience, Curtis knew early on what small business owners like his dad and other members of his family needed in order to survive and compete.

By the time he was an adult and ready to choose his career, Curtis already knew what he wanted out of life. He wanted to help other people like his dad, who worked hard and supported their families by running their own businesses.

Armed with a Bachelor's Degree in Business Administration and a Master's Degree in Public Administration from Long Beach State University where he graduated with honors, Valenzuela went to work for the city of Chula Vista as a Senior Economic Development Specialist.

Although the highlights of his four-year stint with the city government includes the “drafting of successful application for $2.7 million business development Economic Development Administration (EDA) grant, and $100,000 Defense Conversion Matching Grant from the California Trade and Commerce Agency,” he says the job enabled him to help city residents secure SBA loans for start-up businesses.

“It was like practically holding their hands as I walked them through the entire process,” Curtis relates. “Some came with just ideas in their heads, so I helped them with their proposals, helped them sort out their options, then I talked to lenders so they could get loans and acquire capital to form the business.”

Curtis became so adept at helping people start their businesses that lending companies and banks soon got wind of his skills. He joined CDC Small Business Finance in San Diego in 1996 as regional vice president, moving on to Bank of America as vice president two years later. Curtis' star shone at Bank of America, where he originated more than $24 million in first trust deeds and working capital loans in just 12 months, became the number one national sales officer for B of A's Community Development Bank, while creating personal software programs “utilizing both contact management and Microsoft Office programs.”

Working in the rather impersonal atmosphere of a large bank, he began to miss the “neighborhood aspect” of small banks that allowed him to personally mingle with clients and form close personal relationships with them.

“When Bank of America got bigger and bigger, I began to miss the “neighborhood aspect” of small banks. The type of service I provide is more suited to smaller banks where I can provide a personal touch to the service,” he explains.

In 1999, he joined Community Bank in Anaheim, where in 12 months, he closed more than $5 million with a prime plus lender. Today he is vice president of California Bank and Trust, where he continues to help people in the formation of small business, walk with them “all through the way until they are big enough to be considered as commercial establishments, although most of them choose to remain as small businessness,” Curtis says.

California Bank and Trust is part of one of America's most successful bank holding companies, Zion Bancorporation, which services individuals, businesses, government entities, and other financial institutions through its banking and non-banking affiliates and subsidiaries. The company, which has over $20 billion in assets, has banking organizations in Arizona, California, Colorado, Idaho, Nevada, Utah and Washington, and offices in many other states. Along with California Bank and Trust, its other banks include Zions First National Bank in Idaho and Utah, Vectra Bank Colorado, National Bank of Arizona, Nevada State Bank and The Commercial Bank of Washington.

Unlike many large bank holding companies operating in multiple states, each of Zion's affiliate banks operates with a high degree of autonomy, giving local managers and executives broad latitude in serving their respective markets.

“I like California Bank & Trust. It has the strength of a big organization. The unusual strategy makes us more efficient because we are backed up by centralized backroom operations, shared products, skills and successes among affiliates. Yet, it allows CB & T to retain their structure as a neighborhood bank. As a bank which specializes in Government lending, I have the liberty to just focus in one area,”Curtis says.

Averaging 50 loans a year, with loans ranging from $50,000 to $5 million, Curtis divides the loan process into three phases: the application phase which takes 20 to 30 days; the approval/agreement with client which normally takes two to three weeks, and the closing which takes 30 days.

Throughout all three phases, he keeps in constant touch with his clients “to let them know what's going on, because I don't want them hanging in limbo,” he says. Once, he went to the extent of getting a letter from a city mayor to let the lender know that the city was looking forward to the type of business that the client was trying to establish. By doing this, he helped the client get approval for the loan in a smoother manner.

“I know how hard it is to wait for approval of a loan, and I don't want my clients to wait in vain, so I do everything I can to help them,” he says.

According to him, one of many programs offered by the California Bank and Trust to assist business owners is access to loans backed by the U.S. Small Business Administration. “This government support of the banks’ lending program allows the business owners to access capital for a variety of reasons. Some potential uses for the loan proceeds might include purchasing commercial real estate, equipment, acquiring another business, or simply working capital to support continued growth,” he explains.

Although many people think that acquiring an SBA loan can be difficult, Curtis says if you can answer yes to the following ten questions there is a very good chance that your efforts will not be in vain.

• Are you a legal resident of the United States?
• Have you filed all required personal tax returns?
• Have you filed all required business tax returns?
• Do you maintain business financial statements that coincide with the tax returns that have been filed?
• Do the returns that have been filed accurately reflect the profitability of your business?
• Would you characterize your personal and business credit as being good?
• Do you have a definite idea regarding how a business loan will assist you in expanding your business?

If the business has been in operation for less than two years:

• Do you have a business plan describing why you will be successful?
• Do you have proof of any expenses incurred in starting your business?
• If no expenditures have yet occurred, do you have enough capital to provide at least one third of the funds required to start your business?

While the list of questions is not an exhaustive list of all the items that need to be covered, Curtis says it represents the areas, which are often problematic. Therefore if a small business owner or potential businessman can answer yes to these questions, it is highly likely that he will be able to get the capital he needs.

One of his most recent clients was a father and son who wanted to put up an ARCO AM/PM convenience store. The father had owned a construction business but when he decided to go into partnership with his son, they needed capital in order to start anew.

“They came in not knowing if they could qualify because they thought they needed to be an existing business. That's not always true.” The ARCO AM/PM is now under construction, Curtis says proudly.

Another business that’s soon to start because a client was able to get a loan, is a “kid's fun place.”

Among his Filipino clients are a laser hair removal clinic in Brea, a hair and beauty salon and a bridal shop.

Curtis' clientele runs the gamut from an insurance company which bought a building, to a bowling alley, marketing and manufacturing companies, an importer of ceramic mugs, machine shops, aerospace company, an internet bookstore and internet greeting card company, a family owned nursery, law offices, chiropractors, doctors and dentists.

“I help them in various ways, from buying buildings to buying out partners,” he quips.

And because he can relate to their needs because of his own personal experience and background, he walks the extra mile for his clients.

“I make it a point to be with them all throughout the process...from the time they bring in the idea, and lay out their plans...I sit down with them while they fill out the forms, and explain what each phase means until they get the approval and they can start or expand their business.”

Walking the extra mile also means going out of his way to help clients get services that are not really part of his job. “I also help my clients in their need for infrastructure, home loans, auto loans, even Visa cards. I personally endorse them to the branch managers or people from other departments to be sure that other people in the bank value their relationship as much as I do,” he reveals.

Curtis says that due to nature of his job he sees himself more as a “borrowers” advocate, than a bank representative. In addition to representing the small business owners to the Bank's underwriters he hopes to develop a close relationship with each of them.

He doesn't mind the extra hours and additional load, as long as he sees his client walking away happy. More satisfying, he says, is the knowledge that when they succeed (and most of them have), “I was part of that success because I was able to help them.”

A 34-year-old father of three, Curtis is currently pursuing another degree in Entrepreneurial Law at Western State Law School where he is a Dean's Scholar. When he's not working or studying, he is the typical husband and doting father.

He says, “I enjoy spending time with my family. I have a very supportive and loving wife, who makes all things possible. We have three kids, one boy (eight) and two girls (seven and 10 months). We enjoy going on vacation, shopping, just being together. As a dad, I am an expert in changing diapers, rocking kids to sleep, pulling night or morning duty and even being on call. I can handle that... effectively,” he says quite proudly.

Indeed, Curtis has come a long way from being the boy who worked with his father at the family muffler shop (which still exists, 38 years after his dad began working there) to being the bank executive who now helps people set up their own small business. Surely, his dad must be very proud of him.