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Your investment package should answer the following questions that lenders are most interested in: 1. How strong is the project, and is it really feasible? ■ Your business plan, story, and feasibility study must be persuasive and confirmed by a credible third-party source. 2. Is the project team really qualified? ■ The credentials of your team must be outstanding. If you are attempting to finance a start-up business and your management team lacks experience, make sure you surround yourself with seasoned professionals and reward them well. Your investment in their talents will serve you well on later deals and help you establish a favorable track record for your company. 3. What is the risk of the venture failing? ■ Lending is all about risk, so don’t ignore it. You must clearly state what the risks of the proposed project are and how you plan to minimize them. ■ Risk can be minimized by providing additional collateral, personal guarantees, or, more preferably, by showing the lender that it is a conservative loan with low loan-to-cost and loan-to-value ratios, a high debt service coverage ratio, and that the loan can easily be paid back out of future cash flows.