Tony Holtzman

Enigma
DISC Type : cid

VP, Senior Business Development Officer at Merchants Bank of Indiana

Greater Indianapolis, United States

Overview

Tony Holtzman is a VP and Senior Business Development Officer at Merchants Bank of Indiana, with extensive experience in commercial lending for small to medium-sized companies. A graduate of Butler University (M. B. A. ) and Indiana Universitys Kelley School of Business (B. S. ), he is a seasoned lender in the Indiana market.

His product expertise focuses on specialized financing, including SBA 7(a), SBA 504, and Rural Development loans.

Personality Overview

Friendly Yet Blunt

Persuasive & Assertive

Challenger

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Small Business Lending
His career is dedicated to providing commercial lending solutions to businesses with annual sales of less than $25 million across Indiana.
SBA Financing
Holds deep product expertise in government-guaranteed loan programs, specifically SBA 7(a) and SBA 504, to support small business owners.
Commercial Real Estate
Specializes in wholesale commercial real estate and conventional loans for a variety of industries, including limited service hotels and distribution companies.

Media Appearances

Tony has no verified media appearances

Work History

11-2019
VP, Senior Business Development Officer at Merchants Bank of Indiana
8-2007 - 11-2019
Executive Vice President at First Capital Bank a division of First Colorado National Bank
Vice President at American Enterprise Bank
Vice President at Union Federal Savings Bank

Education

1987 - 1990
M.B.A. from Butler University
1975 - 1979
B.S. from Indiana University - Kelley School of Business

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Indianapolis, United States Job Level : Leadership Designation : VP, Senior Business Development Officer at Merchants Bank of Indiana
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Tony

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Tony take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Tony

Personality Compatibility


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