Loan Officer Fact Sheet
For lendersThe product, who to refer, the script, the referral steps and approved answers to common questions.
- Format
- 6 pages, letter
- Use it
- At launch and as a desk reference
AuFort CapitalShield™ · Lender Referral Program
Partner Wiki
Everything your bank needs to launch the AuFort Lender Referral Program: how it works, how to refer, how to train your lenders, and the materials to share with borrowers.
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Program overview
How the referral program works
AuFort CapitalShield™ is an optional, borrower-funded insurance policy for commercial loans with a personal guarantee. Your bank identifies eligible loans and makes the introduction. AuFort handles pricing, underwriting and policy issuance, so there is no insurance program for you to stand up.
Step 1
Borrower elects & pays
The borrower opts in and pays the premium. Financing options are available. Loan terms don’t change.
Step 2
AuFort issues the policy
With its A.M. Best A− rated carrier partner, AuFort binds the policy and names your bank as loss payee.
Step 3
Bank recovers on default
After a qualifying default, the claim pays your bank, turning guarantor recovery into a structured insurance process.
At a glance
80%of the loan deficiency covered by the policy
20%deductible, paid by the guarantor to the bank
5 yrsof coverage with no re-underwriting
A−A.M. Best (Excellent) rated carrier
Claim example: see how a default plays out
Adjust the loan balance and what the bank recovers from collateral. Illustrative only; actual coverage follows the policy’s terms and limits.
Collateral recoveryGuarantor deductible (20%)Insurance paid to bank (80%)
Loan balance at default$2,000,000
Less collateral & business recovery−$500,000
Remaining deficiency$1,500,000
Guarantor pays 20% deductible to the bank−$300,000
Insurance payment to the bank$1,200,000
Who’s who
Your bank
Refers interested borrowers. Named loss payee on the policy.
AuFort Insurance Agency
Licensed agent of record. Prices, underwrites, binds and administers the policy.
Fortegra Specialty
A.M. Best A− carrier. Insurer of record; manages claims.
Borrower & guarantor
Named insureds. Pay the premium; the guarantor pays the 20% deductible on a claim.
Eligibility check
Does this loan qualify?
Answer five quick questions about a loan to see whether it can be referred.
Implementation
Crawl. Walk. Run.
The program grows with you. Start with a few test referrals, make referrals repeatable once you’ve seen the value, then tailor pricing to your portfolio.
Phase 1
Try it, risk free
See real pricing on real deals and gauge borrower interest before formalizing anything. Nothing to build and nothing to sign.
How it works
- Bank sends details on 3–5 eligible loans
- AuFort returns premium pricing
- Your lender gauges the borrower’s interest
- Interested borrowers are introduced to AuFort
Not yet
- No portal or system integration
- No compensation; this phase tests fit
- No formal contract; email is enough
Phase 2
Operationalize the pipeline
Turn referrals into a repeatable, trackable process, and get paid for every qualifying referral.
How it works
- Dedicated referral portal for intake
- AuFort tracks every referral through the pipeline
- Up to $100 per qualifying referral, subject to applicable state law
AuFort provides
- Portal build-out and loan officer training
- Referral contract defining a qualifying referral
- Due diligence materials for your counterparty review
Phase 3
Optimize the relationship
Custom-fit the program to your portfolio.
Option 1: Custom pricing
- Mutual NDA
- Bank shares its loan tape and loss history
- Pricing reflects your real risk profile: up to 30% lower premiums
Option 2: Bank-owned captive
- Bank-Owned Guarantee Insurance (BOGI)
- More revenue and direct control
- A larger implementation; AuFort shares details on request
| Topic | Crawl | Walk | Run |
|---|---|---|---|
| Referral process | Manual (email or shared spreadsheet) | Dedicated portal | Dedicated portal |
| Premium pricing | Standard, market-based | Standard, market-based | Custom-fit to your loss experience |
| Compensation | None, testing fit | Up to $100 per qualifying referral, subject to applicable state law | Per referral, or BOGI profit participation* |
| Agreement | None, informal | Referral contract | NDA for loan tape sharing |
| Due diligence | Fact sheet on AuFort & carrier | Counterparty due diligence materials | Full due diligence package |
* Banks with a wholly owned insurance agency may also participate in a commission-sharing compensation agreement with AuFort.
Getting started
Your first step: Crawl
All we need is one point of contact at your bank to send us a few loans.
- 1Name your point of contact
One person at the bank who submits referrals. Email or a shared spreadsheet works.
- 2Send details on 3–5 eligible loans
The six data points listed here, for each loan.
- 3AuFort returns premium pricing
Real pricing for each loan you sent.
- 4Your lender gauges interest
The relationship manager or loan officer asks the borrower, using the AuFort fact sheet.
- 5Interested? Make the introduction
Share the borrower’s contact details. AuFort handles the application, underwriting and policy binding.
What to send for each loan
Loan amountTotal, as underwritten
Interest rateRate as proposed
Loan termIn months or years
Loan structureCRE · C&I term loan · C&I line of credit
NAICS codeFor the operating company
Credit scoreHighest among guarantors with 20%+ ownership
Send to
Tate Parker, EVP, Head of Agency
tate.parker@aufortinsurance.com
615 390 0387
Digital referral form
One form. AuFort takes it from there.
Your lenders don’t sell insurance or explain policy details. They spot an eligible borrower, make a one-sentence introduction and submit the form.
Bookmark the referral form
aufortinsurance.com/referral ↗
1Open the form
Desktop or phone
2Enter borrower & loan info
Whatever details you have today
3Click submit
That’s it
What your lender says
“As you know, commercial loans require personal guarantees. But there is a way to protect those personal assets with insurance. If you’re interested in finding out more, I’m happy to connect you with our partner, AuFort.”
What happens after you refer
- 01Tell the borrower about the optional coverage and submit the referral You
- 02AuFort emails the borrower and copies you, with a link to schedule a call AuFort
- 03Educates the borrower and provides a personalized quote AuFort
- 04Works with you if loan details change from proposal through closing AuFort
- 05Works the premium into the loan with your lending team, when applicable AuFort
- 06Finalizes coverage and issues the policy directly to the borrower AuFort
- 07Closes the loop with you AuFort
Lunch & Learn training
Launch training for your lenders
The AuFort team leads a working session with your loan officers and relationship managers. They leave knowing who to refer, what to say and how to submit a referral.
What we cover
- 01Why it matters to borrowers and lenders
- 02CapitalShield at a glance
- 03How coverage works: a claim example
- 04Real pricing examples and live pricing of an active loan
- 05Making a referral
- 06What happens after: the borrower experience
- 07Questions
Selected slides from the training deck. Select one to enlarge.
Who attends
Loan officers and relationship managers who work with guaranteed commercial loans
Bring
An active loan in your pipeline. We’ll price it live in the session.
Marketing collateral
Ready-to-use materials
Print-ready PDFs of every piece, plus the lender training deck, in one download.
Postcard
For borrowersThe key numbers and a QR code that takes the borrower to a quote.
- Format
- Two-sided card
- Use it
- As a leave-behind with the term sheet
Bifold Brochure
For borrowersThe full borrower story: the risk of a personal guarantee, how coverage works and a claim example.
- Format
- Bifold
- Use it
- When a borrower wants to read more
Loan Default Infographic
For borrowersStep by step: what happens in a default and who pays what in a claim.
- Format
- 1 page, letter
- Use it
- To answer “what happens if…”
FAQ & contacts
Questions lenders ask
Is the bank selling insurance?
No. Lenders simply refer borrowers to AuFort, an independent, licensed insurance agency. Policies are issued by an A.M. Best A− (Excellent) rated carrier.
When can a borrower be referred?
Any time during the loan process, from proposal through closing, and up to six months after closing.
Who pays the premium, and can it be financed?
The borrower pays. The premium can usually be financed into the loan, and AuFort has separate financing options for loans that can’t.
Does CapitalShield replace the personal guarantee?
No. The borrower still signs the guarantee, and it remains fully enforceable, including if coverage lapses or a claim is denied.
What can cause a claim to be denied?
Fraud or misrepresentation, non-payment of the deductible, or a bankruptcy filed to slow down collateral recovery.
Where is coverage available?
In 43 states and DC. Not yet available in California, Connecticut, Florida, Iowa, Maryland, Maine or New York.
Does it change our underwriting or the loan terms?
No. CapitalShield is a borrower-elected product offered after the credit decision. It doesn’t replace underwriting, collateral or guarantor enforcement, and the loan’s terms and repayment obligation stay the same.
Your AuFort agent
Tate Parker
EVP, Head of Agency
tate.parker@aufortinsurance.com
615 390 0387