Welcome back to the Mobile Home Park Lawyer Podcast! In this episode, Ferd sits down with longtime banking expert Keith Asel of Hawthorn Bank to unpack what park owners really need to know about lending, loan structures, underwriting, term sheets, and navigating bank relationships. With over 45 years in the banking world—from teller to federal bank examiner to commercial lending leader—Keith brings rare insight into both sides of the table. Ferd and Keith discuss how banks actually evaluate mobile home park loans, what bankers look for in cash flow, collateral, and guarantor strength, and why debt structure can make or break your business plan. Keith breaks down the real differences between big-bank rigidity and community-bank flexibility, how interest rates and indexes are chosen, when to use construction loans, why interest-only periods matter, and how to avoid surprises when renewing lines of credit. Whether you're buying your first park, restructuring debt, planning infill, or trying to understand how lenders think, Keith delivers practical, experience-backed guidance to help operators secure better financing, build stronger relationships with their bank, and avoid hidden pitfalls that stall deals. Tune in now to learn how to approach lenders strategically and set your projects up for long-term success. Highlights of the episode: 00:36 – Keith’s banking journey 01:10 – Teller to examiner 03:33 – Restructuring debt properly 05:49 – Separate land vs. homes 06:19 – Big vs. small banks 07:06 – Educating your banker 08:52 – Rate spread basics 10:09 – Why indexes change 12:26 – Collect term sheets 14:19 – When banks say no 16:45 – Infill line changes 17:59 – Annual renewal purpose 18:55 – Evaluating slow projects 19:48 – Loan call triggers Connecting with MHP Law:    Website: https://themobilehomelawyer.com/  Facebook: https://www.facebook.com/The-Mobile-Home-Park-Lawyer-103814958118069  LinkedIn: https://www.linkedin.com/in/themhplawyer-ferdniemann6923147/  Instagram: https://www.instagram.com/themhplawyer   Connecting with Guest: Website: https://www.hawthornbank.com/  #MobileHomePark #MHPInvesting #RealEstateInvesting #BankingInsights #CommercialLending #MobileHomeParkFinancing #PropertyManagement #Underwriting #TermSheet #ParkAcquisitions