In the latest episode of The Corner Office podcast, hosted by John Jack, CEO of Galetti Corporate Real Estate , we had the pleasure of sitting down with Gary Palmer, Founder and CEO of Paragon Finance. With over 15 years of experience in the financial world, Gary shared insightful perspectives on the evolution of lending, the importance of relationships, and how businesses can successfully navigate financial challenges.

Lending is About People, Not Just Numbers

One of the key messages Gary shared was the importance of relationships in the lending industry. He explained that while the numbers are important, it’s the people behind the deal who truly matter.

“It’s easy to lend money, but getting it back is where the real challenge lies,” Gary said.

The strength of relationships between lenders, clients, and partners often determines the success of a deal. Trust and mutual understanding are critical in achieving positive outcomes.

In today’s business landscape, this rings especially true. Building long-term relationships, rather than focusing on purely transactional interactions, creates more sustainable results and lasting value.

Shifting from Loan-to-Value to Serviceability

Gary discussed a major shift in lending practices, moving away from the traditional loan-to-value ratio focus to a stronger emphasis on serviceability—whether a business can reliably service its debt over time. This shift reflects a more forward-thinking, long-term approach to financing. Instead of just looking at how much equity a company has, lenders are now assessing the sustainability of the business’s financial health.

For businesses, understanding this shift is crucial when seeking funding. Being able to demonstrate your ability to service debt in the long term, rather than focusing only on the short term, will position you more favorably with lenders.

The Role of Confidence in Business Growth

Gary also highlighted the importance of confidence in driving business decisions.

“If you feel good about the future of the country, you’ll want to transact. It’s all about confidence,” he explained.

Confidence is a major factor in business, particularly in uncertain economic climates.

However, confidence isn’t just about optimism—it’s about careful planning, risk management, and having the right partnerships. Gary pointed out that having strong partners who are ready to step in during challenging times is what keeps businesses moving forward. “When things go wrong, you want the guy who answers the phone and says, ‘I’ve got a plan—stick with me.’”

Partnerships and Tailored Solutions

At Paragon, Gary’s approach is focused on unlocking client potential through tailored financial solutions. By working closely with clients and providing creative, customized funding options, Paragon helps businesses grow, manage risks, and seize opportunities even in challenging markets.

This idea of personalization is a valuable reminder for all industries. Whether in lending, real estate, or other fields, understanding your clients’ unique needs and tailoring your solutions to them creates greater long-term value and builds stronger, more lasting relationships.

Takeaways for Business Leaders and Investors

Gary Palmer’s insights offer several key takeaways for business leaders and investors. First, relationships are the cornerstone of success—whether in lending or any other business, trust and strong partnerships are key. Second, businesses should focus on serviceability and maintaining financial discipline, as these are now critical factors in lending decisions.

Finally, confidence, paired with strategic planning and the right partnerships, plays a pivotal role in navigating uncertain markets. Whether you’re working in real estate, seeking financing, or looking to grow your business, the right relationships and a clear strategy will unlock your potential.

In this episode of The Corner Office, John Jack‘s conversation with Gary Palmer provided valuable insights into the world of structured lending and the critical role relationships play in achieving long-term success. Gary’s experience underscores the importance of serviceability, strong partnerships, and having the confidence to make bold decisions, even in challenging markets.

For those looking to better understand structured lending and how to navigate business growth, this episode is a must-listen.