- The Washington Times - Monday, November 25, 2002

Marc Herbst says he enjoys the one-on-one time with small-business owners who look to him for direction in obtaining loans.
The new vice president of commercial lending at Cardinal Bank in Fairfax, Mr. Herbst, 51, says he is getting plenty of time with smaller commercial customers.
"Banking is my first passion, and right now I want to make sure I'm giving equal priority to my customers and prove to the folks at Cardinal Bank that they made a good choice."
Kevin Reynolds, president of Cardinal Bank, said Mr. Herbst's 29 years in the banking industry will help boost the company's lending to small businesses.
"Right now, Bank of America is the largest small-business lender, and Marc will help us be a dominant force in the market," Mr. Reynolds said.
Mr. Reynolds said small-business loans increased in the past year to 30 percent of the bank's commercial loans.
The community bank subsidiary of Cardinal Financial Corp. had loans in excess of $200 million last year, with deposits of nearly $250 million.
Cardinal Bank's business plan focuses on attracting more customers in the government contractor, corporation and small-business segments, Mr. Reynolds said.
"Marc is going to be key in making Cardinal a more dominant force with our smaller clients," he added.
One of the challenges Mr. Herbst said he relishes is matching the right loan to the customer. "I love the fact that every day I'm working with a different customer, and his or her needs are going to require certain attention or maybe more help than others," he said.
While the hardest part has been managing his busy schedule, Mr. Herbst said, he still uses "an old-time approach" with his customers.
"I see banking like it was in 1973 when a person would come off the street and want a loan to start a new business or buy some equipment without having to provide presentations or spreadsheets," Mr. Herbst said. "Half the fun is getting to know your customer."
Mr. Herbst recently served as vice president of commercial lending at Resource Bank in Herndon, but spent a majority of his career in the commercial loan practice of Central Fidelity Bank, which was bought by Wachovia Bank in 1998.
He plans to end his career with Cardinal Bank with the goal of retiring in South Carolina and teaching history.
Mr. Herbst lives in Silver Spring with his wife, Judy, and stepson, Chris.


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