who in that agency can make a decision for or against your proposal. Compared to these two, filling out the forms is easy.     Ask your bankers if they know any of the programs. Most will have some experience with at least one of the agencies, such as the Small Business Administration, and can steer you in the right direction. If you run into a wall, try your local elected representatives. They have aides whose job it is to help people like you. If you find a program that looks good, be sure your elected representative knows about your application. (See the discussion of the SBA in Chapter 4, Section F.) C. What to Do When Someone Says "Yes"     Your first job when someone indicates his interest in loaning you money or investing in your plan is simple-dont faint. Its fine to prepare for a negative result so you are not too disappointed if you are rejected, but remember also to be prepared for a positive reception. If your proposal is good, it will be funded sooner or later.     One good approach is to have a number of answers ready, depending on what the lender or investor offers. Its a little like being a major league baseball outfielder in a close game, with several men on base. Depending on where the ball is hit, you need several alternative plans. You can see some pretty funny plays when a fielder fails to think ahead and throws to the wrong base.     If youre asking for a loan or a set amount of money at a certain interest rate and the lender says "yes," presumably you will, too. But, what if the lender offers you less than you want, asks for a higher interest rate, wants collateral or proposes a different financial formula entirely? Make sure you understand exactly what the proposal is. Think through your risks, especially if the lender wants collateral. Compare the terms-for instance, a small increase in interest rate could mean that you will end up paying more money for a longer period of time.     Dont answer on the spot. Take the proposal home and see if you can live with it. If you cant, meet with the person again and explain exactly what you cant accept and why. Then propose changes. If this doesnt result in agreement, start looking for other funding sources. Its far better to say "no" than to accept a bad deal. Anyone who has been in business for a while will tell you the times he turned down poor business proposals were at least as important to his ultimate success as the ones to which he said "yes."         Example:Charlie wanted a loan of $20,000 to start a limousine service. The bank offered him $20,000, but wanted equal monthly payments of $1,018 over two years. Charlie had expected to make payments of $530 per month over five years. After he ran the different loan payments through his cash flow schedule, he discovered that he couldnt pay his own rent and grocery bill if he had to pay $1,018 per month on the loan in the first two years. After he explained his problem to the loan officer, the bank offered Charlie interest-only payments for the first two years. That was a much better deal and Charlie took it. D. Plan in Advance for Legal Details     Taking money into your business requires lots of legal documentation. You will present a more professional image if you understand some of the basics.     1. Loans     Whatever loan you arrange will have to be reduced to writing. If you deal with a bank or other institutional lender, it will have the necessary forms. However, if your arrangement is with a friend, family member or private investor, these details will probably be up to you.