When Tomas Jimenez, a BankUnited vice president and commercial banking relationship manager, first visited the owner of a large construction company in Central Florida, he knew his role was not to push a product but to understand their unique banking challenges. His priority was simple: to listen.

“I always tell my clients: I’m not here to sell you something,” says Tomas. “I’m here to understand what you need.” 

In today’s fast-paced banking world, taking the time to genuinely listen is rare. But for Tomas, this approach has proven invaluable, helping him build strong, trust-based relationships with clients who appreciate having a true banking partner. 

With three decades of commercial banking experience, Tomas has a refined strategy for engaging new clients. Before meeting with the construction company, he researched their operations and discovered they built for a national steakhouse chain. 

Acknowledging their success from the outset helped establish a rapport. “That immediately broke the ice,” Tomas says. He assured the owner that his questions would be concise, relevant, and focused on addressing immediate needs. 

By demonstrating respect for the client’s time and business, Tomas created an open dialogue. The owner shared frustrations about cash flow management and a lack of proactive engagement from his existing bank. Tomas, well-versed in industry-specific challenges, provided insight into managing accounts receivable more effectively--a discussion that resonated deeply.

During his visit, Tomas also noticed the staff working in cramped quarters and inquired about their office space needs. Learning they were seeking a new building, he factored this into his strategic recommendations. 

With Tomas’ tailored banking strategy, the company secured a $1.8 million loan for office expansion, optimized treasury services for improved cash flow and transitioned their deposit accounts. The entire process, from initial meeting to full onboarding, was completed within 35 days.

“We weren’t there just to offer products; we structured solutions around their actual needs,” Tomas explains. The owner, impressed by the personalized strategy, even sent a text expressing appreciation for the unique experience.

Tomas’ philosophy is simple: deep listening, a client-first mindset, and strategic guidance pave the way for long-term financial stability. His approach has positioned the construction company for sustained growth, reinforcing his belief that banking is more than transactions--it’s about partnership.

“My business is about building lasting partnerships,” he says. “That’s what real banking is about.”