Commercial Lending Development Program

Pre-Requisites


MARKETING/BUSINESS DEVELOPMENT/ NEGOTIATIONS
September 25, 2019
Commercial lending requires analytical skills which are quite unique. This first session will introduce students to the program, then walk them through the lending process, as well as the types of business segments and credit products required to service the typical borrowing needs. Matching business segments with credit products is often accomplished through effective business development techniques. This class will also cover the best practices for establishing and maintaining good business development, as well as how to negotiate the best possible arrangement that is beneficial to both the borrower and the bank. Presented by Jeffery Johnson, Bankers Insight Group

IN-DEPTH FINANCIAL ANALYSIS
September 26, 2019
Understanding financial statements and how to analyze them are paramount for bankers and credit analysts to be successful in determining the creditworthiness of prospects and existing customers. Analysis of financial statements is the primary focus during the evaluation phase of the lending process, which informs bankers about management’s ability to make decisions that lead to a successful outcome for the business units they lead. This session will focus on detailed financial statements, credit and ratio analysis and how these analyses can be utilized in the advanced assessment of an entity’s financial condition. Presented by Jeffery Johnson, Bankers Insight Group

IN-DEPTH CASH FLOW
October 16, 2019
There are at least nine alternative approaches to assessing a borrower’s cash flow for debt service. Each provides a different perspective on sources and uses of cash and each has a role in underwriting and monitoring a lending relationship. In this session, students will compare and contrast alternative approaches to cash flow and demonstrate the appropriate application of each approach in assessing and monitoring a borrower’s financial performance. Students can expect to learn how to determine the maximum line of credit appropriate for a borrower and the factors which will determine when it is appropriate to convert a revolving debt to amortizing debt. The class will also introduce six issues that should be addressed in a well-structured loan. Presented by John Barrickman, New Horizons Financial Group

IN-DEPTH LOAN STRUCTURE
October 17, 2019 Good underwriting is critical to the success of a loan, but so is good loan structure. In a well-structured loan, the lender understands what the borrower is using the money for, as well as sources of repayment, timeline and more. During this session, students will learn all of the elements of loan structure, when to properly utilize seasonal loans, term loans, bridge loans and permanent capital loans, how to properly use a term sheet and commitment letter, and much more. Presented by John Barrickman, New Horizons Financial Group

CREDIT MEMORANDUM PREPARATION/ PRESENTATIONS
November 6, 2019
Strong loan write-ups are essential to good loan underwriting skills. It is important that the loan officer uses a type and style of description to communicate a focused direction for the credit. During this session, students will learn how to write a clear and concise message that also thoroughly covers the company’s strategic plan including marketing, financing and management. Students will also learn how to communicate their position on the credit to the loan committee using a motivational approach, as well as effective negotiation skills, and personal marketing to better communicate with loan committee members. Presented by David Osburn, David L. Osburn & Associates LLC

LOAN REVIEW/DOCUMENTATION/ COMPLIANCE AND REGULATIONS
November 7, 2019
It is vital that the lender is prepared for both an internal and external loan review examination. This includes updating credit files and evaluating current loan risk ratings, as well as auditing other’s loan files and how to be consistent and clear when communicating with examiners. During this session, students will learn the best ways to accomplish these tasks, as well as how to prepare loan documents to support the legal aspects of the credit if it falls into the areas of C&I or CRE lending. Students will also learn about current regulations, including compliance requirements. Presented by David Osburn, David L. Osburn & Associates LLC

PROBLEM LOAN MONITORING/BUSINESS LAW/LENDER LIABILITY
December 11, 2019
Effective lending includes identifying and understanding the critical warning signs of a problem loan. It is important for lenders to understand the criteria for downgrading or upgrading loans, and how to review problem loans with credit administration or the special assets team. During this session, students will learn how to identify problems, how to smoothly transfer loans to and from special assets and will gain an understanding of business law concepts. Students will also learn about the technical aspects of lender liability including recent trends. Presented by David Osburn, David L. Osburn & Associates LLC

COMPREHENSIVE OVERVIEW: SENIOR CREDIT OFFICER PRESENTATIONS AND PANEL; CREDIT PRESENTATIONS
December 12, 2019
Lenders can learn a great deal from senior lending officers, whether they come from a large, regional or community bank. Their unique perspective includes effective loan underwriting and management of the loan portfolio. In this session, senior lenders will share their insights on the process, as well as how the bank can better market products and how technology is rapidly changing the industry. Students will also analyze comprehensive loan case studies and make presentations to a mock loan committee. This session is designed to expand students’ knowledge and integrate lessons learned from throughout the program. Presented by David Osburn, David L. Osburn & Associates LLC