Team Building –
Dennis Budinich
The course provides an interactive opportunity for students to meet while engaging in a session stressing the value of teamwork and the nature of team operations.
Business Development –
Dennis Budinich
Sales requires a combination of product knowledge, price, features, and solutions, but this is not enough for today’s savvy buyer. Research clearly indicates that to achieve high levels of success in business development and sales, it requires effectively differentiating ourselves from competitors and catching and holding the attention of distracted prospects and buyers.
What separates average performance from high performance is the ability to create emotionally satisfying experiences
for the buyer, using positive psychology strategies that influence buyers’ behaviors.
This session will be facilitated by a highly successful entrepreneur, sales leader, and business development officer and coach with 35 years’ experience in sales and business development for the banking and financial industry. This program is highly interactive, action-packed, and results driven.
Students will be encouraged to stretch their muscles of Business Development by learning and practicing innovative approaches to meeting prospects that works for real people, in the real world, with real prospects. Students will discover the: 30-Day Rule; Law of Replacement; 5 C’s to Social Selling; 5-Step Telephone Prospecting Framework; 3 Keys to Turning Around Objections; Working Your Book” – Building your Business Through your Business; Effective Networking at Business Events.
Customer Conversation –
Dennis Budinich
What is paramount in business development and sales in today’s highly competitive market? Many experts will say it’s all about: the right pitch, more dials (calls), powerful closing techniques, CRM software, product knowledge, product and price, service guarantees and social media. While all of these are important, the truth is they are all dependent on our ability to solve the problems of our customers and prospects. When we solve problems, our job is done, and the sale is made.
The question is how do you get to that point with people you don’t know?
The answer is to cultivate the ability to have a customer conversation, or a series of conversations built on solid knowledge of people- how they are motivated to buy and how they can respond positively to the right approach.
A powerful, genuine, mutually beneficial Customer Conversation is the key that unlocks more business opportunities and can turn prospects into Clients and turn clients into Fans.
This session will include: overcoming three relationship myths that are holding us back; the five levers that open the door to stronger relationships; make instant emotional connections that minimize objections; and build your personal brand to improve your professional presence and stand out in the marketplace.
Accounting Refresher –
Dr. Kristy Schenck
The course provides a basic overview of general purpose financial statements, their purpose, and their elements. It also illustrates how general purpose financial statements can be used to assess a company's profitability, solvency, and liquidity.
Financial Statement Analysis: Evaluating a Borrower’s Performance & Financial Condition –
Jeffery Johnson
Students will be assisted in using a borrower’s financial statements to evaluate the borrower’s profitability, sources of profitability, financial condition and cash flows. Upon completion of this course, students should be able to perform ratio analysis of a borrower’s financial statements to assess a borrower’s liquidity, asset management, leverage and profitability and understand how to interpret a statement of cash flows.
Loan Structure –
Jeffery Johnson
Covered in this course are issues on how to structure loans according to the borrower’s cash flows and repayment ability. Special emphasis is placed upon financing net working capital, short-term versus long-term loans, and evaluating a borrower’s debt capacity.
Global Cash Flow –
Jeffery Johnson
Global cash flow integrates the commercial borrower’s business and personal cash flow. The lender’s global analysis of all sources and uses of the borrower’s cash is the essential calculation of repayment capacity for small business owners who typically demonstrate a mix of personal and business assets and income. This session will address the following the multiple applications of the commercial borrower’s global debt service coverage ratio; required borrower financial information to conduct a global cash flow analysis; and the use of a global cash flow template in the calculation of a global debt service coverage ratio.
Elements of a Concise Credit Memo –
Jeffery Johnson
The commercial borrower’s credit file must tell a timely and accurate story about the borrower’s current relationship with the bank. This “story” begins with a credit memorandum that will concisely explain the bank’s role in the borrowing relationship. This session, which is structured around the 5 “C’s” of credit, will address: the borrower’s personal credit history; the key results of financial analysis to be included in the memorandum; the borrower’s liquidity and financial leverage; current and expected economic conditions; the bank’s valuation of current and/or proposed security interest in collateral; and the value of the borrower’s personal guaranty when and if required.
Economic Outlook –
Kenneth (Ken) Entenmann
Loan Agreements & Financial Covenants –
Jeffery Johnson
Loan Documentation is a very important step in the lending process in which bankers must include after loan approvals. It is a vital requirement when banks commit to loans that will be repaid over many years. To protect the bank’s interest over long periods of time, Loan Agreements are highly recommended because it provides more protection than any Promissory Note can offer. Bankers must avoid lender liability at all costs. Lender Liability is created when banks take an active role in managing a borrower’s business through pointed directives. A better approach is the use of Loan Agreements in which banks can legislate what they need from the borrower through provisions in a Loan Agreement.
The standard provisions in a Loan Agreement include: •Representations and Warranties; •Affirmative Covenants;
•Negatives Covenants; •Events of Defaults; and miscellaneous.
This segment will instruct participants on how to utilize Loan Agreements to protect the bank’s security interest in collateral and place requirements on the borrower to maintain a certain level of financial performance (Affirmative Covenants) and avoid risky behavior that could be detrimental to them (Negative Covenants and Warranties). These provisions in a Loan Agreement are not typically found in Promissory Notes and other legal documents. This segment will also illustrate how to choose key financial covenants based upon historical performance that should be included in a Loan Agreement to ensure borrowers have a good chance of being financially solvent until loans are paid.
Portfolio Management & Monitoring –
Jeffery Johnson
Case Study-Preparation & Presentation –
Jeffery Johnson
To provide students with hands-on experience in applying the concepts and tools of financial statement analysis to assess a growing company’s performance and financial condition, understand the causes of its increasing borrowing requirements, and evaluate financial alternatives from the viewpoint of both the borrower and lender. The case sets the stage for module on loan structure.
Ethics/Compliance & Corporate Governance –
Dean H. Dusinberre, Esq.
This course will involve an interactive discussion of various fact patterns presenting ethical dilemmas that commercial loan officers typically encounter and will explore the corporate governance processes intended to guard against ethical lapses. Students will become more aware of the ways in which their ethics may be tested and how to better respond to those situations.
Treasury Management with Case Study –
Jami Theiller
This course is designed to increase student’s understanding of Treasury Management and how this Department can
impact the profitability of a bank. Participants will discuss how to increase the bank’s “value” perspective by including their Treasury Management Sales Representative in commercial client and prospect sales calls and conversations. We will discuss Products and Services that can help a business with their receivable and payable process and how Treasury Management can help commercial clients prepare for the future. In addition, participants will learn how to educate their commercial clients on how to protect their business assets from fraud. We will discuss Treasury Management pricing and different options for structuring Treasury Management relationships.
Commercial Real Estate Lending –
Michael (Mike) Pietropaoli
Students will learn how to evaluate a commercial real estate investment opportunity, including location, the project management, ownership, liquidity, historical and projected cash flow; calculate and evaluate NOI, cash flow available for debt service coverage, rent rolls, operating expenses, and stress testing; assess borrowers’ credit worthiness and understanding the global portfolio of the borrower and related parties; and understand proper loan documentation and compliance for CRE transactions.
Investment Real Estate Lending & Appraisals –
Richard (Dick) A. Grafmyre, CFP
The session will address both the underwriting and monitoring requirements for investment (non-owner
occupied) property lending. It will address the following: key factors to be considered when underwriting the project’s
cash flow and debt service capacity; financial information requirements; project stress testing; project valuation; periodic site visits and market and sub-market conditions.
Loan Workouts –
Kate Sallie
Understand how to identify problems surrounding a loan before the loan itself becomes the problem, as well as identify the various types of borrower defaults and remedies available to the lender. Discussions of various strategies concerning troubled loans and the different types of loans involved. Students will review the basic contents and structure of typical workout agreements, and factors to consider regarding internal loan classifications of troubled loans.
Career Pathing for Commercial Lenders –
Directors
Presenting to the Borrower & the Loan Committee –
Richard (Dick) A. Grafmyre, CFP
Students will learn tips and skills to work with clients to prepare for a positive outcome to these questions: How proficiently do you represent your bank across the table from the borrower? Are you creating the win/win relationship? Are you comfortable in how to help the customer save the relationship even when you can’t make the loan? Students will also learn what is crucial in establishing personal credibility with the loan committee. Students will garner knowledge from the real-life experiences of a seasoned commercial lender on how to effectively manage the difficulties associated with the dual role as a representative for both the bank and the client.
Participations & Their Negotiations –
Frank Covelusky
Students will learn the basic content of a participation agreement, and an introduction to the key terms in participation agreements. Real-life examples will be provided to explain the interactions between bankers, both as the lead bank and the purchasing participant.