Retail Lending: Beyond the Basics

Hybrid Event  
Monday, October 03, 2022 - Tuesday, October 04, 2022   iCalendar Central Standard Time

Hybrid | October 3-4, 2022 – IBA Center for Banking Excellence, Springfield or Live Streamed Via Zoom
9:00 a.m. to 4:00 p.m. CT

This intermediate, enhanced session will take you beyond basic consumer, mortgage, small business, and small investment real estate lending training. This real-world program will prepare retail lenders to have more informed and effective conversations with credit partners and build stronger, more profitable relationships with customers. This two-day course meets the needs of lenders who serve consumers, small real estate investors, and/or small business clients. It will prepare lenders for success in today’s community banking environment, where they must have the skills and flexibility to serve a variety of loan requests.

Consumer, Mortgage, Small Business, and Small Investment Real Estate Lending Credit Analysis
•    Personal Tax Return & Business Tax Return Analysis
•    Personal and Small Business Financial Statement Analysis
•    Simplified Worksheet for Calculating Debt-to-Income and Global Debt Service Coverage
Essentials of Lending Compliance
Essentials of Loan Documentation

Evaluating Cash Flow and Tax Return Analysis
•    Review of Differences in Consumer vs. Commercial Lending
–    Loan Purpose
–    Compliance
–    Underwriting
•    Review of 5 Cs of Credit: Character, Capacity, Collateral, Capital, Conditions
•    Cash Flow Analysis
–    Why Should Lenders Be Knowledgeable of How to Calculate Cash Flow
–    Global Debt to Income and Debt Service Coverage Calculations
–    Sources of Repayment
–    Important Considerations in Evaluating Cash Flow
•    Personal Tax Return Analysis
–   1040
Schedules I and II
Schedules A and B
•    Small Business, Farm, and Small Investment Real Estate Tax Return Analysis
–   Understanding the types of Business Entities
–  1040
Schedule C – Small Business Cash Flow
Schedule F-- Farm Cash Flow
Schedule E – Real Estate Investment Cash Flow
Schedule E – Other Business Entities Cash Flow
• Schedule K-1
• 1120S (S-Corp)
• 1120 (C-Corp)
• 1065 (Partnership)

Analyzing Business Income; Calculating Global Cash Flow; Loan Pricing; and Loan Compliance for Consumer and Small Business/Small Real Estate Investment Loans
•    Using Other Business Financial Information to Evaluate Repayment
–    Balance Sheet, Income Statement, and Statement of Cash Flows
–    Analyzing Lease Income
–    Income/Cash Flow Projections
•    Cash Flow Practice Exercises Using Global Cash Flow Worksheet
•    Approving Loans Within Bank Policy
•    Comparing Consumer and Commercial Loan Pricing
•    Fair Lending Compliance (ECOA, Adverse Action, HMDA, Fair Housing, CRA)
•    Fair Credit Reporting Compliance
•    Truth-n-Lending Compliance
•    RESPA and TRID Compliance
•    UDAAP Compliance
•    Dodd-Frank and Related Mortgage Compliance Regulations
•    Flood Regulation Compliance
•    And more

Loan Documentation and Perfection for Common Loan Types; Growing Retail Loan/Bank Relationships; and Balancing the 4-Legged Stool
•    Loan Documentation Basics for the following loan types: Unsecured, CD, Titled Vehicles, UCC Collateral, Land and Lots, Personal Residence, Other Dwellings, Other Structures
•    Best Practice Processes: Loan Pre-Closing, Closing, and Post-Closing
•    Ongoing Loan Monitoring and Exception Management
•    Using the CARES model to Grow Relationships, Grow the Bank, and Protect Asset Quality
•    Balancing the 4-Legged Stool: Customer Needs, Bank Needs, Community Needs, Lender Needs

This series is targeted to retail lenders with six months or more lending experience who make consumer, small business, and/or small investment real estate loans. Bankers who have completed Fundamentals of Consumer Lending will also benefit from this series.

Christie Drexler is the Senior Consultant and Facilitator for Performance Solutions, Inc., a bank training, and consulting company that specializes in providing "real-world" solutions to the key challenges facing banks today in developing the team and building profitable relationships. Christie has over 26 years of experience in the financial industry for community and regional banks. Her experience has been expansive to include successfully navigating both retail and commercial banking careers. Her past roles include Commercial Banker, Regional Sales Manager, Chief Retail Officer, Chief Credit Officer, and Market/Division President. Christie is a passionate facilitator and coach with a focus on developing leaders in banking.

Fee Per Person
Member $505
Nonmember $875

Hybrid Event  

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