Retail Lending Series

Hybrid Event  
Wednesday, April 05, 2023 - Thursday, September 28, 2023   iCalendar Central Standard Time

Hybrid Delivery Options (select your preference when registering)

April 5-6 and September 27-28 - 9:00 a.m. - 4:00 p.m.
IBA Center for Banking Excellence, Springfield OR Live Streamed

This real-world program will prepare retail lenders to have more informed and effective conversations with credit partners and build stronger, more relationships with customers. This series meets the needs of retail lenders who serve consumers, small real estate investors, and/or small business clients in a branch environment. These sessions prepare lenders for success in today's universal banking environment, where they must have the skills and flexibility to serve a wide variety of loan requests. Participants learn to apply underwriting, compliance, and documentation principles through real-life case studies, examples, and practice problems.

This series is targeted to all retail lenders and those in loan support roles, including consumer lenders, small business and small real estate lenders, branch managers, credit analysts and underwriters who support retail lenders, and loan operations team members. Bankers who are considering moving into a lending role, new lenders, and experienced retail lenders will benefit from this course.

Day 1 - Introduction to Retail Lending
Today's Lending Environment
Defining the Types of Retail Loans
Identifying the Loan Purpose and Structuring the Loan
Types of Borrowing Entities
5 C's of Credit
Identifying and Evaluating the Source of Repayment
Determining Information Needed to Evaluate the Request
Analyzing the Consumer Loan Application / Personal Financial Statement
Analyzing the Business Loan Application
Defining and Determining the Ability to Repay
Evaluating Collateral

Day 2 - Analyzing Borrower Cash Flow and Tax Returns
Key Considerations in Evaluating Personal and Business Cash Flow
Calculating Debt to Income, Debt Service Coverage, and Global Debt Service Coverage
Financial Accounting Basics
Personal and Business Tax Returns and Key Schedules

Day 2 - Essentials of Retail Loan Compliance, Loan Documentation, and Retail Loan Portfolio Management
Applying Loan Policy and Pricing Loans
Writing Effective Credit Memos
Regulatory Loan Compliance
Essentials of Loan Documentation
Retail Loan Portfolio Management
Problem Loan Workout

Day 4 - Building Client Loyalty and Growing the Bank
Building Customer and Internal Key Stakeholder Relationships
Becoming a Trusted Advisor
Assessing Needs, Providing Recommendations and Delivering Solutions
Building Client Loyalty
New Business Development, Networking, and Growing Your Loan Portfolio
Growing the Bank - Beyond Loans

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 the community, regional and national 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 has an MBA from Georgia College and State University, and she is a John Maxwell Team Certified Trainer, Coach, and Speaker. Christie is a passionate facilitator and coach with a focus on developing leaders in banking.

IBA Member
Full Series $995 | Individual program $265

Full Series $1,665 | Individual program $445

Hybrid Event  

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