Retail Lending Series

Virtual Learning  
Thursday, May 23, 2024 - Thursday, June 20, 2024   iCalendar Central Standard Time

March 14, April 10, May 23 and June 20 - 9:00 a.m. - 2:00 p.m. CT - Live Streamed

This series prepares retail lenders to have more informed and effective conversations with credit partners and build stronger, more profitable relationships with customers. Participants learn to apply underwriting, compliance, and documentation principles through real-life case studies, examples, and practice problems. Lenders will learn sales and service strategies to prepare them to build and deepen customer relationships, grow safe and sound loan portfolios, and positively contribute to bank profitability. 

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Session I:  Introduction to Retail Lending

  • Today’s Retail Lending Environment
  • Loan Purpose and Types of Lending
  • Types of Retail and Consumer Loans
  • Types of Borrowing Entities and Parties to a Loan
  • 5 C’s of Lending/Credit Analysis
  • Evaluating the Source of Repayment
  • Determining Information Needed to Evaluate a Loan Request
  • Analyzing the Loan Application/Personal Financial Statement
  • Defining the Ability to Repay
  • Evaluating Collateral

Session II:  Analyzing Cash Flow and Tax Returns

  • Why ALL Retail Lender/Consumer Lenders Should Be Knowledge of Personal and Business Tax returns and Cash Flow Analysis
  • Calculating Debt to Income, Debt Service Coverage, and Global Debt Service Coverage
  • Financial Accounting 101:  Interpreting Business Financial Statements
  • Personal Tax Returns and Key Schedules
  • Business Tax Returns and Key Schedules
  • What is a K-1 and When to Request It

Session III:  Retail Lending Compliance, Documentation and Portfolio Management

  • Overview of Key Lending Legislation and Compliance Regulations
  • Retail Loan Policy, Procedures, and Pricing
  • Writing Effective Credit Memos
  • Essentials of Loan Documentation
  • Retail Loan Portfolio Management
  • Problem Loan Workouts

Session IV:  Building Client Loyalty and Growing the Bank

  • The Emerging Customer Experience
  • Building Customer and Other Stakeholder Relationships
  • Becoming a Trusted Advisor:  Moving from Order Taker to Relationship Builder
  • Providing “WOW!” Service
  • New Business Development, Networking, and Growing Your Portfolio
  • Building Client Loyalty, Deepening Relationships, and Growing the Bank Beyond Loans

Continuing Education Illinois Public Accounts will receive 4.50 CPE credit hours per session or 18 CPE credits by attending the full series.

Christie Drexler is the Owner of Drexler Consulting, LLC, a financial services consulting and training business focused on developing purpose-driven, competent, servant leaders in all roles of banking. Christie has 26 years of direct experience in the financial services industry, working for both community and large regional banks. Her experience has been expansive, including successfully navigating retail and commercial banking careers. She has served as Division President, Market President, Chief Credit Officer, Chief Retail Officer, and Regional Sales and Service Manager and has a B.S. in Finance from Berry College and an MBA from Georgia College and State University. Christie is a passionate facilitator and coach who strives to live the values and leadership strategies she teaches in her training programs.

IBA Members Full Series $995 | Individual program $265
Nonmembers Full Series $1,665 | Individual program $445

Virtual Learning