2012 Commercial Lending Series

A series of 6 webinars for community bank commercial lenders!

WEBINAR OR ON-DEMAND WEB LINK (LINK INCLUDES FREE CD ROM)

The skills and knowledge required to be a first-rate commercial lender are diverse. Your bank requires you to be a financial analyst, loan portfolio manager, product expert, and compliance specialist. You are also expected to have the ability to assess the banking market and credit outlook. Your business customers depend on you to deliver excellent service, counsel them on credit issues, and ultimately fulfill their business lending needs. This series will provide business lenders with the necessary skills to increase the profitability of the bank’s loan portfolio while mitigating potential risks. It will provide tools and techniques that add value to existing business relationships and identify opportunities for new ones.

The Commercial Lending Series offers a selection of topics that focus on enhancing the skills of both beginning and advanced business lenders. It is also relevant for non-financial executives who wish to learn more about commercial lending. Signing up for the series is a cost-effective way to obtain the unique training each lender needs. Beginning lenders may decide to attend all six sessions, while more experienced lenders may select individual sessions according to their training needs.

By signing up for the entire series, you will receive 6 webinars for the price of 5. It’s a simple, economical way to train lending staff.

Commercial Lending Series Topics

• Required Compliance for Real-Estate-Secured Commercial Loans
• Dealing with the Small Business Owner/Guarantor in Today’s Economy
• Commercial Loan Workouts & Sample Policies
• Debt Service Coverage Calculations in Underwriting
• Regulator Issues for the Credit Analyst
• Analyzing Ratios & Cash Flow in Commercial Lending

Read more about your registration options here.

 

Session Dates & Descriptions

12:00 pm - 1:30 pm Pacific   1:00 pm - 2:30 pm Mountain   2:00 pm - 3:30 pm Central   3:00 pm - 4:30 pm Eastern

Click on presenters' names below for more information.

All bankers know there is a long “alphabet soup” of regulations that cover consumer real-estate-secured lending. Don’t be fooled into thinking that the commercial lending area is exempt from many aspects of what we think of as “consumer regulations.” Examiners are looking more closely at commercial files during compliance exams than ever before. Violations can be serious and costly! This webinar will identify the regulations that commercial lenders must follow and outline the specific disclosure requirements. Everything from Regulation AA to Z will be covered and you will be provided with a framework of the applicable requirements. You will also receive resource materials that provide an easy reference to help you work smarter not harder.

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Dealing with small businesses has never been harder. Banks’ risk is up and return is down. Understanding how to work with individual business owners and target market to this important niche has become paramount to the bank’s success. This proactive webinar will cover vital aspects of small businesses and teach you to work more successfully with their owners/guarantors in today’s challenging economy. The program will include an introduction to legal issues, entity structure, providing credit to small businesses, the psychology of working with business owners/guarantors, risk factors in today’s market, and how to target market bank services to small businesses and their owners.

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To quote the FDIC, “The agencies have found that prudent loan workouts are often in the best interest of the bank and the borrower. The agencies have encouraged and will continue to encourage bankers not only to extend new credit to credit worthy borrowers, but also to work in a prudent manner with borrowers who may be facing financial difficulties.”

It is in each bank’s interest to develop a strong policy for loan workouts and collections. This webinar will provide sample policy language and explain how to implement the policy. This manual will be made available in a Microsoft Word format so you can easily use the sample language to develop new policy or to fine-tune your existing policy.

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Financial institutions are expected to perform cash flow analysis in order to obtain a documented debt service coverage ratio. We analyze the primary repayment source for sustainable repayment and then perform a global cash flow analysis to document the ability of the secondary repayment sources to provide financial support. Which DSCR calculation method should be used, EBITDA or UCA? Should you use the primary or global DSCR result? Should a deduction for taxes and living expenses be included? Do you underwrite based on the DSCR before or after distributions? How should guaranteed payments or installment/contract sales be handled? What should be done with missing debt service schedules? Should loans to stockholders be included? This webinar will address all these issues.

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Financial regulators suggest that all financial institutions implement an “early warning” system for loans. A major component of this is annual review of commercial borrowers. As part of this annual review, regulators expect financial institutions to obtain current financial information from commercial borrowers, and then engage in an in-depth review and analysis to look for signs of deterioration; replace or update collateral valuations for existing real estate loans based on current level of credit risk; and perform an update of any guarantor including financial analysis and contingent cash flow analysis. The next step is to analyze the appropriateness of loan structuring – repayment terms, financial reporting requirements, collateral, guarantor, etc. Finally, review the assigned credit risk grade and recommend adjustments if necessary. Join us for this webinar and gain insights into regulatory expectations of the credit analyst.

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Cash is king, especially when asset values are so unreliable. Commercial lenders need to understand a borrower’s cash flow and be able to answer this important question, “Do they have the cash available, when it’s needed, to cover their debt repayment?” This session will cover understanding cash flow statements; developing a cash flow from a balance sheet and an income statement; and calculating and analyzing typical financial ratios and their trends. After attending this webinar, you will be able to perform a cash flow and ratio trend analysis.

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