2018 Commercial Lending & Underwriting Bootcamp

About the Commercial Lending & Underwriting Bootcamp

 
If you are a lender or credit analyst, are you ready to improve your game? If you manage or review commercial relationships, what are the keys to monitoring borrower performance after the loan has been closed?  How do you effectively and efficiently write up the initial underwriting and loan recommendation?  What should be discussed in an annual review or renewal?
 
This two-day course has the answers, with a focus on effective initial structuring and subsequent monitoring of commercial lending relationships.  It goes beyond the basics of financial analysis to provide portfolio management tools to influence both credit quality and profitability.  We’ll unlock the mysteries of loan agreements and covenants to improve monitoring of existing credits and enhance future underwriting and renewals.  Time permitting, we finish with a set of unconventional problem loan warning signals to better assist lenders in getting an early jump on a potential weakness. 


Who Should Attend

Community bankers, small business lenders, private bankers, commercial lenders, loan review specialists, lending managers and credit officers in the commercial lending process.


Registration

Registration is $595 for CBAO members, $895 for non-members
Single day registration is available for $295 for CBAO members, $449 for non-members

REGISTER HERE >>


If you are having issues with registering online or would like to register via phone, please contact CBAO's Education & Training Coordinator, 
Lianne Simeone at (614) 610-1877.

 

Day One: Loan Structuring, Loan Agreements and Covenants
Commercial lending involves many types of loans and credit facilities. Equally diverse are the various cash needs of businesses, such as operating funds, plant expansion or equipment purchases. Documentation can range from a simple note and security agreement to a more complex loan agreement with financial covenants. In structuring a financing arrangement, the banker must have a thorough knowledge of the available credit facilities and how to match them to the customer’s needs. 

This portion of the bootcamp provides bankers with a working knowledge of the basic principals of loan structuring and loan agreements, including:

  • Understanding your bank’s goal(s) in structuring the loan
  • Identifying the goals of your customer and the resulting credit needs
  • Discussing and implementing the products you can utilize
  • Identifying the loan structures that best match the source(s) of repayment
  • Applying these concepts (using cases) in four key loan types: seasonal, bridge, term and operating lines of credit
  • Reviewing common mistakes and lender errors in the four key loan types
  • Understanding the typical structure, format and goals of loan agreements and covenants
  • Developing, setting and monitoring financial covenants
  • Brief overview of a borrowing base and other asset-based lending concepts used for underwriting and monitoring traditional operating lines of credit

Day Two: Loan Policy, Portfolio Management and Creating Loan Packages
The commercial lending process starts with a clear understanding of how your loan policy drives all the steps. We’ll look at key issues addressed by loan policy and how it results in your system for assigning credit risk ratings. In addition to the financial performance of the borrower, successful portfolio management involves tracking and assessing many non-financial factors.

Despite our automated and digital world, we ultimately have to make a written discussion that includes the financial and non-financial issues with a lending relationship. And this may be the most difficult, but also most important part of the process.

This portion of the bootcamp provides bankers with these tools:

  • Finding the key drivers of your bank’s loan policy and how to improve your understanding and compliance
  • Why are credit risk ratings important, especially in terms of timely adjustment
  • Assessing industry, market and management risk and their effect on financial results of C&I borrowers and as part of an overall credit risk rating
  • Assessing similar, qualitative aspects of CRE borrowers, including key issues in lease agreements
  • Managing commercial relationships and a lender’s portfolio to improve both credit quality and revenue opportunities
  • Tips for utilizing global cash flow
  •  General business writing issues that apply to commercial lending
    • Eight qualities of effective business writing
    • Case example of the qualities
    • Understanding your purpose and audiences
    • Issues in communicating quantitative information and numbers
  • Effective use of “cover pages” in a loan package
  •  Tips for better credit memos
    • Master” format with just about anything you would ever need to mention
    • Examples of wording and formats (one “before” and “after”)
  • Watch what you write for lender liability issues
  • Intellectual commitment and discipline in the process
  • (Time permitting/Appendix) Recognizing (early) potential problem loans

Richard Hamm

Hamm has been training bankers for 26 years, designing and delivering courses specializing in commercial lending and credit, including portfolio and risk management, commercial real estate (CRE) and appraisals, plus selling and negotiating skills, and director training.

His clients include:

  • National associations such as The Risk Management Association (RMA) and the American Bankers Association (ABA)
  • Regional banking schools such as the Barret School of Banking – Memphis, the Graduate School of Banking – Wisconsin, the Southwestern Graduate School of Banking – Dallas, the Graduate School of Banking at Colorado and the Western States School of Banking
  • State banking and community banking associations in a dozen states, including CBAO for 9 years
  • Individual banks

He is based in Huntsville, AL and has owned/operated Advantage Consulting & Training for 12 years, after a 22-year banking career including senior positions in lending and credit, plus president of a community bank through formation, then acquisition of an existing bank.

During his banking career he was active within RMA’s chapter structure, plus serving on several committees at the national level. He has written over 20 articles for The RMA Journal and still serves on The Journal’s Editorial Advisory Board. He has a BS and MBA degree from the University of Alabama.

BOOTCAMP LOCATION 

RAY CAMPBELL LEARNING CENTER
8800 Lyra Dr.
Suite 570
Columbus, OH 43240
(614) 610-1877
 

ACCOMMODATIONS 

CAMBRIA SUITES
9200 Lyra Dr.
Columbus, OH 43240 
(614) 841-9100
(CBAO preferred rate - $119)