ABA Real Estate Lending Conference

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Conference Program

Who Should Attend

  • Chief Lending Officers
  • Secondary market officers
  • Mortgage lenders/professionals
  • Commercial real estate lenders
  • Loan product/production managers
  • REO/workout specialists
  • Commercial relationship managers
  • Appraisers
  • Loan Servicing Officers
  • Mortgage Insurance Executives
  • Credit professionals
  • Title company professionals
  • Legal counsel
  • Loan underwriters

2014 Program

The 2015 schedule and sessions will be posted once the program is developed.

Sunday, April 6, 2014
Noon - 6:00 PM Registration Open
3:30- 5:00 PM Concurrent Sessions

1C- Building and Sustaining Your Commercial Lending Portfolio
Elizabeth Magennis, Executive Vice President, Chief Lending Officer, ConnectOne Bank

Patricia D. Arnold, Senior Vice President, Commercial Loans, Valley National Bank
Stephen C. Novak, Senior Vice President, Lakeland Bank
John Patrick, Chairman, President and CEO, Farmington Bank

  • Current Loan Growth: What is your view of the overall loan growth in your market area? Growth strategies, products, differentiation from your competition.
  • Managing Risk: How do your loan generation efforts tie into risk management? Loan concentrations, credit underwriting, interest rate risk.
  • Future Growth: What do you see over the next 12-24 months? New markets, sales techniques, preparing the "next" generation of lenders, impact of technology.

1R- Sales Alchemy: IQ+ EQ= Au
Steve Richman, National Spokesman, Genworth Financial

IQ- Expand your Intelligence Quotient by exploring the market, environment, government and products. EQ- Understand Your Emotional Quotient by discovering tools and techniques regarding the 5 parts of EQ- self-awareness, self-regulation, motivation, social skill, empathy. And when you combine the IQ with EQ, you get Au- the chemical symbol for GOLD! This session will help you identify market opportunities for growth , and how to capture new customers.

Session objectives and takeaways include:

  • Online tools and websites designed to help you track trends in the marketplace
  • Product Analysis to determine if you have the right product for the borrower
  • An individual and customized tool to allow loan officers to see what type of people live where they work to make sure their specialty is applicable
  • Differentiation- What makes your product unique and special
  • Is Social Marketing right for your bank?
5:00- 6:15 PM Opening Reception in the Marketplace

Monday, April 7, 2014
7:15 - 8:15 AM

Power Breakfasts

Data Intelligence Changes the Way We All Do Business! "Defend the Castle" Against Fraud and Reputational Risk!
Merle D. Sharick, CMB, Solutions Consultant- Real Estate/Mortgage, LexisNexis

Fraud and misrepresentation helped cause a lot of what the housing and real estate finance world has experienced over the last five years.  The unwinding of those industries brought to light processes, procedures, tools, and data that need to be fixed! All the exposure has also placed the spotlight on protecting your institution from reputational risk exposure.  This session will focus on how data intelligence has evolved and can be helpful in changing the way we all do business! The regulators demand a change and the industry must to expect any different outcomes.  Data can be a valuable defense tool--but, data intelligence is even more important in making better decisions that can mean more business by helping expand the market.  There are more tools available now that the traditional tools that we ineffective in the past.

8:30 - 9:30 AM

Opening General Session

Bankers Perspective
Kelly King, President & CEO, BB&T

BB&T has long been a significant force in the lending industry.  Mr. King will share his views on the opportunities and potential growth areas for residential and commercial lending, as well as the regulatory influences affecting lending strategies. 

9:30 - 10:00 AM Break in the Marketplace
10:00 - 11:30 AM Concurrent Sessions

2C- Commercial Real Estate- Recovering from the Recovery
Brian D. Bailey, CCIM, Senior Financial Policy Analyst- Commercial Real Estate, Division of Supervision and Regulation Federal Reserve Bank of Atlanta

As the commercial real estate markets continue to slowly improve in tandem with the US economy, the challenge that many community banks face is the ability to properly identify lending prospects in their respective markets. Compounding this challenge will be the realization that not all property types will be at the same pace of recovery; making it extremely important to differentiate among those opportunities in order to improve profitability and avoid pitfalls. This session will discuss the commercial real estate markets and a prognosis of what to expect. Topics to be discussed are:

  • Overview of the Commercial Real Estate Markets
  • Identification of product types and their associated risk factors
  • Correlation of capitalization and interest rates
  • Long term outlook of the markets

2R- Safely and Profitably Lending Outside of QM
John Battaglia, President, Cambridge Mortgage Group

Leonard N. Chanin, Partner, Morrison & Foerster
J. Tyler Gilday, Vice President, Director of Retail Lending, Lake Sunapee Bank, FSB

This session will examine making loans that fall outside of Qualified Mortgage Safe Harbor, but still exhibit the Ability-to-Repay and some areas to consider when making these loans. A panel will discuss the due diligence and risk analysis their institutions performed that reinforced their decision to continue making Non-QM loans in their marketplace. Legal considerations will also be discussed with respect to the risks involved and steps to take to protect your bank in case of litigation without the protection of Safe Harbor.

11:30 AM- 12:30 PM Lunch in the Marketplace
12:30- 2:00 PM Concurrent Sessions

3C- Regulatory Guidance Update
Beverlea (Suzy) Gardner, Senior Examination Specialist, Federal Deposit Insurance Corporation
Carmen D. Holly, Supervisory Financial Analyst, Board of Governors of the Federal Reserve System
James "Jim" Stiel, CRC, Risk Specialist, Office of the Comptroller of the Currency

In an open discussion forum, gain the latest insights in the commercial lending market from the regulators- guidance on OREO; appraisal and environmental requirements; title search and insurance, etc.

3R- A Fair Lending Focal Points- Identifying Risks & Rewards in the Post Bureau Rulemaking World

Paul Hancock, Partner, K&L Gates

Jeff Jaffe, Senior Corporate Compliance Manager, SVP, Corporate Compliance, bank of the West
Bruce Schultz, Vice President, Secondary Marketing, SpiritBank

With the various Dodd-Frank Act rules on QM and Servicing becoming effective earlier this year, community banks engaged in residential mortgage lending are faced with a variety of new challenges and choices. This session will discuss one of the major compliance challenges faced daily by bankers, Fair Lending, and the context of it in the new post Bureau Rulemaking environment. The topics to be discussed are:

  • The current state of Fair Lending litigation related to residential mortgage lending
  • QM vs. Non-QM- Identifying Fair Lending Risks and making an informed decision in terms of product offerings
  • Meeting Your Bank's CRA Obligation with QM alone
  • Changes of QM vs. Non-QM lending operations
  • Fair Lending issues in Mortgage Servicing- What to be aware of

3R-B- Secondary Market Execution Options

Gary Manfredi, Correspondent Division Manager, Strene Agee Mortgage
Alan Hitchcock, Product Development Director, Freddie Mac

  • Understand the various delivery options
  • Considerations for deciding the best direction for your bank, depending on your banks appetite for risk
2:00- 2:30 PM Break in the Marketplace
2:30- 3:45 PM Concurrent Sessions

4C- CRE Stress Testing: A Roadmap for Community Banks
Michelle M. Lucci, CRCM, CAMS, Risk Management Consultant Bankers Toolbox

This session covers stress testing from start to finish, through and exploration of the guidance banks must follow, and how community banks can perform the stress test and present the results.

Session Learning Objectives:

  • Identify data required to perform stress testing
  • Estimate and calculate certain fields that are needed to perform the analysis
  • Once data is tabulated, learn how to apply results in many areas of risk management


4R- A- QC reporting- How Banks can Reduce Compliance Costs and Deliver Bottom Line Results


Tom Drago, V.P., Chief Compliance Officer, CoastalStates Bank
Brian Fitzpatrick, President & CEO, LoanLogic
Steve Spies, Vice President, Loan Quality and Lender Assessment, Fannie Mae

GSE loan quality initiatives and new FHA plans have made QC reporting a requirement. Every bank needs a solid understanding of how to meet these requirements, but also how to turn these compliance costs into return on investment for loan quality initiatives. QC reporting and the business intelligence it can provide offers significant value for banks looking to improve lending operations and deliver bottom line benefits.

Attending this session will help you:

  • Understand FHA and GSE loan quality reporting requirements and how to comply
  • Leverage QC reporting as a key tool to impartially monitor the performance of existing technology, processes, training and personnel of an organization
  • Evaluate options for establishing a quality control framework that can proactively reduce repurchase risk and lender liability
  • Learn how granular to global reporting can drive sound business improvements and ROI

4R-B- Vendor Management- Overcoming Challenges with Complex 3rd Party Relationships in Today's Mortgage Industry

Richard Anderl, Senior Manager- Financial Services Advisory, Grant Thornton, LLP
Molly Curl, Bank Regulatory National Advisory Partner, Grant Thornton
Martha Woelke, SVP, Retail Lending Product Manager, First Federal Bank

In today's complex environment, external vendors play large roles in all phases of the mortgage life cycle. They provide critical information to the bankers who originate the loan, provide support services such as QA/QC, and in many cases handle the whole loan servicing process for mortgage lenders. Ensuring these 3rd parties are well managed is a continuous challenge in today's mortgage business. Our expert panel will answer your questions on the issues we all face with vendor management, and discuss how lenders and servicers are putting processes in place to ensure success in the long run.

4:00- 5:15 PM Concurrent Sessions

5C- The Importance of the Appraisal Review Function in Community Banking Institutions
Bill Garber, Director of Government and Industry Relations, Appraisal Institute
Robert Parson, Appraisal Policy Specialist, Credit & Market Risk, Office of the Comptroller of the Currency (OCC)
Ken Wilson, MAI, SRA, President, Appraisal Institute

Community banks are facing increasing examiner scrutiny regarding appraisal review functions. This presentation will help improve risk management.

Session Objectives:

  • Learn how to structure a review function and effectively work with appraisers to enhance risk management
  • Identify qualities to look for in an appraiser to help ensure competency during the appraisal review process
  • Understand how evolving regulations are impacting the appraisal review function within community banks.

5R- TILA/RESPA: Will Your Bank Be Ready for the New and Merged Mortgage Disclosure World?

Rod Alba, Vice President and Regulatory Counsel, Mortgage Markets, Financial Management & Public Policy, American Bankers Association
David Kelly, CRCM, AMLP, Chief Risk Officer, FirstBank
Phillip L. Schulman, Partner, K&L Gates

The integration of the RESPA and TILA disclosures into one massive regulation will be a top priority issue for banks in 2014 and 2015. The compliance date may be many months away, but the new disclosure rules will force considerable changes on your systems and origination practices. It is imperative that banks have an early and clear understanding of the size and scope of these changes now. This session provides a high level look at the new rules, how they differ from pervious requirements, and the concerns these changes pose for your business.

5:15- 6:15 PM Reception in the Marketplace

Tuesday, April 8, 2014
7:00 - 8:00 AM

Power Breakfasts

Next Gen End-to-End Origination Platform
Shaun McCrary, D+H, Regional Sales Manager

According to Celent, North American banks' IT spending will grow up to $59.5 billion in 2014.  See how you can leverage this opportunity with next generation, 100% web-based (cloud computing) origination technology to meet the evolving needs of your customers, level the competitive playing field to capture volume, ease the burden of ever-changing regulations and streamline your lending operations.  From capturing new online business, empowering branch associates and better equipping loan offers, to processing, closing, imaging and secondary marketing, check out how the Mortgagebot TM platform spans the entire origination cycle. 

Originating, Buying, and Selling Mortgage Assets in a QM World
Ben Wu, Executive Director, LoanScoreCard

Residential lending changed on January 10, 2014, when CFPB's new rule on Ability-to-Repay and Qualified Mortgage went into effect.  Whether you sell loans to the secondary market or hold them in portfolio, the landscape of compliance, liability, and liquidity surrounding your mortgage assets has fundamentally shifted.  Come see whether you truly understand the impact of QM on your bank, as well as the potential opportunities that may await.

8:00 - 9:00 AM

General Session
Richard Parsons, Writer, Advisor, 10X Risk Management, LLC

In the aftermath of the most recent banking crisis, the U.S. banking industry has entered a new era of "whack-a-mole" regulatory supervision, and with it, banks run the risk of missing the big picture risks that matter most.  In this discussion, bankers will be challenged to "major in the majors" -- Strategy, Talent/ Skills, and Competitor Behavior.  Expect your thinking about the industry to be challenged as the speaker raises three "10X" challenges bank executives and directors face in this new era:

  • Do we have the talent today and tomorrow to compete successfully?
  • Do we have a clear strategy to achieve our short-term and long-term profit targets?
  • Do we understand the risks created by our competitors?
9:00 - 9:45 AM Break in the Marketplace
9:45 - 11:00 AM Concurrent Sessions

6C- Analysis + Underwriting
Anders M. Tomson, President of Capital Bank Division, Chemung Financial Corporation

With the continued improvement in the commercial real estate markets, community banks will be under intense pressure to properly identify origination opportunities.  Banks need to evaluate those opportunities by establishing a consistent approach to analysis and underwriting in order to grow market share and improve profitability.  Their ability to differentiate the myriad of Sponsors, Markets and Credit will allow them to prosper and avoid those situations that they may have encountered during the last commercial real estate downturn.  This session will discuss those concepts that will help banks navigate their respective commercial real estate markets.  This session will discuss those concepts that will help banks navigate their respective commercial real estate markets:

  • Identifying those commercial real estate sponsors that possess both integrity and experience
  • Evaluating real estate locations, markets, products, entitlements, environmental concerns, rent rolls, and structural considerations
  • Determining underwriting metrics including financial covenants, guarantees, liquidity, and cash flows.

6R- What You Need to Know About Servicing
Krista Shonk, Vice President, Mortgage Finance, Senior Regulatory Counsel, American Bankers Association

Nicole Daniels, VP, Loan Administration, North Shore Bank
William G. Roehrenbeck, Master CMB, Chairman & CEO, Arvest Mortgage Company, Centran Mortgage Company
Peter T. Sorce, CMB, President, Midwest Loan Services

The servicing business is rapidly evolving-- from ever changing investor requirements, to new compliance responsibilities and borrower rights, to unfavorable capital treatment for servicing rights.  This session will explore strategies for managing your servicing operations in today's environment.  Topics include subservicing, building economies of scale, technology improvements, opportunities for cross-selling, and much more!

11:15 AM-12:30 PM Concurrent Sessions

7C- Best Practices for CRE Concentration Policy Guidance"Speaker:
Dev Strischek, Senior Credit Policy Officer, Corporate Risk Management, SunTrust Bank

Regardless of its size, your institution needs to effectively manage CRE concentration risk.  This informative session will identify best practices in setting, implementing, and maintaining CRE concentration policies and provide practical advice on how to successfully augment these policies.
Topics include:

  • Regulatory expectations for CRE concentration management
  • Managing policy expectations
  • CRE asset quality benchmarks

7R- Is Your Bank Ready for Today's Mortgage Customer?
Christine Pratt
, Senior Analyst- Credit Industry Research, Aite Group
Andrew P. Zavarella, Senior Vice President, Retail Lending, First Mid-Illinois Bank & Trust

Pre-mortgage-meltdown consumers never cared much where they borrowed money. Today that has changed and the first choice for many applying for a mortgage is a bank they trust.  However, if this trusted provider doesn't move quickly, confidently, and transparently, the customer moves on (and shares the story, probably on Facebook).  So how do lenders ensure that customers' (and of course regulators') expectations for 24/7, anytime, anywhere mortgage application processing are met without breaking the bank? This session discusses challenges, opportunities, and best practices in application process that can help ensure your bank is ready for every "new" mortgage customer.

12:30 PM Conference Adjourns


Program ​Questions? Please contact John Capotosto for more information.