ABA Real Estate Lending Conference

April 4-6, 2018 • JW Marriott • Indianapolis, IN



Overview  |  Registration  |  Program  |  Hotel & Venue  |  Partners & Sponsors  |  Speakers

2018 ABA Real Estate Lending Conference Program Schedule



 

 Full Program Schedule

 
Wednesday, April 4 | Thursday, April 5 | Friday, April 6

Wednesday, April 4, 2018
12:00 pm - 6:00 pm CONFERENCE REGISTRATION OPEN
3:00 - 4:00 pm OPENING GENERAL SESSION
The Speed of Wow: How Fast Can You Get Fast?

If the speed of doing business continues to increase in the next 10 years; ask yourself, How Fast Can You Get Fast? Go down the success road to understand the critical difference between going fast and being fast; grasp how to remove the Speed Bumps that slow you down; learn how to achieve trailblazing performance, and why corporations sometimes struggle to emulate these valuable traits.
  • Speaker: Derek Daly, International Racing Champion, Best-Selling Author, and TV's Face of Motor Sports
4:15 - 5:15 pm CONCURRENT SESSIONS
RESIDENTIAL TRACK
Hedging for Dummies
Hear how to understand overall risks associated with hedging, discover best practices from bank practitioners, assess opportunities for your bank, and identify steps to adopt a hedging strategy.
  • Speakers:
    • David Brennan, Senior Vice President - Cheif Residential & Consumer Lending Officer, Cape Cod Savings Bank
    • Arthur Schultz, Director, Capital Markets, Fannie Mae
COMMERCIAL TRACK
Protecting Your Asset Pool in a Competitive Environment
In today’s competitive environment banks are aggressively cutting terms – guaranty’s, carve outs, amortizations - in order to win the business and grow their portfolio, often at the expense of protecting their asset pool. This session examines best practices from a lenders and debtor’s viewpoint, and provides an understanding of loan participation agreements, LIBOR and workouts, so you better understand the overall effects of leveraging terms to close the deal.
  • Speakers:
    • Brett Anders, Chair, Loan Enforcement and Creditor Bankruptcy Group, Polsinelli
    • Dan Flanigan, Chair, Real Estate and Financial Services, Polsinelli
5:15 - 6:45 pm WELCOME RECEPTION

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Thursday, April 5, 2018
7:00 am - 5:30 pm CONFERENCE REGISTRATION OPEN
7:00 - 8:00 am POWER HOUR
8:15 - 8:45 am GENERAL SESSION
Regulatory Roundup

Fasten your seatbelts – in this fast paced session, ABA regulatory experts will cover key regulatory and topics of concern for both residential and commercial lenders.
8:45 - 9:30 am GENERAL SESSION
Economic Outlook

ABA’s Senior Economist Curtis Dubay will provide an overview of current economic conditions and how they impact the real estate market in both the near and long term. Particular attention will be paid to recent legislative developments, including tax reform. The discussion will also will touch on how changes to the economy caused by tax reform will affect the real estate industry and how specific provisions in the bill, such as changes to the Mortgage Interest Deduction and business interest deductibility, will affect the industry.
  • Speaker: Curtis Dubay, Senior Economist, American Bankers Association
9:30 - 10:30 am BREAK WITH PARTNERS
10:30 - 11:45 am CONCURRENT SESSIONS
RESIDENTIAL TRACK
Process Analytics for Better Efficiecies

Learn to maximize efficiencies in the manufacturing process, how to use peer benchmarking, and take-away implementable best practices and tactics.
  • Speaker: Garth Graham, Senior Partner, Stratmor Group
COMMERCIAL TRACK
Building CRE Lender Bench Strength

Community banks are challenged with attracting commercial lenders to join their team to assist the bank in hitting budgeted loan growth goals. While larger banks can leverage their size and compensation models, where are community bankers recruiting their commercial lenders, and how are they developing commercial lenders from within their own organization? This panel will discuss trends shaping the search industry and share best practices from banks who have developed talent from within.
  • Moderator: Sharon Whitaker, Vice President, Commercial Real Estate & Finance, American Bankers Association
  • Panelists:
    • J. Greg Burgess, Chief Credit Officer, FirstCapital Bank of Texas
    • Kristine Oliver, Managing Director, Pearl Meyer
11:45 am - 1:00 pm GENERAL SESSION AND LUNCH
1:00 - 2:15 pm CONCURRENT SESSIONS
RESIDENTIAL TRACK
Competing in Today's Market - Bankers Roundtable

Understand the current competitive environment, identify alternative distribution solutions, get the tools to compete against non-bank competitors, and build a strategy when competing for talent.
  • Speaker: John Battaglia, Senior Vice President, Cooperative Bank
COMMERCIAL TRACK
Trends and Strategies to Grow Your Business

As lending competition now includes more than traditional lenders, commercial banks are taking a fresh look at their strategy to compete and win commercial real estate business. What they are finding is there isn’t a “one size fits all” approach and that client relationships still matter. In a moderated panel discussion, bankers will review a broad mix of trends – pricing, participations, marketing and technology – that are shaping their business strategy.
  • Moderator: W. Andrew Holden, CCIM, Executive Vice President, Commonwealth Bank & Trust Company
  • Speakers:
      • Mark Ciotti, Executive Vice President, Anchor Commercial Bank
      • Steven L. Karn, Manager, Investment Real Estate, First Merchants Bank
      • Natalie Lynch, Senior Vice President, Market President, Longview Oak Forest, Austin Bank
2:15 - 3:00 pm BREAK WITH PARTNERS
3:00 - 5:00 pm CONCURRENT SESSIONS
RESIDENTIAL TRACK
3:00 - 4:00
To Build or Not Build - a Niche Marketing Campaign

If you build it, will they come? This session will provide you with tools to assess your own unique opportunities in regards to a niche marketing campaign. Specifically, after attending this session, you will be able to assess your own resources and internal strengths, and identify the market needs in your geographical market. Additionally, by leveraging your bank’s brand and marketing dollars, this session will provide a road map to translate those market needs into a tangible niche offering campaign that is clear and compelling.
  • Speaker: Jeff Jumpe, Senior Vice President and Chief Marketing Officer, Arch MI

4:00 - 5:00
Build a "Rock Star" QC Process

Community banks with a commitment to quality control recognize that quality begins before an application is taken and continues throughout the entire mortgage origination process. Reliable and effective quality control programs are essential to successful mortgage lending and while no single quality control program can meet the needs of all lenders, certain characteristics are found in all effective quality control programs. So, what are the best options for “Rock Star” quality control process? This session will help you to determine your most efficient yet effective ways to meet all the requirements and utilize best practices for quality control programs, either in-house or outsourced.

COMMERCIAL TRACK
3: 00 - 5: 00
Psychology of Negotiations

In this interactive workshop, participants will consider how to make better decisions so as to negotiate real estate transactions and lending relationships more effectively. Participants will practice collaborating for joint gain while competing strategically for their own side. Research-based managerially tested concepts underlie the individual, pair, and group experiential activities.
  • Speaker: Harris Sondak, Ph.D., David Eccles Professor, Chair, Department of Management, University of Utah
5:00 - 6:00 pm RECEPTION IN THE MARKETPLACE

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Friday, April 6, 2018
7:00 am - 12:00 pm CONFERENCE REGISTRATION OPEN
7:00 - 8:00 am POWER HOUR
8:15 - 9:15 am GENERAL SESSION
The Road to Real Estate Development

Gain insights into the evolving real estate lending landscape. Bank CEOs share their successes and concerns in strengthening community efforts.
9:15 - 10:00 am BREAK WITH PARTNERS
10:00 - 11:00 am CONCURRENT SESSIONS
RESIDENTIAL TRACK
The Evolution of LO Talent in Today’s Lending Environment
  • How has the lending environment changes and what traits are needed to be successful?
  • Organization traits and culture that attract (and retain) successful LO’s
  • Build or Buy – what direction should your bank take?
  • Speaker: Pat Sherlock, QFS Sales Solutions
COMMERCIAL TRACK
CRE Trends You Need to Know
Understanding the real estate landscape and the developing trends are paramount for any lender active in the commercial real estate market. This session will provide a current overview of the real estate landscape, top changes expected over the next two years as well as leading indicators we as lenders should be looking for to maintain health in our portfolios.
  • Speaker: Brian Bailey, Subject Matter Expert, Federal Reserve Bank of Atlanta
11:15 am - 12:15 pm CONCURRENT SESSIONS
RESIDENTIAL TRACK
How Technology and Partnerships are Helping Push Mortgage Leanding Forward
  • Changing landscape for mortgage lending
  • Partnering with financial technology companies
  • What does the future hold for banks
COMMERCIAL TRACK
So We Have Concentrations, What's the Big Deal?
Commercial Real Estate Loans are becoming the “bread and butter” for Community Banks. Expanding these loans types to increase your bank’s spreads brings with it additional regulatory scrutiny. So what is a Community Bank to do? Learn how to establish industry concentration limits that fit into your bank’s strategic plan while satisfying your regulators. Discover techniques and risk management tools for expanding your portfolio to impress your board and regulators for industry and CRE concentration limits.
  • Speaker: Roger Shumway, Executive Vice President and Chief Credit Officer, Bank of Utah
12:45 pm Conference Adjourns

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 Residential Track

 
Wednesday, April 4 | Thursday, April 5 | Friday, April 6

Wednesday, April 4, 2018
12:00 pm - 6:00 pm CONFERENCE REGISTRATION OPEN
3:00 - 4:00 pm OPENING GENERAL SESSION
The Speed of Wow: How Fast Can You Get Fast?

If the speed of doing business continues to increase in the next 10 years; ask yourself, How Fast Can You Get Fast? Go down the success road to understand the critical difference between going fast and being fast; grasp how to remove the Speed Bumps that slow you down; learn how to achieve trailblazing performance, and why corporations sometimes struggle to emulate these valuable traits.
  • Speaker: Derek Daly, International Racing Champion, Best-Selling Author, and TV's Face of Motor Sports
4:15 - 5:15 pm CONCURRENT SESSION
Hedging for Dummies
Hear how to understand overall risks associated with hedging, discover best practices from bank practitioners, assess opportunities for your bank, and identify steps to adopt a hedging strategy.
  • Speakers:
    • David Brennan, Senior Vice President - Cheif Residential & Consumer Lending Officer, Cape Cod Savings Bank
    • Arthur Schultz, Director, Capital Markets, Fannie Mae
5:15 - 6:45 pm WELCOME RECEPTION

Back to top



Thursday, April 5, 2018
7:00 am - 5:30 pm CONFERENCE REGISTRATION OPEN
7:00 - 8:00 am POWER HOUR
8:15 - 8:45 am GENERAL SESSION
Regulatory Roundup

Fasten your seatbelts – in this fast paced session, ABA regulatory experts will cover key regulatory and topics of concern for both residential and commercial lenders.
8:45 - 9:30 am GENERAL SESSION
Economic Outlook

ABA’s Senior Economist Curtis Dubay will provide an overview of current economic conditions and how they impact the real estate market in both the near and long term. Particular attention will be paid to recent legislative developments, including tax reform. The discussion will also will touch on how changes to the economy caused by tax reform will affect the real estate industry and how specific provisions in the bill, such as changes to the Mortgage Interest Deduction and business interest deductibility, will affect the industry.
  • Speaker: Curtis Dubay, Senior Economist, American Bankers Association
9:30 - 10:30 am BREAK WITH PARTNERS
10:30 - 11:45 am CONCURRENT SESSION
Process Analytics for Better Efficiecies

Learn to maximize efficiencies in the manufacturing process, how to use peer benchmarking, and take-away implementable best practices and tactics.
  • Speaker: Garth Graham, Senior Partner, Stratmor Group
11:45 am - 1:00 pm GENERAL SESSION AND LUNCH
1:00 - 2:15 pm CONCURRENT SESSION
Competing in Today's Market - Bankers Roundtable

Understand the current competitive environment, identify alternative distribution solutions, get the tools to compete against non-bank competitors, and build a strategy when competing for talent.
  • Speaker: John Battaglia, Senior Vice President, Cooperative Bank
2:15 - 3:00 pm BREAK WITH PARTNERS
3:00 - 5:00 pm CONCURRENT SESSION
3:00 - 4:00
To Build or Not Build - a Niche Marketing Campaign

If you build it, will they come? This session will provide you with tools to assess your own unique opportunities in regards to a niche marketing campaign. Specifically, after attending this session, you will be able to assess your own resources and internal strengths, and identify the market needs in your geographical market. Additionally, by leveraging your bank’s brand and marketing dollars, this session will provide a road map to translate those market needs into a tangible niche offering campaign that is clear and compelling.
  • Speaker: Jeff Jumpe, Senior Vice President and Chief Marketing Officer, Arch MI

4:00 - 5:00
Build a "Rock Star" QC Process

If you build it, will they come? This session will provide you with tools to assess your own unique opportunities in regards to a niche marketing campaign. Specifically, after attending this session, you will be able to assess your own resources and internal strengths, and identify the market needs in your geographical market. Additionally, by leveraging your bank’s brand and marketing dollars, this session will provide a road map to translate those market needs into a tangible niche offering campaign that is clear and compelling.
5:00 - 6:00 pm RECEPTION IN THE MARKETPLACE

Back to top




Friday, April 6, 2018
7:00 am - 12:00 pm CONFERENCE REGISTRATION OPEN
7:00 - 8:00 am POWER HOUR
8:15 - 9:15 am GENERAL SESSION
The Road to Real Estate Development

Gain insights into the evolving real estate lending landscape. Bank CEOs share their successes and concerns in strengthening community efforts.
9:15 - 10:00 am BREAK WITH PARTNERS
10:00 - 11:00 am CONCURRENT SESSION
The Evolution of LO Talent in Today’s Lending Environment
  • How has the lending environment changes and what traits are needed to be successful?
  • Organization traits and culture that attract (and retain) successful LO’s
  • Build or Buy – what direction should your bank take
  • Speaker: Pat Sherlock, QFS Sales Solutions
11:15 am - 12:15 pm CONCURRENT SESSION
How Technology and Partnerships are Helping Push Mortgage Leanding Forward
  • Changing landscape for mortgage lending
  • Partnering with financial technology companies
  • What does the future hold for banks
12:45 pm Conference Adjourns

Back to top

 

 Commercial Track

 
Wednesday, April 4 | Thursday, April 5 | Friday, April 6

Wednesday, April 4, 2018
12:00 pm - 6:00 pm CONFERENCE REGISTRATION OPEN
3:00 - 4:00 pm OPENING GENERAL SESSION
The Speed of Wow: How Fast Can You Get Fast?

If the speed of doing business continues to increase in the next 10 years; ask yourself, How Fast Can You Get Fast? Go down the success road to understand the critical difference between going fast and being fast; grasp how to remove the Speed Bumps that slow you down; learn how to achieve trailblazing performance, and why corporations sometimes struggle to emulate these valuable traits.
  • Speaker: Derek Daly, International Racing Champion, Best-Selling Author, and TV's Face of Motor Sports
4:15 - 5:15 pm CONCURRENT SESSION
Protecting Your Asset Pool in a Competitive Environment
In today’s competitive environment banks are aggressively cutting terms – guaranty’s, carve outs, amortizations - in order to win the business and grow their portfolio, often at the expense of protecting their asset pool. This session examines best practices from a lenders and debtor’s viewpoint, and provides an understanding of loan participation agreements, LIBOR and workouts, so you better understand the overall effects of leveraging terms to close the deal.
  • Speakers:
    • Brett Anders, Chair, Loan Enforcement and Creditor Bankruptcy Group, Polsinelli
    • Dan Flanigan, Chair, Real Estate and Financial Services, Polsinelli
5:15 - 6:45 pm WELCOME RECEPTION

Back to top



Thursday, April 5, 2018
7:00 am - 5:30 pm CONFERENCE REGISTRATION OPEN
7:00 - 8:00 am POWER HOUR
8:15 - 8:45 am GENERAL SESSION
Regulatory Roundup

Fasten your seatbelts – in this fast paced session, ABA regulatory experts will cover key regulatory and topics of concern for both residential and commercial lenders.
8:45 - 9:30 am GENERAL SESSION
Economic Outlook

Gain industry perspectives on the economic outlook for residential and commercial real estate lending.
ABA’s Senior Economist Curtis Dubay will provide an overview of current economic conditions and how they impact the real estate market in both the near and long term. Particular attention will be paid to recent legislative developments, including tax reform. The discussion will also will touch on how changes to the economy caused by tax reform will affect the real estate industry and how specific provisions in the bill, such as changes to the Mortgage Interest Deduction and business interest deductibility, will affect the industry.
  • Speaker: Curtis Dubay, Senior Economist, American Bankers Association
9:30 - 10:30 am BREAK WITH PARTNERS
10:30 - 11:45 am CONCURRENT SESSION
Building CRE Lender Bench Strength

Community banks are challenged with attracting commercial lenders to join their team to assist the bank in hitting budgeted loan growth goals. While larger banks can leverage their size and compensation models, where are community bankers recruiting their commercial lenders, and how are they developing commercial lenders from within their own organization? This panel will discuss trends shaping the search industry and share best practices from banks who have developed talent from within.
  • Moderator: Sharon Whitaker, Vice President, Commercial Real Estate & Finance, American Bankers Association
  • Panelists:
    • J. Greg Burgess, Chief Credit Officer, FirstCapital Bank of Texas
    • Kristine Oliver, Managing Director, Pearl Meyer
11:45 am - 1:00 pm GENERAL SESSION AND LUNCH
1:00 - 2:15 pm CONCURRENT SESSIONS
Trends and Strategies to Grow Your Business

As lending competition now includes more than traditional lenders, commercial banks are taking a fresh look at their strategy to compete and win commercial real estate business. What they are finding is there isn’t a “one size fits all” approach and that client relationships still matter. In a moderated panel discussion, bankers will review a broad mix of trends – pricing, participations, marketing and technology – that are shaping their business strategy.
  • Moderator: W. Andrew Holden, CCIM, Executive Vice President, Commonwealth Bank & Trust Company
  • Speakers:
      • Mark Ciotti, Executive Vice President, Anchor Commercial Bank
      • Steven L. Karn, Manager, Investment Real Estate, First Merchants Bank
      • Natalie Lynch, Senior Vice President, Market President, Longview Oak Forest, Austin Bank
2:15 - 3:00 pm BREAK WITH PARTNERS
3:00 - 5:00 pm CONCURRENT SESSIONS
3: 00 - 5: 00
Psychology of Negotiations

In this interactive workshop, participants will consider how to make better decisions so as to negotiate real estate transactions and lending relationships more effectively. Participants will practice collaborating for joint gain while competing strategically for their own side. Research-based managerially tested concepts underlie the individual, pair, and group experiential activities.
  • Speaker: Harris Sondak, Ph.D., David Eccles Professor, Chair, Department of Management, University of Utah
5:00 - 6:00 pm RECEPTION IN THE MARKETPLACE

Back to top




Friday, April 6, 2018
7:00 am - 12:00 pm CONFERENCE REGISTRATION OPEN
7:00 - 8:00 am POWER HOUR
8:15 - 9:15 am GENERAL SESSION
The Road to Real Estate Development

Gain insights into the evolving real estate lending landscape. Bank CEOs share their successes and concerns in strengthening community efforts.
9:15 - 10:00 am BREAK WITH PARTNERS
10:00 - 11:00 am CONCURRENT SESSIONS
CRE Trends You Need to Know
Understanding the real estate landscape and the developing trends are paramount for any lender active in the commercial real estate market. This session will provide a current overview of the real estate landscape, top changes expected over the next two years as well as leading indicators we as lenders should be looking for to maintain health in our portfolios.
  • Speaker: Brian Bailey, Subject Matter Expert, Federal Reserve Bank of Atlanta
11:15 am - 12:15 pm CONCURRENT SESSIONS
So We Have Concentrations, What's the Big Deal?
Commercial Real Estate Loans are becoming the “bread and butter” for Community Banks. Expanding these loans types to increase your bank’s spreads brings with it additional regulatory scrutiny. So what is a Community Bank to do? Learn how to establish industry concentration limits that fit into your bank’s strategic plan while satisfying your regulators. Discover techniques and risk management tools for expanding your portfolio to impress your board and regulators for industry and CRE concentration limits.
  • Speaker: Roger Shumway, Executive Vice President and Chief Credit Officer, Bank of Utah
12:45 pm Conference Adjourns

Back to top