Curriculum | Commercial Lending School - Foundational

8:00 AM – 9:30 AM

Evaluating the commercial borrower’s business strategy

A successful business requires borrowers to have a sound business strategy. This course will focus on understanding the key business strategies a borrower should consider to be successful. It will cover some critical areas where businesses can go wrong. The content will include such areas of industry considerations, understanding the business cycle and determining if your borrower has devoted sufficient time to understanding critical challenges that can impact their business strategy.

• Kevin Nickodem, Retired – Senior Facilitator, Kevin J. Nickodem

9:30 AM – 9:45 AM

Break

9:45 AM – 12:00 PM

The importance of cash flow

Commercial lenders must discern with every loan how a borrower will access or generate the required cash necessary to repay loan(s) to the bank in full. This course prepares participants to thoroughly analyze cash flow, which is usually the primary source of loan repayment. Participants will gain an understanding of how borrowers’ and guarantors’ personal and business financial statements and tax returns aid in underwriting cash flow. Participants will examine the most commonly used lending cash flow analysis methods (including traditional debt service coverage analysis, global debt service coverage analysis and uniform direct cash flow analysis) and discuss the benefits of drawbacks of the application of each method.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

12:00 PM – 1:00 PM

Lunch

1:00 PM – 2:15 PM

The importance of cash flow

Commercial lenders must discern with every loan how a borrower will access or generate the required cash necessary to repay loan(s) to the bank in full. This course prepares participants to thoroughly analyze cash flow, which is usually the primary source of loan repayment. Participants will gain an understanding of how borrowers’ and guarantors’ personal and business financial statements and tax returns aid in underwriting cash flow. Participants will examine the most commonly used lending cash flow analysis methods (including traditional debt service coverage analysis, global debt service coverage analysis and uniform direct cash flow analysis) and discuss the benefits of drawbacks of the application of each method.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

2:15 PM – 2:30 PM

Break

2:30 PM – 3:30 PM

ABA Commercial Loan Simulation orientation

The ABA Commercial Loan Simulation offers students a real-world, decision-making tool focused on educating, collaborating and negotiating between a wide range of commercial loans. The team-based exercises use practical scenarios allowing students to practice blending the art of deal selection with the rigors of loan pricing and credit underwriting while aiming to maximize shareholder value.

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

3:30 PM – 3:45 PM

Break

3:45 PM – 5:00 PM

Simulation breakout 1

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

5:00 PM – 5:45 PM

Simulation bid session 1

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

8:00 AM – 9:15 AM

Determining repayment ability: Cash flow, collateral and guarantees

Bankers expect commercial borrowers and their owners to be able to repay their loans from the business operations, and lenders are expected to include the collateral and owners-guarantors in the repayment calculation. This course is aimed at ensuring credit analysts, underwriters and lenders are accurate and consistent in calculating repayment ability from global cash flow (GCF), collateral and guarantors. Management guidance for monitoring the accuracy and consistency of repayment ability is also included.

• Martin “Dev” Strischek, Principal, Devon Risk Advisory Group, LLC

9:15 AM – 9:30 AM

Break

9:30 AM – 11:45 AM

Fundamentals of commercial real estate lending

Commercial real estate (CRE) loans continue to be a major portion of bank loan portfolios. Also, many borrowers continue to hold significant amounts of income-producing or rental real estate on their balance sheets. Whether directly financing these assets or including the income stream(s) in your overall credit analysis, it is important to understand key analytical concepts in evaluating real estate cash flow. And with the longer-term structure of these credits, it is important to use the updated cash flow analysis as part of ongoing loan monitoring and updating of collateral values — not in lieu of appraisals, but as interim and supplemental steps between formal valuations.

• Richard Hamm, Owner, Advantage Consulting & Training

12:00 PM – 1:00 PM

Lunch

1:00 PM – 2:30 PM

Fundamentals of C&I lending

An emphasis on growing and effectively underwriting and managing C&I loans is essential to the success of banks of all sizes, especially in today’s highly competitive lending environment, yet C&I lending is still underappreciated by many lenders. This course will clearly define Commercial and Industrial (C&I) lending and the opportunities this lending line of business can provide for profitable loan portfolio growth, as well as the often-unforeseen risks lenders assume when extending credit to C&I borrowers. This session will explore the C&I underwriting and lending fundamentals including financial statement analysis, business SWOT analysis, collateral evaluation and monitoring, proper loan structuring and risk mitigation.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

2:30 PM – 2:45 PM

Break

2:45 PM – 4:00 PM

ABA Commercial Loan Simulation orientation

The ABA Commercial Loan Simulation offers students a real-world, decision-making tool focused on educating, collaborating and negotiating between a wide range of commercial loans. The team-based exercises use practical scenarios allowing students to practice blending the art of deal selection with the rigors of loan pricing and credit underwriting while aiming to maximize shareholder value.

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

4:00 PM – 4:15 PM

Break

4:15 PM – 5:15 PM

Simulation breakout 2

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

5:30 PM – 6:00 PM

Simulation bid session 2

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

9:30 AM – 11:00 AM

An introduction to credit risk management: Credit policy and credit culture

A bank’s Loan Policy is the initial Asset Quality control apparatus. Credit culture describes the rigor employed in the underwriting and loan approval process, and the consistent identification and recognition of potential risk factors. While policy describes what “should be done,” a bank’s Credit Culture often dictates what actually “does get done.” This course discusses credit policy standards and procedures and their interaction with credit culture. It includes tested best practices for topics such as approval of specific credits, loan committee structures, risk rating systems, Board of Director input and involvement, MIS systems, and how they all interact with a Bank’s strategic plan, Loan Reviews and bank examinations.

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank

11:00 AM – 11:15 AM

Break

11:15 AM – 12:15 PM

Fundamentals of commercial construction lending

This course covers the basic elements of construction lending and the factors that impact the credit decision. Is this construction project economically viable? Will the project of the proposed income producing or owner-occupied business building meet the owner’s requirements? Will the general contractor (G/C) complete the project on time and budget to the specifications of the architectural plan and owner?

• Dan Harrington, Vice President, Senior Lender, Itasca Bank & Trust

12:15 PM – 1:00 PM

Lunch

1:00 PM – 2:00 PM

A conversation with federal regulators – Emerging issues for lending portfolios

The session is a panel discussion with representatives of the Federal Reserve, the FDIC and OCC. Each panelist has a strong credit background, knowledge in regulatory lending emerging issues, and current or recent bank examination experience.

1. Broad overview of hot topics in lending regulations
2. How to better prepare for your safety and soundness exam
3. Common findings of what may be lacking in the credit files
4. Exam protocols or best practices to make an exam go smoothly
5. Insights on best practices for forbearance and post-forbearance solutions
6. Pandemic recovery – insights on when to upgrade credits
7. What examiners are focusing on in 2026

• Lorenzo Garza, Vice President of Banking Supervision, Federal Reserve Bank of Dallas
• Joseph Hoge, Bank Examiner, Office of the Comptroller of the Currency
• Kevin Cole, Senior Examination Specialist, FDIC – Atlanta Regional Office
• Moderator: David Rodarte, AVP, Credit Analyst Assistant Manager, Austin Bank

2:00 PM – 2:15 PM

Break

2:15 PM – 3:45 PM

Electives

Navigating commercial real estate lending

This elective course is designed for professionals in the commercial lending industry who want to deepen their understanding of current trends and best practices in commercial real estate (CRE) lending. The course will cover hot topics in the market, key appraisal considerations and the intricacies of perfecting liens. Through an interactive Q&A format, participants will have the opportunity to engage with industry experts and network with peers, fostering a collaborative learning environment.

Deep dive into C&I lending

This elective applies key Commercial & Industrial (C&I) lending concepts through real-world business cases in small group settings. Students focus on identifying cash flow and liquidity challenges to enhance their credit analysis and deliver greater value to clients. The course also covers working capital analysis to assess funding needs, the application of UCA cash flow methods for loan evaluations, and the principles of source and use of funds. Participants will gain access to resources, including a cash flow early warning checklist, a 5-minute cash flow statement analysis, and an Excel template for evaluating the monetary implications of inefficiencies in the cash conversion cycle.

Profitability: Banks financial analysis and asset/liability management

Understanding the components of a balance sheet, and how they drive the income statement, is critical to understanding how commercial lending affects bank performance. Management reporting, including Asset-Liability Management (ALCO) and profitability reporting, are used internally to manage risks, measure progress and drive decision-making. In this course, learn to identify profit drivers that result in positive financial performance and how to develop a strategy that focuses on strategic objectives that drive long-term success.

Small business administration lender training: Marketing, loan origination and post-closing

This session is designed for financial institutions interested in becoming SBA lenders or increasing SBA lending activity. Participants will gain in-depth knowledge of SBA 7(a) marketing strategies, loan origination best practices, pre-closing loan modifications and essential post-closing procedures. Bonus highlights include SBA 504 lending and how to leverage both programs together.

3:45 PM – 4:00 PM

Break

4:00 PM – 5:30 PM

Electives

Navigating commercial real estate lending

This elective course is designed for professionals in the commercial lending industry who want to deepen their understanding of current trends and best practices in commercial real estate (CRE) lending. The course will cover hot topics in the market, key appraisal considerations and the intricacies of perfecting liens. Through an interactive Q&A format, participants will have the opportunity to engage with industry experts and network with peers, fostering a collaborative learning environment.

Deep dive into C&I lending

This elective applies key Commercial & Industrial (C&I) lending concepts through real-world business cases in small group settings. Students focus on identifying cash flow and liquidity challenges to enhance their credit analysis and deliver greater value to clients. The course also covers working capital analysis to assess funding needs, the application of UCA cash flow methods for loan evaluations, and the principles of source and use of funds. Participants will gain access to resources, including a cash flow early warning checklist, a 5-minute cash flow statement analysis, and an Excel template for evaluating the monetary implications of inefficiencies in the cash conversion cycle.

Profitability: Banks financial analysis and asset/liability management

Understanding the components of a balance sheet, and how they drive the income statement, is critical to understanding how commercial lending affects bank performance. Management reporting, including Asset-Liability Management (ALCO) and profitability reporting, are used internally to manage risks, measure progress and drive decision-making. In this course, learn to identify profit drivers that result in positive financial performance and how to develop a strategy that focuses on strategic objectives that drive long-term success.

Current industry updates

This dynamic panel discussion brings together leading experts to explore the evolving landscape of the commercial lending industry. The conversation will highlight major trends shaping today’s market — from shifting regulatory expectations to the transformative impact of emerging technologies. The panel will also examine the broader compliance environment, including new data collection standards and fair lending considerations influencing institutions of all sizes. In addition, participants will hear insights on modern strategies for underwriting, structuring and managing participation loans, with a focus on improving efficiency, mitigating risk, and enhancing overall portfolio performance.

An intermediate guide to hotel underwriting and financing

This session features a robust primer on hotel underwriting, providing the tools and techniques to identify and understand hotel loans’ credit risks. Students will learn best practices for documenting loans, including key information from the franchisor, franchisee and borrower. The session will equip attendees to engage in high-level discussions, structure loan requests, and bridge the gap between initial conversations and detailed underwriting.

6:30 PM – 8:30 PM

Tacos and karaoke

8:00 AM – 10:00 AM

Underwriting the loan request

This session focuses on the factors to consider when underwriting a credit loan request to a business client: analyzing cash flow; confirming or setting the amount, term, pricing, collateral, guarantees, covenants and conditions to repay the loan based on the identified risks. Case studies are utilized to assist participants in identifying these risks.

• Kevin Nickodem, Retired – Senior Facilitator, Kevin J. Nickodem

10:00 AM – 10:15 AM

Break

10:15 AM – 11:45 AM

Developing the credit memo

The course covers the critical elements of constructing a credit memorandum typically associated with commercial lending. It outlines the necessary details that should be included in a formal loan presentation and provides a framework for participants to construct and improve their own credit memos. The session also explains the purpose and importance of each component within the memorandum.

• Dan Harrington, Vice President, Senior Lender, Itasca Bank & Trust

11:45 AM – 12:30 PM

Lunch

12:30 PM – 2:15 PM

Monitoring your commercial loan portfolio

This course covers a wide array of portfolio risk management activities. Balancing business development and portfolio management is a necessity in today’s business banking environment. Regulators expect banks to maintain robust risk management processes while sustaining profitability. The program addresses how risks are identified, communicated to senior management and the board, and corrected when necessary. It also covers procedures, reporting tools and benchmark performance measurements used to assess loan portfolio quality.

• Christie Drexler, President and Founder, Drexler Consulting, LLC

2:15 PM – 2:30 PM

Break

2:30 PM – 3:30 PM

Influential client conversations

Sometimes we need to share news that clients might consider “bad” or not meeting their needs. It is critical that we communicate this information in a way that the client understands that we have their best interest at heart. Not doing this could damage our relationship with the client, and we could lose their business. In this session, we will discuss best practices in conversations that will help you make meaningful connections with clients and earn their trust.

• Vernon Roberts, Executive Coach, Executive Communications

3:30 PM – 3:45 PM

Break

3:45 PM – 4:45 PM

ABA Commercial Loan Simulation orientation 3 / Simulation breakout 3

The ABA Commercial Loan Simulation offers students a real-world, decision-making tool focused on educating, collaborating and negotiating across a wide range of commercial loans. The team-based exercises use practical scenarios that allow participants to practice blending deal selection with loan pricing and credit underwriting while aiming to maximize shareholder value.

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

4:45 PM – 5:45 PM

Simulation bid session 3

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

8:00 AM – 9:00 AM

Presentation skills for lenders

Lenders make both formal and informal presentations to clients and peers. The challenge is cutting through the noise to be heard and understood. Failing to do so can negatively impact client satisfaction and internal perception. This session covers the fundamentals of thinking clearly to craft a strong message and articulating that message in a way that achieves the intended results.

• Vernon Roberts, Executive Coach, Executive Communications

9:00 AM – 9:15 AM

Break

9:15 AM – 10:15 AM

Think like a leader

Leadership today is about adapting to change and empowering teams to thrive in uncertain environments. Effective leaders have a deep understanding of self, prioritize purpose over process, and focus on creating value. In this session, we will introduce you to several components of the leader's mind. We want you to focus your leadership journey by understanding how today's leaders cultivate a mindset that drives success and resilience in their teams and organizations.

• Vernon Roberts, Executive Coach, Executive Communications

10:30 AM – 12:00 PM

Simulation review/debrief

• Derrick Jackson, Executive Vice President, Chief Credit Officer, First Savings Bank
• Patrick Landry, Vice President, SBA Lender, Peoples Bank
• Welmo Coca, Vice President, Commercial Loan Officer, ConnectOne Bank

12:00 PM

School concludes

Please do not make travel plans to depart before the session ends at 12:00 PM. If you elect to depart early, a Program Certificate cannot be granted.