Curriculum | Commercial Lending School - Foundational

8:00 AM – 9:30 AM

The Importance of Cash Flow
This session will equip you with a full understanding of the loan approval process and the information needed to make objective loan decisions. Learn how to evaluate a company’s ability to generate cash flow to repay a loan, and understand the management quality of a company. Discover four critical steps to ensure diligent review, and the issues that must be resolved at the onset of a loan request.

9:30 AM – 9:45 AM

Break

9:45 AM – 12:15 PM

The Importance of Cash Flow (Cont’d)
This session will equip you with a full understanding of the loan approval process and the information needed to make objective loan decisions. Learn how to evaluate a company’s ability to generate cash flow to repay a loan, and understand the management quality of a company. Discover four critical steps to ensure diligent review, and the issues that must be resolved at the onset of a loan request.

12:15 PM – 1:15 PM

Lunch

1:15 PM – 2:15 PM

Fundamentals of Commercial Construction Lending
Speaker: Dan Harrington

2:15 PM – 2:30 PM

Break

2:30 PM – 3:15 PM

ABA Commercial Loan Sim Orientation
Engage in this team-building exercise and test your mastery of the day’s coursework with daily simulations modeled after real-life bid sessions. This signature learning tool provides hands-on experience in a fun, risk-free environment.

• Hone your credit evaluation skills
• Test your credit selection and relationship pricing skills
• Set goals and develop a solid loan portfolio
• Move from credit analyst to senior commercial loan manager
• Gather deposits, generate new loans and enjoy a friendly competition

3:15 PM – 3:30 PM

Break

3:30 PM – 4:45 PM

Simulation Breakout 1

4:45 PM – 5:30 PM

Simulation Bid Session 1

8:00 AM – 9:30 AM

Monitoring Your Commercial Loan Portfolio
Speaker: Christie Drexler

9:30 AM – 9:45 AM

Break

9:45 AM – 12:00 PM

Fundamentals of Commercial Real Estate Lending
Speaker: Richard Hamm

12:00 PM – 1:00 PM

Lunch

1:00 PM – 2:30 PM

Fundamentals of C&I Lending
Speaker: Christie Drexler

Secured working capital financing is an attractive and sound credit product for banks to fuel commercial loan growth. These loans, commonly classified as commercial and industrial (C&I), require a different management style. In this session, learn the fundamentals of C&I lending to properly communicate structural options and risks to borrowers and bank credit committees.

2:30 PM – 2:45 PM

Break

2:45 PM – 4:00 PM

LoanSim

4:00 PM – 4:15 PM

Break

4:15 PM – 5:15 PM

Simulation Breakout 2

5:30 PM – 6:00 PM

Simulation Bid Session 2

8:00 AM – 9:30 AM

An Introduction to Credit Risk Management: Credit Policy and  Credit Culture
Speaker: Derrick Jackson

In this session, learn 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 more. Learn how they all interact with a bank’s strategic plan, loan reviews and bank examinations.

9:30 AM – 9:45 AM

Break

9:45 AM – 10:15 AM

An Introduction to Credit Risk Management: Credit Policy and Credit Culture
Speaker: Derrick Jackson

In this session, learn 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 more. Learn how they all interact with a bank’s strategic plan, loan reviews and bank examinations.

10:30 AM – 12:00 AM

Evaluating the Commercial Borrower's Business Strategy
Speaker: Kevin Nickodem

12:00 AM – 1:00 PM

Lunch

1:00 PM – 2:00PM

A Conversation with Federal Regulators – Emerging Issues for Lending Portfolios

2:00 PM – 2:15 PM

Break

2:15 PM – 3:45 PM

Elective

3:45 PM – 4:00 PM

Break

4:00 PM – 5:30 PM

Elective

8:00 AM – 9:30 AM

Underwriting the Loan Request
Speaker: Kevin Nickodem

9:30 AM – 9:45 AM

Break

9:45 AM – 11:45 AM

Developing the Credit Memo
Speaker: Wayne Trotman

The session covers the critical elements of constructing a credit memorandum typically associated with commercial lending, including details that should be included in a formal loan presentation. You’ll even be provided with a framework to construct and make improvements to your own credit memo.

11:45 AM – 12:30 PM

Lunch

12:30 PM – 2:15 PM

Underwriting Case Study
Speaker: Wayne Trotman

In this session, review an actual credit presentation and underwriting analysis that a bank has previously completed. Participants will divide into groups in order to work more efficiently in completing the analysis, and allow time for group discussion.

2:15 PM – 2:30 PM

Break

2:30 PM – 3:30 PM

Influential Client Conversations
Speaker: Vernon Roberts

At times, you’ll need share news with clients that may be hard for them to hear. It’s critical that you communicate this information properly, as to not damage your lender-client relationship. During this session, we’ll discuss best practices for difficult conversations that will help you make meaningful connections with clients, and maintain their trust.

3:30 PM – 4:00 PM

Class Photo

4:00 PM – 5:00 PM

Simulation Breakout 3

5:00 PM – 5:30 PM

Simulation Bid Session 3

6:30 PM – 8:30 PM

Tacos and Karaoke

8:00 AM – 10:00 AM

Presentation Skills for Lenders + Leadership
Speaker: Vernon Roberts

10:00 AM – 10:15 AM

Break

10:15 AM – 11:30 AM

Simulation Review/Debrief

11:30 AM

School Concludes
Please do not make travel plans to depart before the session ends at 11:30 AM. If you elect to depart early, we cannot grant a program certificate.