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CUNA Business Lending Certification Institutes: Fundamentals
July 19–23, 2010Madison, WI
Cost: $1,895
CUNA Council members receive a $100 discount.
Expand allAbout This Event
Presented in partnership with the Executive Education, University of Wisconsin—Madison School of Business, Small Business Development Center, the CUNA Business Lending Certification Institutes help you and your credit union serve the financial needs of your members' small businesses.
The Basics of Business Services
At CUNA Business Lending Certification Institute: Fundamentals you'll gain a general understanding of the components involved in offering business lending services. You'll learn how a business works, what makes a business successful, how to help a business stay on track, and how to identify quality business lending opportunities.
This program will give you the foundation you need to become one of the most trusted financial partners for your member businesses. You'll discover how to use proven tools and techniques to add value to existing business relationships and identify opportunities for new business. CUNA Business Lending Certification Institute: Fundamentals offers in-depth instruction, case studies, and class interaction.
Wondering which business lending program is right for you?
For those with already established business services programs, we offer CUNA Business Lending Certification Institutes: Credit Analysis, Advanced Credit Analysis. Begin with Fundamentals and progress your way to Advanced Credit Analysis. Interested participants can also test into Credit Analysis with completion of the Credit Analysis Online Entrance Exam.
Earn your certification! Set yourself and your credit union apart by passing an on-site exam and earning certification. Though this certification is not a degree or license, it documents your knowledge and expertise in the business lending arena.
Earn college credit. The American Council on Education's College Credit Recommendation Service has recommended college credit for CUNA's Business Lending Institutes. Two semester hours in Management of Financial Institutions in the lower division baccalaureate/associate or upper division baccalaureate degree have been recommended. Contact your advisor to determine if your college or university will accept these credits.
Interested in attending one or more days, but not the complete program? Just contact us at training@cuna.coop or call 800-356-9655, ext.4249 to hear a complete list of the options we have available.
Location Information
CUNA Business Lending Certification Institutes: Fundamentals: July 19–23, 2010
CUNA Business Lending Certification Institutes: Credit Analysis: July 19–23, 2010
CUNA Business Lending Certification Institutes: Advanced Credit Analysis: July 19–23, 2010
FLUNO CENTER FOR EXECUTIVE EDUCATION
601 University Ave
Madison, WI 53715-1035
Phone: (877) 773-5866
Fax: (608) 441-7124
Airline Information
Delta Airlines is pleased to offer special discounted airfare for CUNA. To reserve your tickets at the discounted rate, please visit www.delta.com/booking and enter meeting event code NM7EF. Then complete the booking process. Or, call Delta Meeting Network® Reservations at 800-328-1111, Monday through Friday, 7:30 a.m. - 7:30 p.m. (Central Time), and refer to File Meeting code NM7EF.
Preview the schedule
Topics & Objectives
Introduction to Business Lending
- Understand business legal structures, including: sole proprietor, corporation, and partnership
- Discover how business types impact a loan or share account
- Identify the strengths and weaknesses of different types of businesses including: retail, service, manufacturing, and property ownership/management
- Explore financial reporting options including: company-prepared, compilations, reviews, audits, and tax returns
- Discuss business service needs: collateral, guarantees, and proper documentation
Business Lending Regulations
- Hear an overview regarding business lending regulations
Analyzing a Member’s Request
- Explore the application and interview process
- Learn what types of questions to ask to ensure the member and request fit your credit union's mission
The Fundamentals of Financial Analysis
- Learn how to accurately identify the repayment risks suggested by financial ratio deviation from common bench marks.
- Review debt service coverage by analyzing cash flow
- Understand what income statements and balance sheets measure
- Compute key financial ratios
Loan Structuring: Matching Terms, Conditions & Documentation
- Discover how to match the borrower's needs with proper terms and conditions
- Learn about the differences between lines of credit, long and short-term notes, bulleted notes, mortgage and land development financing, and agricultural loans
- Explore new underwriting standards
Financial Analysis & Commercial Real Estate
- Review types of loans
- Learn the three main steps in underwriting income properties
- Identify common loan documents used in commercial property loans
Protecting Member Loans
- Discover methods of tracking and monitoring relationships
- Explore documentation exceptions, missing information, scheduled follow-ups, and loan covenants
When Good Loans Go Bad: Warning Signs
- Examine how to manage your loan file review
- Look at key issues
- Determine how to prevent default
The Art of Business Development
- Develop a portfolio expansion plan
- Learn three easy ways to expand your referral list
Who Should Attend
Fundamentals Institute is generally for branch managers, business development officers, consumer loan officers, and other credit union staff who are part of the business lending process. This program helps you ask the right questions of member business owners and identify quality business lending opportunities.
The class prepares attendees for the Business Lending Certification Institute: Credit Analysis.
Affiliation with CUNA/League is required for attendance.
CPE Credits
What past attendees say
"The program dove into much more depth than expected providing our credit union with the analysis tools to effectively handle business member lending! The overview of the regulations and suggestions gave us the ground work to effectively structure our program in this high risk market! Thank you CUNA and all of your wonderful instructors!!" ~ Joseph Elder, 1st Financial Federal Credit Union (2008)
"I found the instructors to be very knowledgeable of the course material and their delivery was straight forward, entertaining, and at times humorous. Would highly recommend to any credit union thinking of starting an MBL program." (2008)
"This was a very insightful and enlightening overview of business lending. If you're new to business lending you NEED to attend this training."
"The program afforded an excellent opportunity to learn from the experts, and to learn from my colleagues at credit unions throughout the country."
"This was my first exposure to formal business lending training. I had been concerned that it would be "over my head", but I was pleased to find the instructors spoke in a language I could understand!"
"I received a clearer understanding of ratios, and the profit & loss and balance sheet training was invaluable. The whole package was excellent."
"In general, the course was an excellent overview of how business services should be run. Overall I came away with the ambition to be increasingly vigilant in building good business." ~ Jim Blake, Kohler CU (2007)
"I gained terrific insight regarding businesses and how their needs are much more complex than consumers'. I also learned several things that will make job flow at our credit union better."
"As a former banker, this course let me see business lending through the eyes of my credit union in a way that the larger financial institutions just couldn't accomplish. Understanding the regulations and hearing the stories of the other institutions will help me in my quest to create breakthrough results for my credit union."
Instructors
David Dunn
David is the president & COO for Impel Consulting Group. Impel consulting group is a CUSO who’s mission it is to provide consulting services to credit unions looking to start or improve their member business services. David has been working with credit unions for the last seven years, helping them launch member business services. David previously created CU BizSource, a credit union underwriting CUSO now owned by CUNA Mutual Group.
Prior to developing Impel Consulting Group, David worked in commercial banking in several capacities, including both branch management and commercial lending. David used his experience in commercial lending to spearhead the creation of Impel Consulting Group.
Beth Hamlin
Beth is a founding principal of Caliber Commercial Corporation, and is responsible for the company’s credit analysis and management services provided to client banks and other financial institutions. Beth has worked in the banking and leasing industry for many years, designing, delivering, and managing customized training programs including analyzing title and private mortgage insurers, counterparty banks, private placement issuers, and cash flow training for lenders and analysts.
Prior to founding Caliber Commercial Corporation, Beth was vice president of credit for Copelco Leasing and a vice president of credit policy at Meritor Financial Group. She was also a vice president and division head for credit at First Pennsylvania Bank, where she was instrumental in building and implementing the first automated cash flow analysis and statement control system bankwide.
Rob Rutkowski
Rob is the "jack of all trades"- an attorney, blogger, podcast producer, nationally-recognized speaker and managing partner of the credit union department of Weltman, Weinberg & Reis Co., L.P.A. Through his work at WWR, Rob advises credit unions on compliance, contract negotiation, and employment law as well as a vast array of collection and legal issues. Rob is a well-known lecturer nationwide on topics such as marketing, lending, compliance, director and officer liability, disaster recovery, identity theft, credit union accounts and a variety of laws impacting credit unions, such as the Bank Secrecy Act.
A former member of the Board of Directors for the Lake County Educational Federal Credit Union, Rob remains very involved with the legal issues that matter to the credit union movement. He is the producer and co-host of the monthly Current Issues in Credit Unions podcast and the author of That Credit Union Blog, which is dedicated to covering timely credit union legal news. He has also been published in Credit Union Magazine, Credit Union Management Magazine, The Cleveland Bar Journal and The National List.
Scholarships Now Available!
The CUNA Lending Council offers scholarships each year to eligible individuals. Each award will be for up to $2500, and can be used toward expenses for CUNA Center for Professional Development (CPD) school tuition.
Scholarships will be approved prior to attendance of the school, but reimbursed after proof of attendance is provided. Learn more or apply for a scholarship here.
Cancellations
For more program content information, call 800-356-9655, ext. 4249, or e-mail training@cuna.coop.
For registration questions, call 800-356-9655, ext. 4400, or e-mail reginfo@cuna.coop.
100% Guarantee
CUNA Center for Professional Development is committed to providing a quality learning experience with cutting-edge topics and expert instructors. If for some reason you are not fully satisfied, contact us and we'll provide you a full tuition refund or credit.
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