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CUNA FUSE
October 25–28, 2010San Antonio, TX
Cost: $1,395
CUNA Council members receive a $100 discount.
Expand allAbout This Event
An Institute for Branch Managers & Business Development Professionals
The CUNA Branch Management Institute and the CUNA Business Development School have combined for the ultimate learning experience. Industry experts, top notch speakers and engagement with other business professionals will provide you with the tools to:
- Grow your credit union: Keep existing members and discover ways to attract new members
- Develop your staff: Gain powerful leadership skills to help you both manage your staff and enhance your own professional development
- Revolutionize your operations: From compliance and lending, to sales and new technologies, learn the key components to take your branch operations to the next level
3 General Sessions:
Branch Management & Business Development: Partnering for Success
This kickoff session will illustrate the importance of a strong partnership between branch management and business development in maximizing growth and profitability. You'll leave with a strategy for creating a win-win partnership!
Communicating With Impact & Influence: Building Your Business & Team
This highly-interactive session will help you eliminate the static that plagues communicative delivery - to persuade, sell, motivate, influence or simply effectively communicate face-to-face with a clear message.
Transferring What You've Learned to What You'll Do
Transfer the knowledge you've gained all week into an actionable plan ready for implementation. Head back to work armed with the tools to move your credit union forward.
Customize your learning experience by choosing from 15 different sessions in these three categories:
- Branch Management
- Business Development & Retention
- Leadership & Staff Development
Location Information
CUNA FUSE: October 25–28, 2010
HILTON PALACIO DEL RIO
200 S Alamo St
San Antonio, TX 78205-3213
Phone: (800) 947-7578
Fax: (210) 270-0761
Room rates: $179 per night for single/double occupancy*
Hotel Reservation Deadline: October 3, 2010
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.
Schedule at a glance
Session Descriptions
General Session Information
Branch Management & Business Development: Partnering for Success
This kickoff session will illustrate the importance of a strong partnership between branch management and business development in maximizing growth and profitability. You’ll leave with a strategy for creating a win-win partnership!
- Learn how to develop an infrastructure for a strong partnership
- Discover how to establish effective goal alignment and support for maximum results
- Explore creative teambuilding strategies that support and strengthen the partnership
- Learn what you can do to motivate and create “team” synergy
Communicating With Impact & Influence: Building Your Business & Team
How will you influence your internal and external members to act on what you have to say? Whether you are influencing through a presentation, meeting, sales call, conference call or face-to-face conversation, the way you deliver determines whether or not others see you as credible, knowledgeable and trustworthy. Without doing this effectively, you inhibit your maximum potential to motivate, influence and increase membership.
This highly-interactive session will help you eliminate the static that plagues communicative to persuade, sell, motivate, influence, or simply effectively communicate face-to-face with a clear message. You will walk away with the positive actions to increase your impact and value with your members. You will receive immediate and practical tools to influence your listeners to take action and build stronger relationships for greater results.
You'll explore how to:
- See yourself as others see you. Are you as good as you think you are when you communicate with influence?
- Avoid the three biggest traps that negatively impact your professional image
- Implement the three success strategies for winning business, building relationships and developing your teams
- Communicate with influence via technology using e-mail and social media tools
- Network with a purpose
- Use social media to build your brand, your message and network
- Learn how to apply the techniques discussed
- Hold yourself accountable to see immediate changes in your communication
Transferring What You’ve Learned to What You’ll Do
This closing session will help you transfer the knowledge you’ve gained all week into an actionable plan ready for implementation when you return home. Head back to work armed with the tools necessary to move your credit union forward.
To aid in the creation of your personal action plan, we will discuss:
- The benefits of immediate transference
- The ACT (Assess, Collaborate, Transfer) model and why it matters
- Using the 3R (Recaps, Review, React) strategy to transfer knowledge to action
Customize your learning experience by choosing from 15 different sessions in these three categories:
- Branch Management
- Business Development & Retention
- Leadership & Staff Development
Branch Management Breakout Sessions (topics may vary):
- Branch Security & Facilities Management Branch Security
- Explore proactive prevention strategies
- Discuss ways to be prepared in the case of a robbery
- Learn best practices to protect secure areas and information
- Overview alarms and monitoring systems
- Learn how to maintain a preferred contractor list
- What to do when workmen are on site
- Explore best practices for communicating with key credit union personnel
- Learn how to find the right contractor
- Gain an understanding of how the bidding process works
- Discuss potential insurance claims
- Keeping Your Credit Union In Compliance & Out of Trouble!
- Learn what you should and should not say to stay out of legal trouble
- Gain a better understanding of complicated regulations
- Sales Skills for Branch Managers & Their Staff
- Identify the components of a successful sales model
- Explore the different types of selling in a credit union
- Determine the correct sales roles for yourself and your staff
- Calculate the right goals and selling strategies for your branch
- Learn how to gain profiling information from your members
- Build a sales pipeline and track results
- Determine how to negotiate goals for your staff
- Examine appropriate incentives to use at your branch
- Effective Communication for Branch Managers
- Explore strategies for communicating with head quarters and other departments
- Discover why your employees are the key to your success
- Develop teambuilding within your branch office
- Learn how to coach and train for success
- Examine effective employee reviews, hiring procedures and employee discipline tactics
- Create a problem resolution plan
- Lending Practices all Branch Managers Need to Know
- Discover why loans drive your credit union’s bottom line
- Explore the five C’s of lending
- Examine credit reports
- Time Management for Busy Managers
- Discover effective ways to juggle your hectic schedule
- Examine the time management grid
- Discuss who is in control – your schedule or you?
- Learn how only spending time on the important, but not urgent, can often help you in the long run
- Eliminate potential time wasters
Business Development & Retention Breakout Sessions (topics may vary):
- Best Practices for Business Development Infrastructure
- Learn how to develop an infrastructure that can maximize the success of business development
- Explore new training strategies that will help you achieve success
- Find the best approach to market and position your credit union with SEGs and in your community
- Discover ways you can increase penetration of your existing SEGs and bring in more companies
- Find out how you can increase loyalty and retention of your SEGs and/or community partners
- Sales Skills for Business Developers
- Explore different types of sales
- Discover the best ways to strike while the iron is cold (cold calling)
- Learn how to read your prospects
- Develop a value proposition
- Learn how to persuade someone to do business with your credit union
- SEG & Community Marketing
- Discover new business development growth tactics
- Learn how to creatively do more with less
- Explore employee group development strategies
- Learn how to maximize community outreach initiatives
- Increase your networking skills
- Learn why business development and marketing are team sports
- Strategy & Actions
- Determine what to consider when building your sales strategy
- Develop clear sales goals
- Discuss your pipeline of prospecting, attacking the prospects and tracking your success
- Assess your competition
- Building a Plan and Measuring Your Results
- Explore key metrics
- Assess your current situation
- Discuss your specific challenges
- Build a business development action plan
Leadership & Staff Development Breakout Sessions (topics may vary):
- Strategic Planning 101: Defining Your Vision for 2011
- Discuss strategic plans
- Assess your realities and understanding the SWOT analysis
- Translate your goals and tactics into position-based accountabilities and expectations
- Prepare for the big role out; get internal buy-in and ensure strategic results through measurements
- Creating Your Team's Culture
- Discover how to use the carrot principle and affirmative language
- Discuss ethics in the workplace; set the standards and keep the balance
- Examine your culture in job descriptions and performance evaluations
- Review the bounce-back effect and learn how to keep the momentum strong
- Coaching Your Team to Success
- Learn why coaching is crucial
- Explore the four quadrants of coaching
- Develop action plans and gain buy-in
- Measure results and track performance
- Negotiating Skills: Getting to the Win-Win
- Sort through the pieces of the negotiation puzzle
- Identify criteria for what you want/need
- Discuss acceptable negotiation outcomes
- Discover hot to reach agreements that lead to long-term relationships
- Becoming Your Members' Financial Advocate
- Learn how being an advocate will benefit your members, your staff, and your future
- Explore sustainable programs that you can create yourself
- Examine your operational realities and products toward financial advocacy and learn how to achieve growth and market penetration
- Discover the tools you need to be successful
- Learn ways to measure your success
Who Should Attend
Affiliation with CUNA/League is required for attendance.
CPE Credits
Speakers
Julie Ferguson
Julie is the owner of JRF Consulting Services, LLC and has been in the credit union movement for over 17 years. Sixteen years of her career were spent at First Tech Credit Union, currently a $2 billion organization. She developed strong relationships with SEG’s such as Microsoft, Amazon.com, and Google. When First Tech became Microsoft’s credit union she and her staff grew the relationship from 0 – 15,000 members in 7 years.
Denny Graham
Denny is the founder, president, and CEO of FI Strategies, LLC. He is a popular speaker at credit union events and he has been an instructor for CUNA's Advanced Sales and Service Culture Institute and the Branch Operations Institute. Denny has more than 30 years of experience in the financial industry as a sales manager, senior vice president of human resources, senior vice president of consumer banking, management committee member at United Postal Savings, CEO of the Institute of Financial Education, and national sales manager for the Bank Administration Institute.
Claudine Oriani
Claudine’s credit union affinity began in 1993. She has worked for an industry software vendor, CUNA Mutual, and a mid-sized Oregon credit union. She now partners closely with CUNA, CU Conferences, state CU associations, along with individual credit unions to develop their greatest asset; human capital, by designing, and delivering training and development programs.
As the chief creative officer of her company; As If Productions, she customizes comprehensive and entertaining presentations on topics such as:
- Becoming Your Members’ Financial Advocate
- Branding, Business, and Community Development
- Coaching Employees Toward Excellence
- Effective Communication Skills
- Employee Engagement/Acculturation
- Designing and Delivering Impactful Financial Literacy Programs
- Negotiations: “Getting to the Win/Win”
- Sales/Service Excellence
- Strategic Planning and Implementation
Claudine’s primary objective when executing learning programs is to support a CLEAR knowledge-transfer process: C – Creative and concise, L – Learner-focused, E – Engaging, A – Actionable, and R – Relevant.
Celeste Cook
Celeste has been in the credit union industry for 18 years and has 15 years of experience in management and expertise in business development, sales and service, and lending strategies. She has planned and led successful initiatives in business development, sales and service, lending, performance-driven programs, and leadership development programs. It is Celeste’s passion for the Credit Union philosophy of “people helping people” that serves as the driving force behind her successes and her ability to motivate, inspire, and energize her audiences.
Stacey Hanke
Stacey is an executive consultant, author, and speaker with expertise providing individuals the skills to influence others to take action. As a coach, she has provided customized instruction for more than 4,000 individuals worldwide including Coca-Cola Enterprises, Deloitte, Leo Burnett, and Hewlett Packard. Stacey is a featured author in the book Conversations On Successwith Jack Canfield, co-author of Chicken Soup for the Soul. She is also an instructor of “Executive Presentation Skills” for MBA students attending DePaul University, Chicago and serves on the small business panel for USA Today.
Angela Prestil
Angela is director of sales culture development for Creating Member Loyalty™ at the Credit Union National Association (CUNA). 
Her responsibilities include ensuring the successful implementation of the Creating Member Loyalty™ program for more than 200 credit unions nationwide, as well as managing the development and design of the Creating Member Loyalty™.
Angela brings more than 20 years of experience developing and delivering educational programs and products to CUNA. Her expertise lies in marketing, sales, innovation and train-the-trainer programs and products, as well as in customer relationship development. She joined CUNA in February of 2000. Since coming to CUNA, Angela has conducted training around the country at League meetings, CUNA schools and CUNA webinars.
Woody Hodgdon, CUCE, BSACS
Woody is the founder of W & D Adventures, LLC and Regulations A-Z & More. He has been a national compliance presenter for more than 17 years and recently retired from Addison Avenue Federal Credit Union after 28 years. Woody was most recently the national compliance manager at Addison Avenue and was located in their Loveland, Colorado branch. He spent three years as an agent for CUNA Mutual in northern Colorado prior to starting his management career with credit unions. Woody has been involved in credit union management, operations, marketing and compliance issues for more than 30 years and has also held jobs as interim credit union manager, vice president of operations, branch manager, marketing manager, collection & compliance manager and senior loan officer.
John Godwin
John is vice president of business development and strategic alliances at MECU of Baltimore. John has been with MECU since 2001. 
In his business development role, his department has overseen two successful mergers, brought on over 300 new SEGs and over 23,000 new potential members.
John is the former CEO of Family Alliance Federal Credit Union in White Marsh, MD and earned his designation as a Credit Union Development Educator (CUDE) in 2007.
Jenny Hoyle
Jenny is the chief operatons officer of Isabella Community Credit Union (ICCU) in Mt. Pleasant, Michigan. As 2007 graduate of CUNA Management School, she served as president of her class and was honored to receive the Al Jordan Leadership and Service Award and to earn the “highest honors” designation.
Jenny has worked her way up in the credit union industry, beginning as a teller, then serving as a loan officer, assistant loan manager, branch manager, marketing director, and currently, COO. In July of 2010 she will celebrate her 22nd anniversary at ICCU and over 26 years in the credit union industry.
In addition to her role at the credit union, Jenny is an active Junior Achievement volunteer. She has been a classroom presenter/business consultant since 1995 and has served on the Junior Achievement (JA) of Isabella County Board of Directors since 2000.
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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