2021 Playback Library

Marketing & Sales

Reputation Management: Why it Matters & How Text Messaging Can Help

A bank’s online reputation is critical to its brand and in many cases cannot be managed appropriately. In this webinar, banks will learn how to proactively and strategically manage their online reputation so it can make a great (first) impression. Since consumers rely more and more on ratings and reviews before making decisions, it is imperative for companies to ensure the prospects start on the right foot with a positive impression.

Who Should Attend: CEO, COO, Marketing Professionals

Finance & Accounting

Funds Transfer Pricing (101): Fundamentals

Net interest margin remains the primary income source for most financial institutions. The ability to better measure, understand and analyze net interest margin across all segments of the organization through funds transfer pricing (FTP) is the cornerstone in financial and performance management. In this webinar we will provide attendees with an overview of the purpose and value of funds transfer pricing, while also reviewing the fundamental concepts, measurement approaches and best practices in the FTP process. Having a solid understanding and processes for FTP and the resulting net interest margin enables financial institutions and their teams to better analyze full profitability, pricing strategies and opportunities, risk positions, and planned financial performance.

Who Should Attend: CFO, Director / Manager of Finance, Director / Manager of FP&A, Treasurer, Financial Analyst

Credit & Lending

Commercial Real Estate (CRE) Lending In Today’s Economy

This seminar will begin with a review of “commercial real estate” including types of properties and demand/supply in the “current” market. 

The session will then cover the entire “loan process” by which a commercial real estate (CRE) loan is marketed, underwritten, approved, documented, “closed,” and monitored. The process will include a discussion of CRE underwriting techniques and loan documentation issues.

Additionally, strategies to handle a problem CRE loan will be addressed.

Who Should Attend: Commercial Lenders, Credit Analysts, Loan Documentation Specialists, Relationship Managers, Branch Managers, Private Bankers, and Business Development Officers

Legal & Regulatory Compliance

21st Century Internal Audit: How to Leverage Internal Audits to Achieve Your Business Goals

The benefits of a high-quality internal audit program are limitless: achieving reliable financial reports and regulatory compliance, navigating risks, streamlining operations and instituting best practices. In this session, we outline how to expand and strengthen your internal audit program beyond a compliance focus to encompass a more holistic and impactful approach that helps you to reduce risks, strengthen controls and enhance performance.

Who Should Attend: C-suite, Directors, Audit Committee, Internal Auditors, Compliance, etc.

IT, Technology, & Operations

Scams! How to Detect Them and Proactively Protect Your Customers

People fall for scams all the time. They’re clever, well timed, and we continue to take the bait. But when we do, we hold our bank accountable asking, “why weren’t you protecting my money?” What if you could proactively tell your customer they’ve been tricked, duped, or scammed? And what if you could tell them that you recognized it, stopped it, and protected their money? You will turn a moment of frustration into an opportunity to build trust.

Who Should Attend: Chief Risk Officer, Chief Operations Officer, Chief Compliance Officer, VP/Director/Head of Fraud, VP/Director/Head of BSA-AML 

Finance & Accounting

Introduction on How Community Banks Can Issue Environmental, Social and Governance Debt

Environmental, Social and Governance (ESG) is taking the investment community by storm. The number of funds, and commitments to this space has been unprecedented. Many banks have a plan and financial resources detailing their own ESG initiatives. This webinar will detail how a bank’s ESG initiatives can be used when capital raising. With an ESG purpose of proceeds being designated, the number of potential investors will rise significantly creating a unique distribution strategy. This can result in ESG awareness for debt and equity investors, support, and better execution.

Who Should Attend: Chairman, CEO, President, CFO, COO, Head of Sustainability, Head of Diversity and Inclusion, Investor Relations, Vice President of Finance, Treasurer 

Finance & Accounting

Did Your Validation Catch This? The Importance of Looking Beyond The “Checklist”

The current rate environment is both unfamiliar and unprecedented, and bankers are looking for help to navigate the challenges they face every day. The models being utilized for risk management purposes are becoming more sophisticated, and the time available to both maintain them and incorporate the output into strategic decision making is diminishing.

Model validations have historically focused on compliance, a more “check-the-box” approach to ensure the process is in line with regulatory expectations. The true power of these models can be unleashed through a more integrated (or “Wholistic”) approach at ALCO, and utilizing that same approach with your validation can help you get there. 

Through discussion and case studies, see how risk models are continually evolving to keep pace with the changing environment and how to incorporate these models into your risk management process to ensure you are prepared for whatever comes your way.

Who Should Attend: CEOs, President, CFO’s, Model Managers, CROs, Controllers, ALCO Members

Marketing & Sales

Effective Emails—Improving Your E-Communication Skills

Emails are a core business communication tool.  The speed and volume of email have dramatically changed the business communication. The not-so-old standards for professional correspondence have changed and will continue to do so. Employees need to know the best strategies to communicate effectively.  An effective business email is easily understood, but it is not so easily written.

We have all received poorly written emails. These emails are unclear, ambiguous, and often get ignored. They can cause confusion. They can also be detrimental to business if projects are impeded or if clients misinterpret information.  Fortunately, this communication skill can be Improved with training, and the payoff is that these clearer emails improve business communication and productivity.

This course will teach you how to write clearer emails to receive better responses.  Well-written emails save time because they allow the recipient to clearly understand the task at hand and respond appropriately. Effective emails reduce confusion and increase productivity. And they are much faster to write than snail mail.  This course will teach you the basics of an effective email. 

Who Should Attend: Executive Directors, Marketing Professionals, Communication Leaders

Credit & Lending

Part 2: Analyzing, Underwriting, and Structuring Loans for Construction Contractors: Build It and They Will Come

Lending to construction contractors is risky business, but this 2-hour webinar in 2 sessions will show you how to evaluate that risk, how to underwrite an appropriate lending structure, and how to monitor and manage that credit exposure. The construction industry accounts for 10 to 20% of a local economy, so extending credit thoughtfully to this sector benefits both your organization and the market you serve.

Topics discussed include:

  • Volatility of construction risk in economic cycles—accelerator principle
  • Supply chain risk for contractors—scarcity and volatility of construction materials
  • Payment process for contractors and subcontractors
  • Key elements in contractor accounting and financial statements
  • Progress billings, retention, and collateral value
  • Role of sureties in providing bonds to contractors—lien priorities
  • Useful conditions and covenants in contractor loan underwriting

Who Should Attend: Credit Analysts, Loan Underwriters, Commercial Bankers, Loan Review Officers, Credit Department Managers, Senior Lenders, Chief Credit Officers

Marketing & Sales

Write Right to Better Business Communication

Good leaders walk the talk, but they also write right.  They know how to say in a few words what needs to be said in crisp, clear language. The road to hellish communication is paved with good intentions and poor construction.  Readers know when subjects and verbs don’t agree, when punctuation misses the point, when words don’t fit and content is confusing. In this session, you will learn how a few basic rules on grammar, punctuation, and usage can improve your business written communication with clearer, more succinct content. 

Who Should Attend: Executive Directors, Marketing Professionals, Communication Leaders

Credit & Lending

Commercial and Industrial (C&I) Lending in Today’s Competitive Market

This seminar will begin with a brief overview of Commercial and Industrial (C&I) loan products including working capital lines of credit, ABL facilities, and equipment financing (loans/leases) and their typical structure. 

The training session will also cover underwriting C&I loans including accounts receivable assessment and the use of a “Borrowing Base Certificate” (basic and advanced models), the valuation and quality of inventory, and the analysis of various equipment-related issues in lending. This portion of the seminar will also cover the proper evaluation of the borrower’s financial statements.      

Additionally, the seminar will cover documentation of C&I loans, collateral concerns, challenges with pricing, and managing the C&I loan portfolio. The seminar will conclude with a review of how to identify and market to new C&I loan prospects in today’s competitive market.

Who Should Attend: Commercial Lenders, Credit Analysts, Loan Documentation Specialists, Branch Managers, Private Bankers, and Business Development Officers

Credit & Lending

Part 1: Analyzing, Underwriting, and Structuring Loans for Construction Contractors: Build It and They Will Come

Lending to construction contractors is risky business, but this 2-hour webinar in 2 sessions will show you how to evaluate that risk, how to underwrite an appropriate lending structure, and how to monitor and manage that credit exposure. The construction industry accounts for 10 to 20% of a local economy, so extending credit thoughtfully to this sector benefits both your organization and the market you serve.

Topics discussed include:

  • Volatility of construction risk in economic cycles—accelerator principle
  • Supply chain risk for contractors—scarcity and volatility of construction materials
  • Payment process for contractors and subcontractors
  • Key elements in contractor accounting and financial statements
  • Progress billings, retention, and collateral value
  • Role of sureties in providing bonds to contractors—lien priorities
  • Useful conditions and covenants in contractor loan underwriting

Who Should Attend: Credit Analysts, Loan Underwriters, Commercial Bankers, Loan Review Officers, Credit Department Managers, Senior Lenders, Chief Credit Officers

Credit & Lending

Small Business Underwriting: Evaluation, Underwriting and Policy

Large corporate borrowers tend to attract many bankers’ attention, but the fact is that many banks find their markets are comprised of smaller, privately held firms. In fact, these smaller firms number well over 20 million and provide 60% of American jobs. The challenge of lending to smaller borrowers is how to balance the cost of acquiring them—evaluation, underwriting, approving, monitoring—with the lower profitability inherent in these loans. Smaller loans have proven to be riskier—the probability of default increases as the size of the borrower decreases and the repayment term increases. The purpose of this webinar is to provide practical guidance on finding that balance and generating prudent profitability.

Who Should Attend: Bank Director, CEO / President, Board Chairman, Credit Analysts / Managers, Loan Review Officers, Work-Out Officers, Commercial Lenders, Credit Risk Managers, Chief Credit Officers, Senior Lenders

IT, Technology, & Operations

How Can Banks Innovate with Payments Modernization

The program will address how banks can use payment modernization to provide innovation and reap business value amidst competition and threats from competing neobanks and fintechs. In this webinar, we will focus on how banks can set a clear roadmap to provide innovation in their payments offering, without worrying about the limitations of their existing cores. Payment modernization is extremely important to future-proof banks and deliver a seamless payment experience to their customers, while providing innovative offerings like real-time payments and also taking care of regulatory demands.

Who Should Attend: CEOs, CIOs, Executives, Payment Innovation Leaders, Transformation Specialists, Digital Change Leaders

Credit & Lending

Construction Lending Fundamentals—Building Blocks for Sound Banking

Most bankers acknowledge that construction lending is riskier than other types of commercial lending:
- Repayment ability depends on successful completion of the construction before the project can generate cash flow from the sale of the finished property, from rental or lease of the real estate, or from permanent take-out refinancing
- During the construction period, the collateral is literally work-in-progress and often the guarantors do not have sufficient outside net worth or income to pay off the loan
This webinar addresses how to mitigate the higher risk, and it offers advice and guidance in how to extend construction loans safely and profitably:
- Appropriate underwriting and structuring—LTV, LTC, minimum equity, bonding, etc.
- Role and activities of real estate construction administration (RECAD)—sources & uses, costs review, inspections, disbursements, retention, liens, construction problem mitigation

Who Should Attend: Executive Directors, Lending Professionals, Construction Lending Professionals

IT, Technology, & Operations

Future of Fintech: Driving Bank Innovation

Fintech’s are often viewed in a negative light as disruptors to traditional community banks. In this webinar, we will discuss how you can strategically work with fintechs to be successful partners and solve each other’s problems. By leveraging your existing competencies and gaining new ones from a managed fintech strategy, your institution can remain competitive.

Who Should Attend: CFOs, CIOs, CEOs

Credit & Lending

Key Steps in Analyzing Your Loan Portfolio

Financial Institutions (FIs) are facing a complex and competitive financial environment where making timely data-driven decisions is the key for both growth and compliance. Join nCino for a webinar on tips and tricks in managing data, performing key analytics and control reporting, and making better informed decisions. This topic is relevant now more than ever in the current climate and uncertain economic recovery.

Who Should Attend: CLO, VP of Lending, VP of Retail Lending, CFO, Accounting, VP of Compliance, COO, CEO

Credit & Lending

Advanced Cash Flow Analysis

This webinar will explore multiple models of both business and personal (business owner) cash flow analyses.

The session will begin with the business “traditional” EBITDA cash flow and personal cash flow of the “business owner” (using the 1040 tax return, K-1 forms, and the personal financial statement). Additionally, the Global Cash Flow or combined “business & personal” cash flow model will be displayed. 

This will be followed by the Statement of Cash Flows (using the Direct and Indirect Methods), as prepared by the CPA, the UCA Cash Flow (using the Moody’s software spreadsheet), Cash Basis Cash Flow, Fixed-Charge Coverage (FCC), and Free Cash Flow (FCF). 

Various cash flow projections and sensitivity analyses will also be explored. 

The webinar will then conclude with “commercial real estate” (CRE) cash flow analysis and other related real estate “investment” cash flow models.  

Who Should Attend: Commercial Lenders, Credit Analysts, Relationship Managers, Credit Administrators

Finance & Accounting

Pillars of High Performing Institutions

High performing banks share a handful of traits that separate them from the pack. In this webinar, we will specifically identify these characteristics and discuss their contributions to performance. We will also provide real time examples and recommendations. 

Who Should Attend: CEOs, CFOs, Senior Management, Controllers, Treasury Staff, Financial Analysts, Accountants, ALCO and Board Members

Credit & Lending

Fundamentals of Asset Based Lending

Monitoring and controlling collateral is critical to the asset-based lender to mitigate repayment risk. Collateral evaluation begins with a comprehensive field examination to determine value, followed by a continuing program of periodic examinations. The collateral and loan values are monitored continuously (daily/weekly/monthly) to ensure that the realizable value of the collateral is always sufficient to repay outstandings.
This session will explain how the ABL policy and process must work to ensure the bank is repaid on time, in full, and as agreed.

Who Should Attend: CEO, President, Board Chairman, Bank Director, Lending Professionals, Credit Professionals

Finance & Accounting

Hedging & Managing Interest Rate Risk in a Volatile Environment

With financial markets subject to substantial volatility, hedging and interest rate risk (IRR) management has evolved as a survival mechanism to adapting to the financial environment. In this webinar, we will discuss various hedging strategies and how to assess hedging performance in relation to the balance sheet. Appropriate hedging strategies paired with effective mortgage pipeline management can provide an opportunity to enhance return and profitability through risk reduction and cost savings.

Who Should Attend: CEOs, CFOs, Senior Management, Controllers, Treasury Staff, Financial Analysts, Accountants, ALCO and Board Members.

Finance & Accounting

How to Construct a Reliable Investment Framework

Managing a fixed-income portfolio is more than just picking a bond. Professional portfolio managers must rely on a thorough investment process. In this webinar, we will discuss the key components of a thoughtful investment process and decision-making framework. Your institution’s investment process can create the foundation for generating superior risk-adjusted returns over a long-time horizon.

Who Should Attend: CEOs, CFOs, Senior Management, Controllers, Treasury Staff, Financial Analysts, Accountants, ALCO and Board Members 

Finance & Accounting

Investment Evaluation: How to Evaluate Broker Proposals & Avoid Pitfalls

As financial institutions continue to see cash coming in from all directions due to net deposit growth, pre-payments and loan run-off, evaluating investments is more important than ever. In this webinar, we’ll discuss why having the right tools and knowing what questions to ask can help you better evaluate broker proposals. Now is the time to ensure your depository is using informed decision-making to put excess cash to work effectively. 

Who Should Attend: CEOs, CFOs, Senior Management, Controllers, Treasury Staff, Financial Analysts, Accountants, ALCO and Board Members

Credit & Lending

How to Assess a Borrower’s Financial Condition—Liquidity, Leverage, & Solvency

This session on financial condition is the companion piece to “How to Assess a Borrower’s Operating Performance,” which explained:
1-how to evaluate a borrower’s operating performance—revenue generation, productivity, efficiency, and profitability–as they analyze the information disclosed in its income statement.
2-how to identify the critical elements of the profit and loss statement and their roles in driving a business borrower’s operating performance.
3-how to judge a borrower’s operating performance trends and results against industry averages.

In this session we move from the income statement to the balance sheet to evaluate a borrower’s liquidity, leverage, and solvency.  A borrower with a positive operating performance and a sound financial condition can generate the cash flow to repay.  

Who Should Attend: Credit Policy Officer, Credit Department Manager, Credit Administration Manager, Chief Credit Officer, Loan Review Officers

Finance & Accounting

Advanced Tax Return Analysis for the Banker

This seminar will provide the banker with several advanced tax return concepts and related analyses to help them more effectively work with their business customers. The session will begin with a brief review of analyzing a business owner’s personal “1040” tax return and the return of an LLC, S corporation, and C corporation including Schedules M-1 and M-2, Schedule K-1, pass-through transactions, and other deductions.

Who Should Attend: Commercial Lenders, Credit Analysts, Relationship Managers, Credit Administrators

Credit & Lending

Profit Is Not a Dirty Word: How to Assess a Borrower’s Operating Performance

This program is designed to show bankers, lenders and credit professionals:
1- How to evaluate a borrower’s operating performance—revenue generation, productivity, efficiency, and profitability–as they analyze the information disclosed in the income statement.
2- How to identify the critical elements of the profit and loss statement and their roles in driving a business borrower’s operating performance.
3- How to judge a borrower’s operating performance trends and results against industry averages.

Who Should Attend: CEO, CCO, Bank Director, Credit Analysts, Credit Managers, Loan Review Officers, Work-Out Officers, Commercial Lenders, Credit Risk Managers, Senior Lenders

Marketing & Sales

Preparing for Marketing Success in a Post COVID-19 World

The social and economic impact of the coronavirus pandemic is a jarring example of how one crisis, one new trend or one new technology can turn your marketing, and your financial institution, upside down. Only the creative, agile marketer will be able to help their institution stay competitive and connected.  
 
This session explores emerging consumer behaviors and marketing trends and sets out three ways to keep your marketing less susceptible to emerging threats in the future. 

Who Should Attend: Primarily marketing staff at institutions $2B in assets and under; presentation will apply to range of experience levels.

Legal & Regulatory Compliance

Preparing for Litigation Arising from the Downfall of CMBS and ABS

The current economic downturn is likely to cause significant losses to Commercial Mortgage-Backed Securities (“CMBS”) and Auto-Backed Securities (“ABS”) and, in turn, to trigger litigation similar to the litigation the followed the 2008 Residential Mortgage-Backed Securities crisis. In particular, CMBS and ABS investors will likely sue CMBS and ABS loan aggregators (aka securitizers) for misrepresenting the quality of the securitized loans, and CMBS and ABS securitizers will then likely sue the originators of the loans in indemnity.

In this webinar, we will talk about the indemnity litigation that arose from the 2008 RMBS crisis, what similar CMBS/ABS litigation would most likely look like, and what lenders need to know if they are sued in indemnity actions. These actions will likely involve millions of dollars in exposure, and lenders need to be prepared.

Who Should Attend: In-House Counsel, Executives, and Commercial / Auto Loan Managers 

Credit & Lending

Loan Structure, Documentation, Compliance Training: A Comprehensive Approach

Attend this proactive webinar and receive a thorough overview of commercial lending requirements from a “loan” structure, documentation, and compliance perspective. 

Basic “business” structure will be presented along with loan “structure” and loan “support.” Additionally, “commercial” lending issues relative to loan documentation will be reviewed. “Loan pricing” and “monitoring” will also be covered along with a review of current compliance issues. 

The webinar will be summarized through a comprehensive case study. 

Who Should Attend: Commercial Lenders, Credit Analysts, Loan Documentation Specialists, Branch Managers, Assistant Branch Managers, Private Bankers, and Business Development Officers

Marketing & Sales

Merging With Another Bank? Check Your Reputations

In the wake of the pandemic and the challenges that surfaced as a result, 2021 appears to be another year that banks consider merging with another financial institution. When two banks look to combine forces through an acquisition, the pace of negotiations means reputation risks and a well thought out communications strategy often gets overlooked. A significant portion of a deal’s value for the acquiring bank is often eroded by customer attrition due to poor pre- and post-merger communications with acquired customers.

Deciding to consolidate banks is a major decision. Not only should joining banks consider the merit, financials and culture of the banks, reputation risks and communications should be the cornerstone of any M&A strategy.

Who Should Attend: CEO, COO, CFO, Director of HR, Director of Marketing

Legal & Regulatory Compliance

Hidden In Plain Sight – Human Trafficking

Human trafficking, a form of modern slavery, is one of the fastest growing criminal activities in the world. It exploits an estimated 45 million people a year and generates approximately $150 billion in profits. In this session you will learn the difference between human trafficking and human smuggling, where it happens and most importantly, the good news is that the financial industry can play a part in disrupting this heinous crime. With proper education, knowledge of red flags and victim indicators, and by building strong relationships with law enforcement, the financial industry can help disrupt the problem of modern slavery.

Who Should Attend: Front Line Staff, Operations, Compliance and Risk Professionals

Legal & Regulatory Compliance

Corporate Governance Challenges in the COVID Era

The presentation will cover Governance principles and challenges in the COVID era. Governance oversight for the Board of Directors is constantly evolving and it is important that Directors’ engagement and involvement keeps pace with the changing market environment. While management continues to execute and focuses on operational challenges in the market, the Board of Directors should not only retain its oversight of management but review whether the overall corporate strategy continues to be relevant or requires tweaking.

Who Should Attend: Board Directors, CEOs, CFOs, COOs, Head of Strategy, Legal and Compliance functions

Marketing & Sales

Standing for Equality: Connecting with LGBTQ+ Consumers

Financial institutions are increasingly evaluated for their perceived or actual stance on social and cultural issues. As consumers become more accepting of the LGBTQ+ community, companies realize that showing support for equality makes good business sense. Many larger banks are routinely delivering messages of inclusion and LGBTQ+ equality. This session explores why and how smaller institutions should connect with the LGBTQ+ community and take a stand for equality.

In this session, participants will learn about the shifts in societal attitudes about LGBTQ+ individuals and how community-based financial institutions can demonstrate their authentic commitment to LGBTQ+ equality. This session will outline what bank marketers need to know, and what to avoid, when marketing to LGBTQ+ audiences and their allies. 

Who Should Attend: Chief Marketing Officer, Marketing Director, VP of Human Resources, Director of HR, HR Analyst, HR Business Partner

Human Resources & Staff Training

Entrepreneurial Leadership – Creating a Brand-New Approach

As leaders today, we need to adjust how we inspire and motivate. Having the mindset of an entrepreneur can provide a major positive and relevant shift in our approach. 

In this session, you will learn how to adopt and utilize techniques to build your brand and differentiate yourself to support both career growth and business objectives. 

Right now, in a sector where trust and authenticity are paramount, our brand personality as leaders sits at the very center of the success of our business and that of our teams.

Who Should Attend: Team Leaders, Senior Management, Executive Level, Any Professional focused on Career Growth / Business Development

IT, Technology, & Operations

Humanizing the Customer Experience in Financial Services

With the accelerated move to digital as a result of the pandemic, community banks are grappling with creating digital experiences while maintaining the human touch element that makes brick and mortar banks so appealing.

In this webinar, Mike will discuss strategies community banks can take to humanize digital customer experience.

Community banks are vital to our economy and the communities they serve, so it’s important that they learn how to translate their relationship-building approach to digital channels and train their staff to service customers in a digital age.

Who Should Attend: C-Suite (CEO, CFO, CMO, COO), Bank Executives, VPs and above (Technology, Deposits, Growth, Marketing, Operations, Compliance)

IT, Technology, & Operations

Changing Culture for Digital Transformation

In banking, one of the biggest roadblocks to successful digital transformation is culture. The best strategies and newest technologies will fail if they conflict with how individuals or groups already believe or behave. Culture change requires intense effort and is often the most challenging part of digital transformation; but successful companies are meeting the challenge by enhancing cultural characteristics that support success in digital space.  

This session will share a framework for creating and cultivating a culture that both understands and advances digital transformation.

Who Should Attend: C-suite, HR, generally smaller institutions that are behind on digital transformation

Human Resources & Staff Training

Managing Stress and Burnout While Working From Home

Throughout 2020 we all faced a lot of challenges, many of us faced a new remote working environment that included more stress and strain on our employees and ourselves. In this webinar I will go over many ways we can help lower the stress of working from home while helping to ensure a more relaxed work environment. The key to keeping great employees and yourself healthy, satisfied with your job, and avoid burnout is through finding a balance and process that works in a remote work situation.

Who Should Attend: This webinar is for all job titles, but can really speak to those who manage people who work remotely or anyone dealing with stress and burnout in their daily life.

Credit & Lending

Financial Projections for Determining Long-Term Cash Flow Repayment Ability

Financial organizations extend credit to borrowers when the borrowers show the ability to repay the loans extended. Ideally, a request for a five-year loan should be supported by a 5-year cash flow projection, and this session will show you how to project balance sheet, income statement, and cash flow for a period that matches the proposed loan term as well as to evaluate the underlying assumptions.
First, the session will explain the interrelationships among revenue projections, the expenses needed to support the sales growth as well as the working capital assets, fixed assets, and liabilities necessary to support revenue growth.  Second, the session will offer tips on how to analyze the underlying assumptions such as profitability, productivity, efficiency, and earnings retention.

Who Should Attend: Loan Officers, Branch Managers, Credit Department Manager, Credit Administration Manager, Loan Review Officers

Credit & Lending

Introduction to Commercial Lending

This seminar covers the basics of Commercial Lending and is a must for all new commercial lenders and/or those individuals who want to explore this vital discipline!

The training session will begin with a brief overview of “conventional” commercial lending versus SBA lending. Additionally, the concept of “credit scoring” will be explored. 

The seminar will also cover underwriting a commercial loan including a review of “financial statement analysis” (with emphasis on various cash flow analyses). Additionally, a standard loan “write-up” or written presentation format will be displayed. 

The seminar will also cover negotiating a commercial loan, sources of commercial financing, and a brief review of various legal aspects of commercial lending. 

Who Should Attend: Commercial Lenders, Credit Analysts, Loan Documentation Specialists, Private Bankers, Business Development Officers, Branch Managers

Credit & Lending

Evaluating Secondary Sources of Repayment: Collateral and Guarantees

Bankers rely on cash flow as the primary source of repayment, but collateral and guarantors offer the plan B solution to repayment when Plan A’s cash flow doesn’t work. We know we cannot liquidate collateral and call on the guarantors until the borrower has defaulted, and that default puts extra burden on the Plan B sources because their value is unlikely to be the same as they were at the inception of the loan. This session aims at providing practical guidance to evaluation collateral and guarantees as back-up repayment sources.

Who Should Attend: Bank Director, CEO / President, Board Chairman, Credit Analysts / Managers, Loan Review Officers, Work-Out Officers, Commercial Lenders, Credit Risk Managers, Chief Credit Officers, Senior Lenders 

Finance & Accounting

The Firehose of Excess Liquidity: Thoughts on What to do With All That Money

Depository institutions are flush with historical levels of excess liquidity, returns on the securities portfolio have collapsed, loan demand has declined and the credit for some borrowers’ outlook is foggy.  As a result, the investment portfolio is receiving more attention than ever as an important asset-liability management tool and source of earnings. This webinar will detail specific strategies an investment officer can evaluate to maximize return while managing interest rate risk.  The discussion will cover relevant topics of the day and may include MBS prepayment analytics and management, CMBS as a tool to manage convexity, and yield opportunities credit assets such as municipals, corporate and community bank subordinated debt.  The presentation will conclude with an analysis of one or more common interest rate swap strategies and the considerations that a bank should take into account when evaluating.

Who Should Attend: CEO, President, COO, Chief Financial Officer, Chief Investment Officer, Treasurer, Controller 

IT, Technology, & Operations

Media Toolkit: Being Well-Versed in Media, When Your Bank’s Leaders are Media Averse

Today’s media landscape is constantly changing, yet it remains a major source of information (and opinion) for your customers and employees. With credible news sources becoming harder to find, bank leaders are becoming more apprehensive to engage with media, fearing they will “get it wrong.” However, the media remains an important tool to tell your bank’s story, increase awareness and enhance reputation. In this webinar, Casey Boggs of ReputationUs will offer a media toolkit for how/if/when to engage with members of the press, while providing timely updates about today’s media opportunities for banks.

Who Should Attend: Bank Executive Team, including CEO, COO, CMO, Chief Innovation Officer, CFO and HR Director

Legal & Regulatory Compliance

Financial Services Regulation Under the Biden Administration: What Will Change, What Will Remain the Same?

With the organization of the new Biden Administration, it is clear that policies employed by the Trump Administration will be reversed or modified. Leading these efforts will be many former Obama Administration officials returning to federal agencies and reassuming governing authority.

As this process develops, the operations of banks and other financial intermediaries may be affected as financial services policies are reversed or the emphasis on supervision and enforcement is revisited (once again).

Who Should Attend: C-Suite, Compliance Professionals, Risk Professionals

Credit & Lending

Introduction to Consumer Lending

The seminar will cover the basics of consumer lending including the consumer loan function, marketing consumer loans, and making consumer lending decisions based on the five (5) C’s of credit- capacity, capital, collateral, conditions, and character. 

The attendee will also be exposed to loan structure, loan support, and documentation issues and how they are an intricate part of the consumer lending process. An “auto loan,” “RV loan,” and “home equity line of credit” (HELOC) will be utilized as examples throughout the session. 

Additionally, the basics of consumer loan compliance will be provided including Reg B, Reg Z, TRID, BSA, and Fair Credit Reporting. 

The bank’s consumer lending function will be illustrated through “case studies.” 

Who Should Attend: Consumer Lenders, Loan Documentation Specialists, Private Bankers, Business Development Officers, Branch Managers, Financial Service Representatives

Marketing & Sales

Selling Value in a Challenging Price Environment

It is no surprise that senior bankers expect pricing pressure to persist and margins to continue to be a challenge in 2021. Bankers who will succeed in these markets of shrinking loan growth and NIM will be consultative salespeople who are able to position and sell their value by understanding what is most important to their prospects and clients. They will be skillful at asking the right questions to uncover a potential buyer’s criteria. Does this describe your relationship managers?

Mark Trinkle, Chief Growth Officer of Anthony Cole Training Group will deliver this workshop focused on understanding 3 keys to selling value in today’s challenging markets. 

Who Should Attend: Commercial and Business Banking LOB Leaders, Training Managers, CEOs and Sales Execs

Credit & Lending

Financial Analysis with Ratios

Ratio analysis helps lenders and analysts to determine a borrower’s operating performance (profitability and productivity) and financial condition (liquidity, leverage, solvency) by rendering the financial statements into ratios. This webinar focuses on well-known and reliable ratios to assist in identifying trends analytical strengths and weaknesses of borrowers.

This session will explain how to employ ratios to measure and evaluate a borrower’s performance and financial condition. A borrower’s financial profile changes over its life cycle as it moves from new entity to mature firm, and this change over time will be explained and illustrated so that participants will see the link between positive cash flows and good operating performance and financial condition.

Who Should Attend: Beginning Professionals in Banking, Credit and Financial Services Industry followed by Mid Management and Upper Management

IT, Technology, & Operations

Why It’s Time To Revisit ESG and CSR In Banking

Business leaders are revisiting their corporate social responsibility practices in response to a number of monumental challenges facing society including a public health crisis, an economic crisis and a racial equity crisis. In this session, participants will explore how external events and trends specific to the financial services sector have forced banks to re-examine why they will need to elevate environmental, social and governance concerns into strategic planning efforts. Internal and external stakeholders continue to pressure banks to leverage the power of banking for positive social and environmental impact and a robust ESG/CSR plan will allow financial institutions to stay competitive in a rapidly changing business environment.

Who Should Attend: Bank Board Directors, C-Suite Leaders, Chief Marketing Officer, CRA Officer, Chief Community Affairs Officer, Chief Sustainability Officer, VP Business Strategy and Planning, VP Business Development, VP Corporate Responsibility 

Credit & Lending

Effective Credit Administration: Tools and Techniques

Credit administration (CA) connects the organization’s credit strategy, credit approval, credit extension, and credit management tasks into a coherent credit risk management function. Whether in the backroom or the front room, CA is necessary to provide a smooth transition from a prospective client to a creditworthy borrower. Analysis and approval is only part of the story; once the loan is made, the borrower’s performance must be monitored in order to ensure repayment on time, in full, and as agreed.

This session is intended to provide guidance on how to develop and maintain a Credit Administration (CA) function that will provide guidance to anyone involved in the credit function of the bank. The session also highlights the safeguards to manage the bank’s loan portfolio in a safe and sound manner. CA supports credit risk management by watching over credit policy, credit analysis and underwriting, credit approval, credit extension, loan administration and portfolio management.  It also includes ensuring that credit policy exceptions and loan documentation exceptions are mitigated, that credit files and loan documentation are secure.

Who Should Attend: Credit Policy Officer, Credit Department Manager, Credit Administration Manager, Chief Credit Officer, Loan Review Officers