Lenders & Chief Credit Officers Conference

Agenda

Agenda

*All times listed below are in PST

Wednesday, November 4
9:00 AM – 10:15 AM Opening Keynote​

Pivot Point: Thriving In A Post-COVID World

Shawn Rhodes
CEO
Shoshin Consulting
10:15 AM – 10:30 AM Break
10:30 AM – 11:30 AM Learning Session #1

Valuing Properties in a COVID World

David Rosenthal
President & CEO
Curtis-Rosenthal, Inc.
  Learning Session #2

How To Convert PPP Customers Into
Full Banking Relationships


Ray Adler
Founder/CEO
BTI Growth Advisors
11:30 AM – 1:00 PM Lunch & Marketplace Time
1:00 PM – 2:00 PM Learning Session #1

Competing for Commercial Loans –
Winning with Swaps


Ben Lewis
Managing Director
Chatham Financial​
  Learning Session #2

Applying Artificial Intelligence to Monitor Small Business
Borrower Performance and Portfolio Risk in Real Time​


Gord Baizley
CEO
Judi AI
2:00 PM – 2:15 PM Break
2:15 PM – 3:30 PM General Session​

Economic Update

Dr. Peter Rupert
Professor of Economics
University of California, Santa Barbara
4:00 PM – 5:00 PM Virtual Happy Hour with a Performance by Ryan Hiller
Thursday, November 5
8:00 AM – 9:00 AM Breakfast & Marketplace Time
9:00 AM – 10:15 AM General Session

The 21 Core Sales Competencies – Your Path to Growth

Mark Trinkle
Chief Growth Officer
Anthony Cole Training Group
10:15 AM – 10:30 AM Break
10:30 AM – 11:30 AM Learning Session #1

Platform Creep: Getting the Right Foundation

Scott Fieber
VP of Strategic Solutions
Cook Security Group
  Learning Session #2

Commercial and Small Business Lending,
Today and Post-COVID


James Wu
Founder & CEO
MonJa
11:30 AM – 1:00 PM Lunch & Marketplace Time
1:00 PM – 2:00 PM Learning Session #1

The Ups and Downs of Lending through the Business Cycle

Dev Strischek
Principal
Devon Risk Advisory Group, LLC
  Learning Session #2

SureBuild Project Completion Insurance –
Proactive Insurance in the Event of Borrower Default


Joe Derhake, CEO
Jenny Redlin, Principal
Chelsy White, Managing Director of Saint Vincent
Partner Engineering and Science, Inc.
2:00 PM – 2:15 PM Break
2:15 PM – 3:15 PM Peer Exchange Session (Bankers Only Please)
3:15 PM – 3:30 PM Break
3:30 PM – 4:30 PM Learning Session #1

Creating a Digital Lending Experience for
Your Employees and Commercial Customers


David Catalano
SVP Business Development
Baker Hill
  Learning Session #2

Handling Problem Loans in the Age of COVID-19

Gary Tokumori
Shareholder
Parker Milliken

Kenneth Miller
Shareholder
Parker Milliken​
Friday, November 6
8:00 AM – 9:00 AM Breakfast & Marketplace Time
9:00 AM – 10:00 AM General Session

Legislative Update

Kevin Gould 
SVP, Director of Government Relations 
California Bankers Association

Melanie Cuevas 
VP, Government Relations 
California Bankers Association

Jason Lane 
VP, Deputy Director, Government Relations 
California Bankers Association
10:00 AM – 10:15 AM Break
10:15 AM – 11:15 AM Learning Session #1

Lending to the Cannabis Industry

Terry Neeley
Founder & Managing Director
West Coast AML Services, LLV

Richard P. Ormond, Esq.
Shareholder
Buchalter

Dante Tosetti
Chief Credit Officer
Beacon Business Bank
  Learning Session #2

Data Collection Informing Construction Loan Risks

Jim Fraser
Director, CRE Strategy
Built Technologies
11:15 AM – 11:30 AM Break
11:30 AM – 12:45 PM Closing General Session

The Future of Real Estate

Moderated by:
David Rosenthal, President & CEO, Curtis-Rosenthal, Inc.

Matthew May 
Founder 
May Realty Advisors

Eric Sackler
Director
Coldwell Banker Commercial

Lee Segal 
President 
Segal Commercial

Jon Dishell 
Chief Capital Officer
Gemini Rosemont
Speakers

Shawn Rhodes
CEO
Shoshin Consulting

Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how to pivot when change enters our plans. He’s a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries – some the most dangerous places on the planet – has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal and INC.

Speakers

Dr. Peter Rupert
Professor of Economics
University of California, Santa Barbara

Dr. Peter Rupert is the professor of economics at the University of California, Santa Barbara, and executive director of the UCSB Economic Forecast Project, a research unit providing economic data, analysis, and forecasts to the community. Dr. Rupert came to Santa Barbara from the Federal Reserve Bank of Cleveland, where he had been a senior economic adviser for 13 years.

Speakers

Mark Trinkle
Chief Growth Officer
Anthony Cole Training Group, LLC

Mark is a sales-experienced training veteran who possesses extensive financial services experience in delivery, role-play, recruiting, onboarding and coaching salespeople. Mark is also our Community Bank expert and delivers sales and management workshops across the country to associations such as BAI, CEO Bank Network, Bank Trainer’s Conference, OBL and American Banker.

Speakers

Kevin Gould
Senior Vice President, Director of Government Relations
California Bankers Association

Kevin Gould joined the California Bankers Association (CBA) in 2004, bringing with him more than seven years of legislative experience. In his role as senior vice president and director of state government relations, he oversees the management and operation of CBA’s state and federal government relations department and also serves as one of CBA’s three registered lobbyists.

Speakers

David Rosenthal
President & CEO
Curtis-Rosenthal, Inc.

David Rosenthal, MAI, FRICS has over 30 years of commercial real estate appraisal experience working with lenders, equity sources, attorneys, and public agencies. Prior to co-founding Curtis-Rosenthal, Inc. in 1983, he worked at Security Pacific National Bank as a corporate banker.

Speakers

Matthew May
Founder
May Realty Advisors

Matthew May has successfully represented tenants, investors and property owners throughout the United States and abroad for over 25 years. Matthew founded May Realty Advisors in 2000 to bring a level of service and retail expertise to the investment area. Matthew has deep expertise in retail tenant representation, investment sales, project development and leasing, creative marketing, and core business economics acumen related to the investment sales segment of the business.

Speakers

Eric Sackler
Director
Coldwell Banker Commercial

A Los Angeles native who grew up in the Southern California real estate industry, Eric Sackler has a proven 30-year track record as a leading real estate investment advisor and broker.

Mr. Sackler has sold over $1 Billion of Office, Retail, Industrial and apartment properties for private investors, owner/users, banks, institutions, court receivers and fiduciaries. He also has extensive leasing experience in all asset types.

Speakers

Lee Segal
President
Segal Commercial

Lee Segal is President of Segal Commercial and an Experienced Commercial Real Estate Litigation Expert Witness.

Lee S. Segal is a recognized commercial and industrial real estate industry leader in Los Angeles with over 40 years of working in the California commercial real estate business including expert witness testimony.

Speakers

Jon Dishell
Chief Capital Officer
Gemini Rosemont

With over 35 years of experience in real estate investing, Jon Dishell is Gemini Rosemont’s Chief Capital Officer with responsibility for fundraising, investor relations, corporate marketing, public relations, and strategy.

Speakers

Ray Adler
Founder/CEO
BTI Growth Advisors

Ray Adler is the Founder and CEO of BTI Growth Advisors. For two decades, BTI Growth Advisors has been a top management consulting firm in the financial services industry. Ray has a proven track record guiding the performance improvement and organizational change efforts for over 100 institutions, unlocking innovation and human potential while improving sales and profits.

Speakers

Ben Lewis
Managing Director
Chatham Financial​

Ben Lewis is a Managing Director for Chatham’s Financial Institutions team leading our business development efforts in the Western U.S. Since joining Chatham, Ben has worked with depositories of all sizes helping them manage interest rate risk through the prudent use of hedging strategies. Prior to his work with financial institutions, Ben worked with private equity firms and REITs to hedge their interest rate and foreign currency risk.

Speakers

Gord Baizley
CEO
Judi AI

Gord brings a broad range of financial, legal, and operational experience to JUDI.AI. He began his career in investment banking and corporate law. Subsequently, he held executive positions (CFO, CSO and COO) in two of Canada’s fastest-growing technology companies during the past two decades (which reached #1 and #5 on the Deloitte Fast 50 list).

Speakers

James Wu
Founder & CEO
MonJa

James is the CEO and founder of MonJa, a platform that streamlines commercial and small business underwriting. Prior to starting MonJa, James worked as the Executive Director of Risk Management Analytics at MSCI, where he developed his expertise with designing and selling investment tools and software for institutional investors.

Speakers

Dev Strischek
Principal
Devon Risk Advisory Group, LLC

A frequent speaker, instructor, advisor and writer on credit risk and commercial banking topics and issues, Dev is principal of Devon Risk Advisory Group and engages in consulting, speaking and training on a wide range of risk, credit, and lending topics. As former SVP and senior credit policy officer at SunTrust Bank, Atlanta, he was responsible for developing, implementing, and administering credit policies for SunTrust’s wholesale lines of business–commercial, commercial real estate, corporate investment banking, capital markets, business banking and private wealth management.

Speakers

Joe Derhake
CEO
Partner Engineering and Science, Inc.

Joseph Derhake, PE, serves as Chief Executive Officer of Partner Engineering and Science, Inc., the industry leader in engineering and environmental due diligence consulting. A successful entrepreneur, Mr. Derhake founded Partner with eight employees and the company has rapidly evolved to over 800 employees nationwide, with recent expansion into the international market. 

Speakers

Chelsy White
Managing Director of Saint Vincent

Ms. White is a licensed agent at Saint Vincent, the managing general agent of SureBuild℠ Project Completion Insurance. She is a licensed producer and surplus lines broker in California, Arizona, New York, Texas, Florida, New Jersey, North Carolina, and Georgia. Ms. White is directly responsible for managing agency business as it applies to compliance issues, agent licensing and appointments, contracts, and records.

Speakers

David Catalano
SVP Business Development
Baker Hill

For more than 20 years, David has worked at the senior executive level in both small private and large, public companies. David has over a decade of experience in commercial lending across multiple industries and has significant experience building and growing conventional, commercial loan portfolios in the community banking space.

Speakers

Gary Tokumori
Shareholder
Parker Milliken

Gary Tokumori is a Shareholder of Parker, Milliken, Clark, O’Hara & Samuelian APC and co-chair of its Financial Services and Creditors’ Rights Department. He has extensive experience in the representation of creditors, including financial institutions and leasing companies, in the areas of commercial workouts and litigation.

Speakers

Kenneth Miller
Shareholder
Parker Milliken​

Kenneth Miller is a Shareholder of Parker, Milliken, Clark, O’Hara & Samuelian APC and co-chair of its Financial Services and Creditors’ Rights Department. He enjoys a diverse practice, primarily focusing on representing lenders in complex real and personal property loan transactions.

Speakers

Terry Neeley
Founder & Managing Director
West Coast AML Services, LLV

Mr. Neeley is a well-respected expert in the federal law enforcement BSA / Money Laundering Control Act field with over 25 years of firsthand experience investigating complex drug money laundering organizations, white collar financial crimes and terrorist financing. He successfully directed Departments of Justice and Treasury certified undercover financial task force operations against Mexico and Colombia drug trafficking cartels for the U.S. Customs Service Office of Investigations, Headquarters, Washington, DC.

Speakers

Richard P. Ormond, Esq.
Shareholder
Buchalter

Richard Ormond has over 20 years-experience that includes business law, real estate, banking, receivership law, cannabis regulations, commercial litigation, and restructuring.  He has tried cases in State Court, Federal Court and Bankruptcy Court and he has arbitrated dozens of matters. Mr. Ormond is recognized as one of the nation’s leading experts on receivership law and other equitable solutions.

Speakers

Dante Tosetti
Chief Credit Officer
Beacon Business Bank

Dante Tosetti, who has more than two decades of experience in the financial services and banking industries, is responsible for the general direction and supervision of the lending department, including commercial, Small Business Administration (SBA), real estate, construction and consumer lending for its business clientele. He reports to John Delaney, CEO and president of the Bank.

Speakers

Jim Fraser
Director, CRE Strategy
Built Technologies

Jim Fraser has over 30 years of experience in financial services, with an emphasis in construction lending and real estate development. Before Built, Fraser was EVP of Commercial Lending at Axos Bank, where he was responsible for commercial construction lending, income property, lender finance, equipment leasing and factoring, with a combined portfolio of $5 billion.

Sessions

Pivot Point: Thriving In A Post-COVID World

In the world of banking and lending, the best plans may not always work out as planned. To address the constant challenge of adapting to COVID and its effects on our banks, TEDx speaker and nationally syndicated columnist Shawn Rhodes will share how the best teams and organizations pivot to leverage change when it occurs, built engaging cultures and ensured the experience of our senior leaders doesn’t leave when they do.

Sessions

Legislative Update

Hear from Kevin Gould, Melanie Cuevas, and Jason Lane from the California Bankers Association as they provide their Legislative Update.

Sessions

Valuing Properties in a COVID World

Commercial and Multi-family properties have had their values supported by government support since the start of COVID. What happens when the subsidies run out? How are properties valued in this environment? How does the market account for reduced cash flow while some tenants are not able to pay rent due to social distancing restrictions? What is the future of Retail properties? What is the future of Office properties?

Sessions

How To Convert PPP Customers Into Full Banking Relationships

The risk of doing business with yesterday’s pre-COVID approach is too high. Now is the time to adapt and take advantage of this unprecedented opportunity as our country continues to reopen. Financial services expert Ray Adler will share proven steps to successfully convert your Paycheck Protection Program loan customers into a long term passionate advocates for your bank.

Sessions

Competing for Commercial Loans – Winning with Swaps

Competition for commercial loans is challenging. Bankers with access to the right tools are more likely to win the right deals. Borrower swaps, sometimes called back-to-back swaps, are one the best tools available. In this presentation, bankers will see how these swaps offer greater flexibility and prepayment characteristics than traditional fixed rate loans. Swaps are no longer just for big banks – increasingly community and regional banks are making use of swaps as well.

Sessions

Applying Artificial Intelligence to Monitor Small Business Borrower Performance and Portfolio Risk in Real Time

See how AI can be used to analyze live banking data to provide continuous cash flow based insights. Credit scores and financial statements generally lag performance, and annual reviews are highly manual processes based on stale information. In a dynamic environment like the current one, new approached to both risk management and customer service are in order.

Sessions

The Ups and Downs of Lending through the Business Cycle

Lending through the ups and owns of the business cycle requires understanding the needs of business borrowers as they try to survive contraction to take advantage of expansion again. The pandemic has exacerbated the downturn by roiling the normal informational flows–financial statements, industry trends, economic updates. Learn how to monitor such diverse factors as social distancing, essential vs. nonessential businesses, working from home, supply chain risk, eviction laws, etc. in gauging a borrower’s ability to repay during this pandemic.

Sessions

SureBuild Project Completion Insurance – Proactive Insurance in the Event of Borrower Default

How do you currently approach loans for sponsors with low liquidity or lack of experience? Construction loans are often much riskier than conventional commercial real estate loans, in large part due to the risks associated with execution. What happens if the developer or contractor fails, and the project goes significantly over budget? The borrower could walk away, leaving the lender with a half-built project, costs spiraling out of control, and poor collateral to protect it from loss.

Sessions

Handling Problem Loans in the Age of COVID-19

In the midst of the COVID-19 pandemic, it is critical for the commercial lender to quickly assess and address problem loans in order to stay ahead of an uncertain and ever-changing financial environment and to allow the lender the best opportunity to efficiently resolve them. In this session, learn best practices for the lender’s business and legal teams to work together to quickly deal with potential risks and issues, and to design effective strategies to both minimize the lender’s problem loans and potential exposure. Explore a variety of techniques to maximize recovery and reduce costs in the handling of troubled loans during the unprecedented age of COVID-19.

Sessions

Lending to the Cannabis Industry

Above and beyond the considerable BSA/AML risks associated with accepting deposits from marijuana related businesses (“MRB”), credit risk is now emerging as financial institutions begin to lend to their marijuana related business customers. A Chief Credit Officer, an expert in federal law enforcement, and an attorney will provide an overview of the California marijuana industry and address the unique credit risks associated with providing credit to marijuana related businesses.

Sessions

Data Collection Informing Construction Loan Risks

2020 has delivered a wide range of exogenous shocks to construction loan portfolios. From Covid related public health shut-downs to natural disasters; western bankers are faced with ever changing reporting demands to manage portfolios and accurately risk rate loans. Construction loans with work in progress add an extra layer of information asymmetry.

Pricing

Pricing

One Registration Fee, Unlimited Attendees per Organization

Pricing For Price
WBA Bank Member $495
Bank Non-member $695
WBA Member Season Pass Holder Use Season Pass  -or-  $495
WBA Non-Member Season Pass Holder Use Season Pass  -or-  $695
WBA Associate Member TBD

Registration fees less a $75 processing fee per registrant will be refunded if cancellation is received by October 20, 2020. No refund if cancellations are received after October 20, 2020. Substitutions welcomed.

CPE Credits

CPE Credits

The 2020 Lenders & Chief Credit Officers Conference has been approved for 13 CPE credits.

In accordance with the standards of the National Registry of CPE Sponsors, CPE credits have been granted based on a 50-minute hour.

Mobile App

Mobile App

We will be utilizing the new WBA app at our 2020 Lenders & Chief Credit Officers Conference. Download the new app today in order to access the agenda, view the presentations, engage with other attendees, learn about event sponsors, get updates throughout the conference, and much more. Simply search “WBA” in either the Apple App Store or the Google Play Store to download today. Once you are registered for the conference you will receive log-in instructions with the access code at a later date.

Sponsorship Information

Sponsorship Information

If you are interested in sponsoring this event, please contact Jennifer Benson, VP of Conferences at jbenson@westernbankers.com.

Why sponsor:

  • Maximize your company’s brand awareness and increase your market position
  • Gain direct access to member banks and institutions in an exclusive environment
  • Raise your profile above your competitors
  • Learn about the issues confronting today’s financial service leaders and gain valuable insight into potential solutions
  • Match your exposure needs, regardless of your budget
  • Shape or reinforce a positive perception of your company with bank executives
  • Support the Western Bankers Association, the largest non-profit banking organization serving the West Coast financial services industry