Events

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Assessing Your Commercial Borrower’s Insurance Coverage

The Commercial Loan Documentation checklist typically lists “Evidence of Insurance”. Don’t check that off your list without making sure you have reviewed the Certificate of Insurance and assessed your borrower’s coverage. This fast-paced program will discuss the many different types of insurance coverage for commercial businesses including those which can be included in the general terms “comprehensive” and “general liability” as well as specialized types of coverage based on the business sector in which your borrower operates. Collateral protection insurance, including valuation of a loss claim, co-insurance requirements and contractual provisions addressing the lender’s right to proceeds will be covered. Issues such as deductibles and self-insurance will be discussed. The methods for obtaining and perfecting liens on insurance policies and insurance proceeds, including key person life insurance, will also be reviewed.

What You Will Learn
Reasons for Requiring Insurance
Governmental Insurance Requirements
Commercial Property Insurance: Claims and Common Exclusions
Deductibles
The Lender’s Security Interest in Policies and Proceeds
Claim of Lender as Lender’s Loss Payee or Co-Loss Payee
Co-Insurance Issues and Reductions
Green Insurance
Flood Insurance
Lease Insurance: Residual Value and Enhancement
Self-Insurance
Commercial General Liability (CGL): Coverage A, B and C
Business Interruption Insurance
Professional Liability Insurance
Errors and Omissions Policies
Coverage for Officers & Directors
Employment Practices Liability Insurance (EPLI)
Data Breach & Cyber Liability Insurance
Coverage for Business Autos
Examples of Optimum Coverage for Various Types of Commercial Businesses
Certificates of Insurance and Borrower Reporting Requirements
Key Person Life Insurance

Who Should Attend?
This program will benefit commercial loan officers, as well as compliance and loan documentation team members.

Presenter
Robin Russell has practiced law for 30 years and is licensed in Texas, New York and Massachusetts. She is a fellow in the American College of Bankruptcy and of the American Law Institute. She combines a depth of experience in bankruptcy restructuring and litigation with financial transactions. She has represented corporate debtors, independent directors, liquidating trustees, bondholders, unsecured creditors’ committees, bank groups, private equity funds, landlords, trade creditors and bidders for estate assets in Chapter 11 and Chapter 7 bankruptcy proceedings. She has also represented banks, institutional lenders and corporate borrowers in commercial loan transactions and debt restructurings.

Robin is the principal author of Thomson Reuters’ Texas Practice Guides for both Creditors’ Rights and Financial Transactions and the Texas Bankers Association’s Texas Secured Lending Guide, Texas Problem Loan Guide, Texas Real Estate Lending Guide and Texas Account Documentation Guide. She is a frequent speaker on banking, bankruptcy and financial restructuring related topics and has served as a Chapter 7 Trustee. Robin received her LL.M. in Banking Law from Boston University and her J.D. from Baylor University where she was Editor-in-Chief of the Baylor Law Review and the highest ranking graduate in her class. She clerked for the Texas Supreme Court before beginning her legal career.

For 27 years, Anthony Cole Training Group has been helping banks and other financial service organizations close their sales opportunity gap by helping them sell better, coach better and hire better. Our Mission: Grow People, Grow Organizations.

Registration Options
Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Section 1071 Dodd-Frank Act Proposal

This webinar will take a deep dive into the proposal that will implement the small business data collection and reporting requirements found in Section 1071 of the Dodd-Frank Act. This rule will have a major impact within the commercial lending areas of most financial institutions. Start planning today!

This proposal requires covered institutions to collect and report certain data for small business credit applications. This includes information specific to the credit request, such as the purpose and amount; information specific to the business, such as the number of workers and time in business; and information on the demographics of the principal owners or ownership status. This data would need to be reported annually to the CFPB.

While this is still a proposal, it will happen. Now is the time to learn what you can about the proposed requirements and what the potential impact will be to your institution.

What You Will Learn

Does the Rule Apply to Your Financial Institution?
Covered Applications, Transactions & Exclusions in Detail
What is a Small Business?
Detailed Breakdown of the Required Data
Recommendations for Your CMS, Change Management & Action Plan
Proposed Effective Dates & Mandatory Compliance Dates
Your Questions, Plain English Answers & Much More

Who Should Attend?

This webinar is designed for the management, compliance officers, auditors, loan officers, loan processors and other loan operations personnel.

Presenter

Jerod Moyer is the leader of Banker’s Compliance Consulting’s training productions. He is a nationally recognized speaker. Whether it’s a conference, seminar, school, webinar or luncheon, it’s easy to stay engaged when he presents due to the amount of passion and energy he brings to each and every compliance topic. Jerod has spoken on behalf of the American Banker’s Association, BankersOnline, many state banking associations, private compliance groups and financial institutions. He is a Certified Regulatory Compliance Manager (CRCM) and BankersOnline Guru.

Jerod likes to spend his time (between reading regulations and producing compliance training!) relaxing at the lake with his wife and three children, following their activities or engaged in something sports related!

Registration Options

Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Five Steps for Understanding & Managing the Complaint Process

The CFPB (Consumer Financial Protection Bureau) has been inviting consumers to “tell their story” and file complaints since July, 2011. While the CFPB may not be the primary regulator for your financial institution, it’s critical to understand how the CFPB complaint process has changed regulatory expectations, and what your bank should be doing to proactively manage complaints.

Program Highlights
Learn how the CFPB uses complaint information to guide investigations, develop enforcement actions, and require reimbursement to consumers.
Learn the regulatory “expectations” for complaints.
What do recent enforcement actions tell the financial service industry about the importance of complaints?
How is social media used by regulators in the complaint process?
What do the employees in your financial institution need to know about handling complaints?
How should complaints be tracked and evaluated?
What type of training should be completed for handling complaints?
Who Should Attend?
Fair Lending complaints have initiated regulatory scrutiny that resulted in civil money penalties, reputational damage, and downgrades to the CRA rating. This session provides important information for Senior Management, Compliance Officers, Risk Managers, Branch Managers, Call Center Managers, Loan & Deposit Operation Managers, Marketing Staff, and Product Development Specialists

Presenter
Susan Costonis is a compliance consultant and trainer. She specializes in compliance management along with deposit and lending regulatory training.

Susan has successfully managed compliance programs and exams for institutions that ranged from a community bank to large multi-state bank holding companies. She has been a compliance officer for institutions supervised by the OCC, FDIC, and Federal Reserve. Susan has been a Certified Regulatory Compliance Manager since 1998, completed the ABA Graduate Compliance School, and graduated from the University of Akron and the Graduate Banking School of the University of Colorado. She regularly presents to financial institution audiences in several states and “translates” complex regulations into simple concepts by using humor and real life examples.

Registration Options
Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Notary Public

Being a notary public is a responsibility assumed by many financial institution employees. Unfortunately, most do not understand the personal liability when agreeing to serve in this capacity. Notaries and others will learn best practices for dealing with issues unique to the financial industry. Help your team know their responsibilities, plus learn basic laws, liability and reviews of various notarial acts.

This Two-Hour Course Will Address
Basic Notary Public laws
Responsibilities of a Notary Public
Conflicts of interest
What happens when the law and the employer don’t agree
Different types of notarial acts
Notarial liability and why notaries are sued
Who Should Attend?
Bank legal counsel, managers, supervisors and notaries, as well as potential new notaries.

Presenter
Terri D. Thomas, JD is the Director of the Kansas Bankers Association Legal Department, which specializes in providing compliance and legal assistance to Kansas banks.

Terri has worked with financial institutions for over thirty-nine years in various capacities. Most notably, she served for fourteen years as in-house legal counsel and trust officer for Bank of America and its Kansas predecessors. She has also served as a trust department manager and branch manager.

Receiving her Bachelor of Arts degree from Kansas State University in 1985, Terri continued her education at Washburn University School of Law and obtained her Juris Doctor in 1988. She has served as an Adjunct Professor at Washburn University School of Law in Topeka, Kansas and the University of Kansas School of Law in Lawrence, Kansas, and is a frequent seminar presenter for financial associations in the Midwest.

Registration Options
Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Residential Construction Lending

Community Banks are often faced with construction loan requests that are underwritten by Consumer and Commercial Lenders who apply the same underwriting standards used for retail and commercial loans to Residential Construction Loans. The problem with this approach is that Construction Lending is a highly specialized form of lending requiring a different approach. It is actually Asset-Based Lending, whereby funds are advanced based on the successful completion of various phases of the project and other requirements being met.

Many problems can occur during construction that can leave lenders highly exposed unless they are underwritten properly. Understanding the risks in this type of lending is paramount for bankers. This course is designed to provide fundamental and proven techniques to minimize these risks.

Common types of borrowers of Residential Construction Loans are:

Individuals constructing their single family residences (Owner/Occupant)
Developers who transform raw land into improved property suitable for construction and
Builders of 1-4 family residences
We will examine the characteristics and risks inherent with these borrowers; how to underwrite them and the real estate project under construction. Our primary focus will be on financing the construction of single-family residential housing.

Covered Topics
Prerequisites for Successful Construction Lending
Analyzing and Underwriting the Owner/Occupant
Analyzing and Underwriting the Builder/Developer
Overview of the Actual Development and Building of a Residential Unit
Structuring the Construction Loan
Managing Construction Loan Advances
Financing Land Acquisition and Land Development
Construction Lending Documentation
Problem Areas in Construction Lending

Who Should Attend?
Loan Officers, Senior Credit Officers, Senior Loan Officers, Loan Administrators, Loan Review Officers, Compliance Officers, Branch Managers, Credit Analysts and Underwriters

Presenter
Jeffery W. Johnson started his career with SunTrust Bank in Atlanta as a Management Trainee and progressed to Vice President and Senior Lender of SouthTrust Bank and Senior Vice President and Commercial Banking Division Manager for Citizens Trust Bank of Atlanta.

Most of his career has been spent in Credit Administration, Lending, Business Development, Loan Review, Management and Training & Development. He has managed loan portfolios representing a cross section of loan types including: Large Corporate, High Net Worth Individual, Middle Market Companies, Small Business, Real Estate and Non-Profit Organizations.

Mr. Johnson is now a training professional in the financial industry by leading various seminars covering important topics relating to issues in financial institutions. He teaches actively for fifteen state banking associations in the United States, Risk Management Association (RMA) and individual financial institutions nationwide. He co-authored a training course entitled “Lending to Service and Other Professional Organizations” for RMA in 2001.

Mr. Johnson earned a B.A. Degree in Accounting from Morehouse College in Atlanta; a MBA in Finance from John Carroll University in University Heights, Ohio; Banking diploma from Prochnow School of Banking at the University of Wisconsin and a Graduate Certificate in Bank Management from the Wharton School of Business at the University of Pennsylvania.

Registration Options
Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Handling Legal Documents – POAs, Trusts, Estates and Guardianships

Risk? Are taking court orders, power of attorneys, and other documents too much risk?

During this program we will look at the high risk involved in fiduciary accounts and the legal documents that come with them. From guardianships to power of attorneys, we will look at the key players, who can do what, and whether you can refuse the account. Learn how to open these high-level accounts and how to look at the paperwork and involve legal counsel. Some institutions send all paperwork to legal counsel, but many do a first look-see and then send it to legal when it involves complications. Learn how your procedures may be exposing your institution to risk on these special accounts.

Covered Topics
Power of attorney documents-key components, players, state rules
What can an agent do or not do on a POA?
Living trusts, charitable trusts and pension trust documents
Guardianships and Conservatorship Accounts court orders and
Other fiduciary arrangements—UTMAs, Social Security and VA Accounts
Estates, Small Estates and rights at death.
General rules of what fiduciaries can and cannot do

What you will receive:
New Account Handbook on set up procedures

Who Should Attend?
New Accounts, Branch Managers, Loan Officers, Bank Management, Deposit Operations, Deposit Compliance, Branch Administration, BSA Officer, BSA staff, Compliance Officers, Training and others who open accounts.

Presenter
Deborah Crawford is the President of Gettechnical Inc., a Virginia based training company. She specializes in the deposit side of the financial institution and is an instructor on IRAs, BSA, Deposit Regulations and opening account procedures. She was formerly with Hibernia National Bank (now Capital One) and has bachelor’s and master’s degrees from Louisiana State University. She has 30+ years of combined teaching and banking experience.

Registration Options
Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Understanding Revocable and Irrevocable Trust Documents

Financial institutions are required to complete transactions for customers who have created revocable and irrevocable trusts. To protect your financial institution’s interests when using these documents, it is imperative to understand the basic do’s and don’ts. This presentation will provide financial institution personnel with best practices to use when dealing with these complex legal documents.

Covered Topics
What are the differences between revocable and irrevocable trusts?
What does it mean when a trust is called a “living trust” versus a “testamentary trust?”
How does the financial institution establish the relationship, including changing titles and performing transactions (loans or deposits)?
How many co-trustees does it take to bind the trust?
When can a successor trustee do business for the trust?
Can a power of attorney be used with a trust document?
Can a trust own a safe deposit box?
Can a trust co-own an account with another trust (or person)?
Who Should Attend?
Financial institution employees involved with opening new accounts, deposit or loan documentation and operations.

Presenter
Richard Hamm has been training bankers for 30+ years, designing and delivering courses specializing in commercial lending and credit, including portfolio and risk management, commercial real estate (CRE) and appraisals, plus selling and negotiating skills, and director training.

His clients include National associations such as the American Bankers Association (ABA) and the Risk Management Association (RMA), regional banking schools such as the Graduate School of Banking at Colorado, the Southwestern Graduate School of Banking (SWGSB) and other major schools, state banking and community banking associations in ten states, and individual banks

He is based in Huntsville, AL and has owned/operated Advantage Consulting & Training for 15+ years, after a 22-year banking career including senior positions in lending and credit, plus president during the formation of a community bank. He has BS and MBA degrees from the University of Alabama.

Registration Options
Live Plus Five (days) – $265
OnDemand Recording – $295
CD-ROM – $345
Live Plus Six (months) – $365
Premier Package – $395

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Commercial Loan Annual Credit Review

Regulators expect financial institutions to have a process in place (staffed by skilled individuals) that serves as an early warning system to identify deteriorating credit risk in loans. The annual credit review of commercial borrowers is the critical element of this process.

Regulators are emphasizing four key points. This webinar will cover each point and address how to satisfy regulatory expectations. In addition, while regulators allow financial institutions to establish processes for performing various levels of annual credit reviews, the criteria for each level needs to be clearly established by board-approved policy. Suggestions will be provided.

AFTER THIS WEBINAR YOU’LL BE ABLE TO:
Discuss regulatory expectations surrounding the periodic review of credits as part of your institution’s credit management practice
Distinguish between different review scopes and depths of review based on risk characteristics
Define and discuss key attributes of the periodic review, including the surrounding primary, secondary, and tertiary repayment sources
Guarantor support and global analysis
Understanding “whom” to include as part of the annual or periodic review
Understand the need for ongoing collateral monitoring and the importance it plays in the periodic review of credit risk
Clearly identify red flags that may prompt a change in risk rating, or elevation to a more substantial review process (i.e., warning indicators of imminent default)

WHO SHOULD ATTEND?
This informative session will benefit credit analysts, commercial loan officers, loan review staff, chief lending officers, credit risk officers, and ALLL personnel.

TAKE-AWAY TOOLKIT
Employee training log
Interactive quiz

NOTE: All materials are subject to copyright. Transmission, retransmission, or republishing of any webinar to other institutions or those not employed by your financial institution is prohibited. Print materials may be copied for eligible participants only.

Attendance certificate provided to self-report CE credits.

ABOUT THE PRESENTER – Aaron Lewis, Young & Associates, Inc.
Aaron Lewis is a senior consultant at Young & Associates, Inc. With over 15 years in the banking industry, his expertise is now dedicated to the lending division of Young & Associates where he assists financial institutions with loan, ALLL, policy, and credit-process and compliance reviews. He also conducts seminars on credit risk and compliance.

Prior to joining Young & Associates, Aaron was the Vice President Credit Administrator of a community financial institution in southeast Michigan and managed all facets of the lending function, including originations, underwriting, ALLL analysis, servicing, and secondary market compliance. He holds a Bachelor’s in finance from Michigan State University and graduated from the Graduate School of Banking, University of Wisconsin.

REGISTRATION OPTIONS
Live Webinar Access – $245
On-Demand Access + Digital Download – $245
Both Live & On-Demand Access + Digital Download – $320

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GSB – Developing and Analyzing Key Financial Ratios

This program covers how to calculate and analyze the basic set of financial statement (or tax return) ratios for operating businesses. Preliminary steps (covered in related programs) include understanding the types of financial statements and level of accountant involvement, distinguishing between cash and accrual accounting methods, and the unique format and features of business tax returns. We now turn to the four primary sets of ratios: (1) liquidity, (2) leverage, (3) profitability, (4) efficiency, and (5) debt coverage. Using a comprehensive case, calculations are demonstrated, as wells as major issues, strengths and limitations of the various ratios. Participants will work from a ratios reference guide that is intended to be a resource for future statement spreading.

Covered Topics

Basic guidelines for classifying and spreading the data
Identify the key components of a balance sheet
Calculate liquidity and leverage ratios for an example business and interpret the results
Identify situations with positive or negative working capital
Describe common-sizing of the balance sheet
Identify the key components of an income statement
Calculate profitability and traditional cash flow measures for an example business and interpret the results
Calculate efficiency and debt coverage ratios for an example business and interpret the results
Explain the use of industry and comparative data within financial analysis

Target Audience
Credit analysts, portfolio managers, assistant relationship managers, community bankers, small business lenders, commercial lenders, consumer lenders, branch managers that lend to business owners, private bankers, special assets officers, loan review specialists and others involved in business and commercial lending

Presenter
Richard Hamm, Advantage Consulting & Training

Registration Option

Live presentation $275

Recording available through Mar. 14, 2022

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GSB – Improving Commercial Loan Pricing and Profitability

With intense competition to capture loans, now more than ever it is important to have a strategic approach to loan pricing. This includes adequately covering your bank’s costs and meeting profit objectives. It also includes differentiating loan interest rates to reflect relative risk, plus knowing that you CAN win the borrower’s business on a basis other than the lowest price. So, improving your banks loan pricing and profitability has three key steps:

Understanding how your bank’s financial structure and performance creates advantages and disadvantages. It all starts with the loan-to-deposit ratio, then extends to the various metrics that drive calculating the profitability of loans, in terms of return on equity (ROE).
Knowing these key variables, the next element is scouting the competition. Uncertain times bring confusion to a competitive market. We’ll cover several ways to do this. No more complaining that the competition did something foolish, because usually they did not.
Sharpening your bidding skills comes next. Most pricing situations effectively are bid situations, whether you know it or not. We’ll cover several strategies to use.

Covered Topics

The key variables that determine loan profitability, plus a simple calculation example
Using each variable to uncover possible advantages and disadvantages your bank may encounter with your competitors
Understanding that it is not a “level playing field” when you compare to non-bank competitors
Obtaining premiums (yes, you can)
Options, options, options are your friend
Being proactive
Keeping the economic cycle in mind

Target Audience
Credit analysts, portfolio managers, assistant relationship managers, community bankers, small business lenders, commercial lenders, consumer lenders, branch managers that lend to business owners, private bankers, special assets officers, loan review specialists and others involved in business and commercial lending

Presenter
Richard Hamm, Advantage Consulting & Training

Registration Option

Live presentation $275

Recording available through Mar. 14, 2022

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