Events

On August 31, 2021, the Consumer Financial Protection Bureau (CFPB) published a 918-page notice of proposed rulemaking (NPRM) to implement Section 1071 of the Dodd-Frank Act. That section amends the Equal Credit Opportunity Act (ECOA) to require financial institutions to collect and report certain data in connection with credit applications made by women- or minority-owned businesses and small businesses.

Comments on the NPRM were due by January 6, 2022. Compliance with a final rule will be mandatory 18 months after publication, which is expected by March 2023.

Key aspects of the proposal include, but are not limited to:

  • Who is covered – The rule applies to financial institutions, however a proposed activity-based exemption would exempt financial institutions that originate less than 25 “covered credit transactions” to “small businesses” in each of the two preceding calendar years. It is estimated that the rule will apply to approximately 3,600 to 3,800 (70% to 73% of the total) banks and Savings Associations.
  • What is a “Small Business” – The CFPB is proposing to define a “small business” as one that had $5 million or less in gross annual revenue for its preceding fiscal year.
  • What is an “Application” – The NPRM proposes to adopt the Regulation B definition of an “application” but exclude:
    Reevaluation requests, extension requests, or renewal requests on an existing business account, unless the request seeks additional credit, and
    Inquiries and prequalification requests.
  • What is a “covered credit transaction” – The CFPB is proposing to define a “covered credit transaction” as one that meets the definition of business credit under Regulation B. The term:
    • Includes loans, lines of credit, credit cards, and merchant cash advances.
    • Does not include trade credit, public utilities credit, securities credit, and incidental credit as defined in Regulation B.
  • What information is collected and reported – Financial institutions must collect 21 fields of data including the race, sex, and ethnicity of the principal owners of the business, the credit type, the amount applied for, action taken, pricing, census tract, gross annual income, the NAICS code, and much more. The sex of the applicant includes, “male”, “female”, “I do not wish to provide this information”, and “I prefer to self-identify as_____”.

What You’ll Learn

  • Who is covered by the new regulation,
  • The definition of “small business,”
  • The definition of “application,”
  • Which transactions are reportable and which are exempt from reporting,
  • The 21 data fields to be collected,
  • The data collection form,
  • The tolerances applied to the collected data,
  • The “firewall” concept,
  • The rules for reporting data to the CFPB,
  • What data gets published, when it gets published, and how it gets published,
  • The recordkeeping requirements,
  • The enforcement provisions,
  • The likely effective date of the rule, and
  • The five steps that need to be addressed before the final rules are published.

Who Should Attend
The program is designed for the board of directors, senior management, loan officers, compliance officers, training staff, and auditors.

Instructor Bio
Jack Holzknecht is the CEO of Compliance Resource, LLC. He has been delivering the word on lending compliance for 44 years. In 39 years as a trainer over 147,000 bankers (and many examiners) have participated in Holzknecht’s live seminars and webinars. Holzknecht’s career began in 1976 as a federal bank examiner. He later headed the product and education divisions of a regional consulting company. There he developed loan and deposit form systems and software. He also developed and presented training programs to bankers in 43 states. Holzknecht has been an instructor at compliance schools presented by a number of state bankers associations. As a contractor, he developed and delivered compliance training for the FDIC for ten years. He is a Certified Regulatory Compliance Manager and a member of the National Speakers Association.

Registration Options

Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person

The 6 ‘C’s — character, capacity, capital, collateral, conditions and credit score — are widely regarded as the most effective strategy currently available for assisting lenders in determining which financing opportunity offers the most potential benefits. The 6 ‘C’s are designed to assist lenders in determining which financing opportunity offers the most potential benefit to company owners. They provide a framework for conducting an analysis of a firm that takes into account both its strengths and its weaknesses. When this strategy is used, the lender is able to fully determine the best answer to meet the monetary requirements of the borrower.

You will get a comprehensive understanding of the 6 Cs of lending during this webinar. You will also get an understanding of how this technique insulates the lending process to meet the requirements of commercial financing.

What You’ll Learn
This webinar will provide you with valuable resources for analyzing the risk factor of borrower financing requirements. Additionally, you will have a deeper comprehension of the 6Cs Methodology.

  • Methodology decision-making based on the 6Cs: character and capability Capital. Condition. Collateral. Cash Flow.
  • What are the advantages and disadvantages of 6C’s methodology?
  • Evaluation procedure for creditworthiness
  • Why are the 6Cs essential for both the lender and the borrower?
  • Which C is the most crucial in the 6 Cs methodology?
  • Why is credit risk crucial for financial institutions?
  • The critical importance of the 6Cs approach to commercial financing.

Who Should Attend
Loan Officers, Loan Review Officers, Senior Lenders, Credit Administration Support Staff, Small Business Lender, Members of Bank’s Loan Committee, Credit Risk Managers, Commercial Junior lenders, Branch Managers.

Instructor Bio
Carolyn D. Riggins is the founder and owner of CDR Consulting Services, LLC in Atlanta’s Greater District, Georgia. CDR Consulting Services specializes in training, coaching, team development, and detecting critical gaps.

For 35 years, Ms. Riggins worked in retail banking at First Florida Bank, Barnett Bank, Mercantile Bank, and TD Bank. Ms. Riggins increased her client relationships by 71 million dollars at TD Bank by providing valuable training and continued teaching her teams. Ms. Riggins has held a variety of management positions at various banks throughout her career. She held the positions of Assistant Vice President Store Manager, Vice President Hub Manager, and Vice President Retail Regional Manager under her supervision. Ms. Riggins was successful in these numerous leadership positions by creating, coaching, and educating her team to accomplish sales revenue growth, deposit growth, customer growth, loan growth, and compliance. Ms. Riggins has garnered numerous honors for being the region’s top-performing manager of the year.

Ms. Riggins has also developed, coached, and trained a number of her team members who have been recognized as high achievers in the region. Additionally, Ms. Riggins uses her Bachelor of Applied Science in Management and Organizational Leadership from St Petersburg College to develop team members’ abilities to succeed in their roles. One of Ms. Riggins’ aims is to consistently train and coach by utilizing her knowledge and expertise to develop, transform, and affect exceptional leaders and team players on a daily basis. Ms. Riggins has now incorporated her financial expertise, coaching, training experience, abilities, and education into her business, CDR Consulting Services, in order to assist other businesses in achieving success.

Registration Options

Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person

Typically, rate is always an issue but skilled lenders and relationship managers know how to navigate a discussion with a client or prospect so that rate is less of an issue. With fed rates rising and our continued challenging business environment, bankers need to be skilled at asking the right questions and uncovering potential issues and problems so that rate is not a surprise or a negotiating struggle. They must be excellent at consultative selling and positioning their value, which will minimize their need to negotiate rates.

What You’ll Learn

  • How to sustain your bank business objectives of pursuing profit as well as volume
  • How to identify the Sales DNA needed to effectively position value and support negotiation skills
  • A consultative approach that will help lenders begin to “negotiate” the potential sale early in the process
  • How mastering these consultative strategies will eliminate prospect “think it overs” and bloated pipelines

Who Should Attend
For sales leaders, relationship managers, lenders, business development, trainers, and branch managers.

Instructor Bio
Dan Fischer, sales development expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long passion for coaching along with an understanding of how to motivate salespeople. Using all the many tools and techniques from his past experience, Fischer is focused on helping salespeople and sales leaders become top quartile in their efforts. When he is not at work, Fischer can usually be found with his wife of 33 years and family. Fischer’s “Why” gets him up every morning… “to inspire, motivate and have a positive impact on people through my passion to help them achieve beyond what they imagined.”

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 Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $179

  • Available Upgrades:
    • 12 Months OnDemand Playback + $70
    • 12 Months OnDemand Playback + CD + $100
    • Additional Live Access + $50 per person

After a detailed credit analysis of a loan request has been performed, it’s now time to communicate your findings in writing. Credit memoranda are a primary means of communication within the banking industry. When writing effective credit memoranda, it’s not what you say that commands attention, but how you say it. Credit memoranda serve three functions: 1) they provide information on the condition and status of a customer relationship, 2) they provide a record of thoughts and actions, and 3) they support or recommend action.

This course teaches skills required to write an effective credit memorandum. Learn to emphasize important factors and trends without stating the obvious. In short, your credit memoranda should present relevant, material facts, along with your thoughts and opinions. Remember, anything you write in a credit memorandum will become public record if you find yourself in court with a borrower.

What You’ll Learn

  • Balance Sheet analysis
  • Income Statement analysis
  • Cash Flow analysis
  • Calculating and interpreting financial ratios and cash flow
  • Using analysis to determine the Financial Impact of changes in financial factors
  • Questions to raise with the customer after the credit analysis is completed
  • Outline of relevant factors to include in a credit memorandum
  • How to report your finding efficiently and effectively in credit memoranda
  • Apply the concepts to a study case

Who Should Attend
Commercial Loan Officers, Consumer Loan Officers, Credit Analysts, Loan Review Personnel, Compliance Officers, Internal Auditors, Branch Managers.

Instructor Bio
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 Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person

Flood Insurance rules have changed continuously over the years.

  • On July 6, 2012 Congress passed the Biggert-Waters Flood Insurance Reform Act (Biggert-Waters).
  • On March 23, 2014 Congress passed the Homeowner Flood Insurance Affordability Act (Affordability Act). The Affordability Act revised certain sections of Biggert-Waters, eliminated or delayed other sections, and created new rules.
  • In June 2015, the Board of Governors of the Federal Reserve System, the Farm Credit Administration, the Federal Deposit Insurance Corporation, the National Credit Union Administration, and the Office of the Comptroller of the Currency (jointly, the agencies) released final rules implementing most of the provisions of both of the above laws.
  • In January 2019, the agencies published final rules implementing the requirements for the mandatory purchase of private flood insurance.
  • During the Spring of 2021, the Federal Emergency Management Agency (FEMA) revised flood insurance declaration page to, among other items, remove the flood zone; which invalidates Flood Insurance FAQs that require the lender to compare the flood zone on the policy to the zone on the Standard Flood Hazard Determination form.
  • On September 30, 2021, FEMA released the revised Standard Flood Hazard Determination Form (SFHDF). The previous version expired on October 31, 2018.
  • On May 11, 2022, the agencies issued revised questions and answers (Q&As) regarding federal flood insurance law and the agencies; implementing regulations.

What You’ll Learn

  • When flood insurance is required, including pandemic relief situations that result in an increase, renewal or an extension;
  • How to determine the accurate amount of required insurance the borrower must purchase;
  • What the purchase requirements are when multiple buildings are located on a property in a special flood hazard area;
  • The final requirements for the mandatory acceptance of private flood insurance;
  • The detached structure exemption and how to utilize it;
  • The requirement to escrow flood insurance premiums and the exemptions allowed from the escrow requirements;
  • The rules for force-placing flood insurance;
  • Whether increasing a loan balance due to force-placing flood insurance requires an escrow account to be established;
  • What steps should be taken if a flood hazard determination does not mirror the special flood hazard area dictated by the insurance company; and
  • How a financial institution should monitor those loans designated to be in a special flood hazard area.

Who Should Attend
The program is designed for compliance officers, operations personnel, mortgage loan officers, loan originators, and others involved in obtaining and maintaining flood insurance on mortgage loans.

Instructor Bio
Jack Holzknecht is the CEO of Compliance Resource, LLC. He has been delivering the word on lending compliance for 44 years. In 39 years as a trainer over 147,000 bankers (and many examiners) have participated in Holzknecht’s live seminars and webinars. Holzknecht’s career began in 1976 as a federal bank examiner. He later headed the product and education divisions of a regional consulting company. There he developed loan and deposit form systems and software. He also developed and presented training programs to bankers in 43 states. Holzknecht has been an instructor at compliance schools presented by a number of state bankers associations. As a contractor, he developed and delivered compliance training for the FDIC for ten years. He is a Certified Regulatory Compliance Manager and a member of the National Speakers Association.

Registration Options

Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person

Wouldn’t it be great if new customers walked into the branch or called your bank every day? Unfortunately, no amount of clever marketing can make that consistently happen, unless you were promoting the lowest loan rates in town and we know that’s not sustainable.

Successful bankers proactively outreach to new customers and seek meetings with them to explore new business opportunities. They know who they want to meet and proactively encourage them to share their financial needs, challenges and goals.

Gaining meetings with prospects does not need to be a difficult or scary task. By creating highly motivational prospecting scripts, or by confidently asking for referrals, you will be filling your calendar with new customer meetings in no time.

During this insightful webinar, Joe Micallef will share his successful strategies and scripts for consistently gaining more meetings with the prospects you want.

This 90-minute presentation will cover the following areas/topics:

  • How to Create a Meaningful Target (Prospect) List
  • How to Motivate Targets (Prospects) to Meet You
  • Develop an Effective Prospecting Cadence (Habit)
  • Build Committed Relationships with Referral Partners
  • How to Consistently Gain Referrals

Target Audience: Commercial bankers, mortgage lenders, financial planners, retail officers

Presenter: Joe Micallef, Grow Up Sales Consulting

Registration Option: Live presentation $330

Recording available through January 10, 2023

Many bankers struggle to close new business opportunities because they have become too transaction focused and lose to competitors with better rates.

Warren Buffett famously said, “Price is what you pay, value is what you get”.

In the absence of value there is only price. Accordingly, it’s becoming increasingly important to demonstrate greater value to your prospects so you can win more business at the price you want. Remember, you are not trying to close a transaction, you are opening a relationship. Position yourself as the only finance partner your prospect will ever need.

During this insightful webinar, Joe Micallef will help you better demonstrate your incredible value and build wholistic relationships. He will also share highly effective closing techniques and objection response strategies so you can win more business at the price you want.

This 90-minute presentation will cover the following areas/topics:

  • Understanding Your Unique Value Proposition
  • How to be the Only Finance Partner your Prospects will ever need
  • Effective Closing & Follow Up Techniques
  • Understanding & Avoiding Objections
  • Powerful Objection Response Strategies
  • Smarter Pipeline Management & Conversion

Target Audience: Commercial bankers, mortgage lenders, financial planners, retail officers

Presenter: Joe Micallef, Grow Up Sales Consulting

Registration Option: Live presentation $330

Recording available through January 31, 2023

Every year bankers set specific goals and develop strategies to achieve them. They usually project modest growth and generally commit to doing the same business development activity. But if you do what you have always done you won’t get the same results because the market has changed.

Over the past two years the pandemic and historic low interest rates drove new customers to our bank. But as we emerge from the pandemic, bankers must learn to confidently and proactively seek new opportunities in a new business environment.

What if there was a way to more easily achieve your goals year after year? Imagine setting more lofty goals every year and having an infallible action plan that guaranteed success.

For 30 years, Joe Micallef has developed winning business development strategies and action plans that have consistently produced record annual growth for his team and his bank. During this insightful webinar Micallef will share a simple prospecting strategy that will help you more effectively achieve your bank and personal goals.

This 90-minute presentation will cover the following areas/topics:

  • Understand WHY You Win or Fail
  • How to Build Greater Sales Confidence
  • How to Create a Winning Sales Strategy
  • Know What Makes You Successful – Your Value Proposition
  • Identify Key Prospecting Activities
  • Create Your P.L.A.N. for Success

Target Audience: Commercial bankers, mortgage lenders, financial planners, retail officers

Presenter: Joe Micallef, Grow Up Sales Consulting

Registration Option: Live presentation $330

Recording available through January 10, 2023

Fear and avoidance of conflict are the two most common reasons people refrain from having difficult conversations. When performance or behavior issues go unaddressed, the problem continues and often gets worse. This leads to mediocre outcomes, low morale, and costly turnover. In this webinar you will learn how to set others up for success by clearly defining expectations. You will be introduced to a structured 4-step process to have a meaning conversation. This process focuses on asking questions and listening to others. By partnering with the other person, together you will determine next steps. This process promotes a successful conversation that doesn’t need to be conflict.

Target Audience: Any team member that has to have challenging conversations

Presenter: Joe Micallef, Grow Up Sales Consulting

Registration Option: Live presentation $330

Recording available through January 24, 2023

There have always been specific fair lending risk factors for commercial loans, but not a great deal of attention from regulators who are more focused on the safety and soundness aspect of commercial loan portfolios. What will your examiners begin to review with the advent of the 1071 rules? When an examiner compares a file for a denied women or minority-owned small business applicant to an “established good commercial customer” will your bank be able to justify the decision? Will the collection activities also receive more scrutiny?

These five areas will be a reason to “fine-tune” fair lending training in the commercial loan area:

  • Vague or subjective underwriting
  • Risk-based pricing that’s not based on objective criteria
  • Lack of File Documentation and exception tracking
  • Marketing and advertising practices
  • Patterns of lending and exclusions identified in the most recent CRA exam.

*Special Note — the proposed CRA rules specifically reference the use of 1071 data analysis.

FAILURE TO ACHIEVE A SATISFACTORY CRA RATING WILL STOP YOUR BANK’S PLANS FOR EXPANSION.

What You’ll Learn
This program will include an overview of potential fair lending red flags, but also often solutions for a successful program for commercial lenders that include:

  • Understanding fair lending risk in the commercial product line
  • Controls for written underwriting, pricing standards and collection activities
  • Exception guidelines including exception authority, tolerances and trends
  • Overview of the 1071 rules and impacts
  • Tools for fair lending training

Who Should Attend
This program is designed for chief credit officers, commercial lenders, commercial loan assistants, compliance officers, auditors, Fair Lending officers, collections staff, loan administration staff, CRA officers.

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

Costonis 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. Costonis 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 Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person