This program will cover the basics of how to craft an effective commercial loan write-up. The session will begin with a brief overview of loan write-ups or credit memorandums including types, styles, and necessary component parts (relationship information, financial analysis, management review, and risk assessment/mitigation). The financial analysis section will highlight liquidity, activity, leverage, operating performance, and cash flow analysis. The session will also cover additional important loan write-up items including assessing the company’s strategic plan- marketing, financing, and management. Two standard commercial loan write-ups will be presented in order to illustrate the concepts.

Program Objectives
Review effective commercial loan write-ups
Discuss types, styles, and components parts
Cover the financial analysis section
Assess the company’s strategic plan
Summarize the concepts by reviewing two loan write-ups

Target Audience
Commercial lenders, credit analysts, loan documentation specialists, branch managers, private bankers, and business development officers

David Osburn, Osburn & Associates, LLC

Registration Option
Live presentation $275

Recording available through Jan. 26, 2022

In many instances of commercial real estate (CRE) lending, the risks to a borrower/owner/guarantor from contingent liabilities outweigh the strength of the property your bank is proposing to finance. How can you effectively evaluate the risks of these guarantees? This program provides a framework not only for arraying the various properties, but a strategy for determining the risk of individual properties. Yes, developing property cash flows for tax returns and other data is the first step, but bankers need to go deeper into estimating collateral value and any potential shortfall within the property that becomes a direct liability to your borrower/owner/guarantor. Due to the high incidence of banks requiring owners to guarantee a percentage higher than the person’s ownership percentage, minority interests in CRE create a more complicated analysis, even best case/worst case/most likely scenarios. Finally, issues such as property type, location, length of leases in place and strength of tenants quickly take the analysis beyond tax return or operating statement data.

Covered Topics

Net operating income (NOI) components and concepts
Understanding key variables within NOI: vacancy, management fees, replacement reserves and capital expenditures
Understanding cap rates and how they are used to link cash flow to property value
Using tax returns and customer rent rolls, plus issues with commercial leases
Unique characteristics of the major types of real estate
Transaction-level stress-testing of debt service coverage (DSC) and loan-to-value (LTV)
How to use a sample worksheet to explore the major issues, including stress-testing
Issues faced in the global analysis of the various holdings of the borrower/guarantor
Taking the global analysis beyond the face values of guarantees (contingent liabilities analysis)
Using the cash flow analysis as part of ongoing loan monitoring, including estimated property
values, not in lieu of appraisals, but as a key part of the overall CRE process
Brief look at residential rentals and related cash flow and property value issues

Target Audience
Commercial lenders, credit analysts and small business lenders; consumer lenders, mortgage bankers and private bankers; loan review specialists, special assets officers, lending managers and credit officers

Richard Hamm, Advantage Consulting & Training

Registration Option

Live presentation $275

Recording available through Jan. 26, 2022

In this webinar bank sales leaders will gain insights into how to lift their team members’ prospecting efforts to the next level. We’ll examine specific tactics you can employ to improve your bankers’ chances of success in proactive prospecting in today’s environment

Topics Covered
The mistakes bank sales leaders make in driving prospecting
Assessing your team’s skills
Defining expectations regarding prospecting
Anticipating typical challenges
Coaching the top of the funnel
(Re) Building prospect lists
Helping your bankers get in the door
Building business acumen
Pre-call, post-call coaching
Why making joint calls is key to prospecting success
Outside resources for sales leaders

Target Audience
Sales Leaders working with commercial, small business and private banking teams.

Joe Micallef, Grow Up Sales Consulting

Live presentation – $225

Recording available through Jan. 25, 2022


The resources used to support sales and marketing efforts is expanding and changing daily. Traditional promotion solutions, focused on mass media and direct selling, are giving way to target marketing, digital communications and social media. So where is the proper balance to develop effective activities. The secret lies in strategic marketing, a condition that demands effective planning and execution. This session will help clarify the critical decisions that must be made to ensure that every sales and marketing investment is producing an acceptable return on investment (ROI). Attend and learn how to adopt a strategic approach to promotion planning. Learn how to use an easy-to-follow process to prioritize and implement your marketing efforts.

Target Audience
Senior management, branch managers, marketing officers, marketing committee members

Tom Hershberger, Cross Financial

Registration Option

Live presentation $275

Recording available through Jan. 28, 2022