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Creative thinking can provide financial institutions with highly effective marketing solutions on a very low budget. This program is a compilation of successful marketing programs implemented by community banks when limiting the promotion budget was a key factor. The presentation provides participants with easy-to-read materials that identify each marketing program’s objectives and the action steps followed by the bank to implement the activity.

The program is divided into three parts

  • Image building and branding
  • Product promotions
  • Community events and public relations

Target Audience: Senior management, marketing officers

Presenter
Tom Hershberger & Kyle Hershberger, Cross Financial Group

Registration Option
Live presentation $330

Recording available through May 10, 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

Presenters: Tom Hershberger & Kyle Hershberger, Cross Financial Group

Registration Option
Live presentation $330

Recording available through February 16, 2023

New technologies have changed the way banks interact and do business with their customers. In this everchanging and evolving market, what will be next? Doing nothing is not a strategy. This presentation will cover the latest technologies in banking and what your board and executive management need to do to prepare for the future.

Learning Objectives

  • Identify new products and services.
  • Discuss outsourcing of technology management and cloud computing.
  • Define the bank’s role in selection and due diligence.

Target Audience
Marketing officers, IT officers, anyone responsible for the digital banking experience in the bank

Presenter
Mark Scholl, Wipfli LLP

Registration Option
Live presentation $275

Recording available through April 27, 2022

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.

Objectives

  • Learn about the basics of consumer lending
  • Explore marketing consumer loans
  • Gain an understanding of how banks make consumer lending decisions based on the five (5) C’s of credit.
  • Review the basics of consumer loan structure, support, documentation, and compliance with an auto loan, RV loan, and HELOC as examples
  • Apply consumer lending through case studies

Target Audience
Consumer lenders, loan documentation specialists, private bankers, business development officers, branch managers, financial service representatives

Presenter
David Osburn, Osburn & Associates, LLC

Registration Option
Live presentation $330

Recording available through December 14, 2022

Commercial real estate (CRE) appraisals can be lengthy and very detailed. Want to navigate to key sections quickly? Want to understand key areas of lending focus (beyond the value conclusion), both in terms of reviewing the report and making use of its conclusions? As banks continue to deal directly with CRE loans as a major portion of their loan portfolios, plus indirectly through income-producing or rental real estate holdings that affect customers, it is important to understand the key sections of the report and terminology used. For example, there can be a critical difference between providing a value based on fee simple interest versus leased fee interest. Stepping away from all the rules and regulations, this program focuses on the “nuts and bolts” of the report itself.

Highlights

  • Types of appraisals by format
  • What to look for within the assumptions and limiting conditions
  • Property ownership interests clarified (fee simple, leased fee, etc.)
  • Highest and best use of the property
  • Approaches to value
    • Cost approach and information useful in the underwriting and loan structuring process
    • Income approach options of discounted cash flow (DCF) and direct capitalization, with the steps to building net operating income (NOI) and the drivers of cap rates used in direct capitalization
    • Comparables and the key issue to consider when selecting and evaluating comps
  • Reconciliation of value

Who Should Attend?
CRE lenders, commercial lenders, private bankers, small business lenders, credit analysts, portfolio managers, assistant relationship managers, consumer and mortgage lenders, loan review specialists, special assets officers, lending managers, credit officers and CRE support personnel.

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 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

Are cookies disappearing? Tracking online audiences via cookies is an IT staple of most promotional marketing strategies. What if that changed? Learn what’s happening and what’s next in the evolving world of consumer targeting and tracking strategies.

AFTER THIS WEBINAR YOU’LL BE ABLE TO:
Appreciate the history of activity tracking using cookies and other methods across various digital channels
Understand how key data tracking areas are changing (for better or worse)
Implement alternative strategies to track digital campaign success, even without cookies
Develop an appropriate notification process and policy to clearly communicate your tracking practices
Revisit your content strategy to identify opportunities to further your organic impact and reduce reliance on paid promotional efforts

WEBINAR DETAILS
With privacy becoming increasingly more important across browsers and mobile devices, the ability to “cookie” and track audiences is becoming more of a struggle. This presents a challenge to any online promotional efforts – yet creates an opportunity for creative content creation, building thought leadership on your website, and supporting an “inbound” marketing strategy to pull people to you. This session will address the status of tracking and data collection and identify key strategies to building attractive organic content that will make your bank a place where someone wants to do business.

Attendance certificate provided to self-report CE credits.

WHO SHOULD ATTEND?
This informative session is designed for compliance personnel, senior management, leadership, and marketing, retail, and sales staff.

TAKE-AWAY TOOLKIT
Resource guide with several popular cookie tracking tools/services to enhance website compliance efforts
Employee training log
Interactive quiz

PRESENTERS
Eric C. Cook, WSI Digital Marketing
During a successful 15-year banking career, Eric Cook was the driving force behind many of his bank’s strategic technology initiatives. In 1995, he took his community bank online, making them one of the first “hometown” banks in the nation with a website. When Eric left banking in 2007, he was regional president for a Michigan-based, publicly traded community bank.

Today, Eric owns his own digital marketing agency, focused on helping banking-industry clients connect and engage with their customers online. A three-time contributing author to the best-selling book Digital Minds, he also serves as faculty at several banking schools around the country where he teaches financial industry professionals how to engage and build relationships online with today’s digital consumer. Eric combines hands-on experience with state-of-the-art digital marketing solutions to help clients achieve success online. He’s a national, sought-after speaker on social technology, digital strategy, and online business trends.

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

Keeping up with changes and deadlines in the compliance area gets more complex every year. Now, we can assist you with that task.

Carl Pry, a well known and highly respected compliance expert and recipient of the 2015 ABA Distinguished Service Award will be presenting a quarterly update that will address new items to be aware of, deadlines and what’s on the horizon. In a simple language webinar format that you can view from your office, Carl will make sure you have the information you need to keep your financial institution in compliance.

Attendees love the handouts that Carl provides each quarter including links to all relevant source documents and resources.

The “Quarterly Compliance Briefing: Winter 2021” webinar has been approved for 2.5 CRCM credits. This statement is not an endorsement of this program or its sponsor. Credits are redeemable for Live attendance only. Certification holders must report these credits at https://aba.csod.com.

Covered Topics
Covered topics coming soon.

This is Part IV of a four-part series. You can attend all the sessions to obtain the most comprehensive information or any part in the series independently.

Who Should Attend?
Anyone in the institution having compliance responsibilities – when you think about this, it could be just about anyone in the institution. This may include members of senior management, operations personnel, lending personnel, underwriters, customer service representatives, back-room personnel, and of course compliance officers, auditors, and attorneys, and anyone else in the institution that might benefit from this valuable information.

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

September 26-30, 2022
Fluno Center for Executive Education
Madison, Wisconsin
Enrollment Deadline: August 26

Bank marketing has undergone radical changes in the past several decades and the financial services sales process has experienced a similar transformation. Both have been influenced by one thing more than any other—the customer’s behavior. Because the customer is more knowledgeable, has more tools at their disposal and is in greater control, marketing and sales must collaborate more effectively than ever before if the bank expects to sustain long term growth and profitability.

There are schools and conferences focused on marketing. Others target sales. GSB’s innovative School of Sales and Marketing integrates these two vital disciplines into one practical, dynamic week. Designed by bankers and those with in depth knowledge of our industry, this program pinpoints key marketing and sales activities from the customer experience and branding to prospecting, sales management and the ROI of marketing and sales action plans.

Students experience a blend of lecture, small group discussions and breakout sessions. The Sales and Marketing School also accomplishes what no others can. Marketing associates leave with a Marketing Planning Template for the coming year. Sales colleagues create an individualized Sales Plan that combines high level strategies and key tactics to generate record results. These plans are created with the help of faculty mentors who work in the evening with small groups of students to integrate what has been learned that day. This learning to life approach burns in knowledge and helps the student retain competencies for the long haul.

The faculty is comprised of best in class bankers and consultants – experts who bring time tested ideas to the table implemented by community banks, regional players and money center organizations. Networking with other bankers from around the world creates a lifetime of new relationships and the information exchanged from both faculty and students is second to none.

WHO SHOULD ATTEND

Veteran marketing/sales officers as well as those newly promoted or new to banking will benefit from this powerful program. Community bank CEOs, regional sales managers, retail managers and business banking professionals also gain a better understanding of the marketing and sales synergies needed to be competitive in 2020 and beyond. Read a letter from Aleesha Webb of Village Bank in Minnesota about why she believes CEOs should attend with their marketing teams.

Click More Information for the full school details on gsb.org.

During this basic course, we will review the primary Treasury Management products and services that are available in the market. You will learn about the new products, technology, and authentication methods now available and decide which ones your business customers may need based on their industry. You will learn strategies to cross-sell the right Treasury Management products your business clients need from the start.

The bankers of today must be “lenders” as well as “deposit gatherers.” Community banks are searching for ways to increase core deposits and non-interest fee income: Treasury Management is the answer. In this course, you will gain a deeper understanding of how the Sales, Treasury Management, IT, Marketing, and Deposit Operations team members must collaborate to successfully sell and implement the products and services at your institution. We will cover the ideal organizational design for Treasury Management and how to incentivize the sales team.

You will walk away from this course with a deeper knowledge of Treasury Management, learn to conduct risk assessments on new products, and learn strategies to increase core deposits. You’ll also bring ideas back to your institution on how to market Treasury Management products and services to your business account holders and ways your team can work better together knowing how critical each area is to the success of the implementation and sale of these products services.

Covered Topics
Part I – Foundational Knowledge
Part II – Marketing & Sales Process
Part III – Product Implementation
Part IV – The Future of Treasury Management
Topics Covered:

Maximizing the Account Analysis statement as a tool to cross-sell and identify new fee income opportunities
Quick overview of Treasury Management products and identifying enhancements focusing on each product’s benefits to businesses—the value
Identifying new products available that your business customers are asking for that you may be missing
How to determine which products you need to offer to your business customers or members based on industry
How Treasury Management integrates with technology, operations, marketing and sales teams
Ideas on how to market and brand your Treasury Management products
The ideal organizational design for Treasury Management and how to incentivize the sales teams
Process to implement Treasury Management products
How to choose the right digital payment strategy for your business clients or members (including Blockchain)
Identifying new authentication methods to enhance your products’ security

Who Should Attend
Business bankers who want to learn about Treasury Management products and their benefits to business clients, Treasury Management sales officers/specialists, Deposit Operations personnel, IT, and Marketing staff. This course is also designed for Presidents/CEOs who are looking for the ideal organizational structure for Treasury Management and looking for additional non-interest fee income as well as new core deposits.

Instructor Bio
Marcia “Marci” Malzahn is the president and founder of Malzahn Strategic, a community financial institution management consultancy focused on strategic planning, enterprise risk management, treasury management, talent management, and EOS’ Implementation.

Marci has 30 years of banking experience, ten of those years as the EVP/CFO and COO of a community bank she co-founded where she oversaw all areas of operations. In her last year as EVP/COO/CRO, Marci created and focused on the bank’s enterprise risk management program.

Marci is the recipient of several professional awards, is a published author of four books, and an international bilingual keynote speaker, speaking frequently at banking and credit union conferences and associations as well as leadership and women’s conferences. As a Certified Virtual Presenter, Marcia also provides online and onsite training for financial institutions.

Marci is a certified life coach, holds a B.A. in business management from Bethel University, and is a graduate of the Graduate School of Banking in Madison, Wisconsin.

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

Every Manager Builds a Brand, What’s Yours?

When you think about brand awareness, many companies that do it well come to mind. Apple, Target, Starbucks, and the like. Branding is what companies stand for and what they want to be remembered for. It’s reflected in the value proposition. A strong brand stands out in the crowd – ideally to create a better customer experience, reflect the values of the organization and to empower growth and profitability. Branding is about becoming intentional and accountable for impression management. Branding is synonymous with reputation.

But branding and reputation building aren’t just for organizations. Managers each have their own reputation. Their personal brand. Whether they worked on purpose to build one or not. In today’s increasingly competitive and changing work world, a manager needs to take stock of where they are with branding.

Join us for this engaging 90-minute webinar with a presenter that has a reputation for sparking attention and motivation. Honey Shelton CEO of SBS CyberSecurity will offer strategies on how to evaluate your present day personal brand plus how to develop the one you want to have. Become determined and intentional about building your own brand! This real-world webinar will explore brand building, brand disruptors, and interference with getting the brand you want.

Highlights
How do you know the brand you have now?
How do you build a brand that brings out the best in you and your crew?
What are the best practices of highly effective managers?
How do you hold yourself and others accountable?
Is a strong brand based on popularity?
How do you become an effective manager without training/coaching?
Some people on my team are impossible to deal with, what options do I have?
Some managers excel at causing conflict, what’s the price you pay for that?
Some managers retreat to a bunker when there’s conflict, how’s that working?
Some managers work for a weak manager or a tyrant, what then?

Who Should Attend?
Anyone with responsibility for leading, supervising, and managing others. Anyone who grits their teeth or takes headache medicine over what to do when what you do doesn’t work.

Presenter
Honey Shelton brings the best of both worlds to her speaking engagements. She has 30 plus years of experience as a training and quality improvement consultant for banks and banking associations across the country. Her substantial banking background includes spending three years as Executive Vice President/Chief Retail Banking Officer with a $1 billion south Texas bank.

Nationally recognized as an outstanding speaker and a pro at facilitating strategic planning, over a half million bankers have participated in programs Honey has presented. Her depth of knowledge, enthusiasm, and compelling personality left a lasting mark on InterAction Training, the firm she founded in 1983. She has carried those traits over to her current role as Chief Strategy Officer at SBS CyberSecurity where she will collaborate with key stakeholders to create strategies that ensure execution, quality and continued growth.

As a graduate of the School of Bank Marketing from the University of Colorado, she realizes the value of quality education. Honey invests time as a faculty member for banking schools around the country and is a repeat presenter for most of the state banking associations.

Honey specializes in helping others pursue professional excellence and is the author of numerous published articles and training manuals. Her first book, Coaching Yourself & Others is on track to be published spring, 2021.

In keeping with her personal pursuit of excellence Honey has obtained certification in Reality Therapy from the William Glasser Institute as well as certification from the Training and Development Program at Texas A&M.

Registration Options
“Live” Web connection – $265
6-month “OnDemand” website link only – $295
CD-ROM and e-materials only – $345
Live plus OnDemand website link – $365
Premier Package: Live, OnDemand link, and CD-ROM plus – $395