Events

The webinar will cover the basics of the 3 main areas of bank lending — consumer, mortgage, and commercial lending. Each of the three areas will be illustrated with real life case studies.

The attendee will also be exposed to loan structure, loan support, and documentation issues and how they are an intricate part of the lending process. Additionally, the basics of loan compliance will be provided including Reg B, Reg Z, TRID, BSA, and Fair Credit Reporting.

What You’ll Learn

  • Understanding of how banks make lending decisions based on the 5 C’s of credit
  • 3 main areas of bank lending
  • Individual case studies
  • Basics of loan structure, loan support, documentation, and loan compliance

Who Should Attend
Credit analysts, loan assistants, consumer loan officers, residential loan officers, relationship managers, loan documentation specialists, branch managers, private bankers, and business development officers

Instructor Bio
David L. Osburn, MBA, CCRA, is the founder of Osburn & Associates, LLC, a Business Training & Contract CFO Firm that provides seminars, webinars, and keynote speeches for bankers, CPAs, credit managers, attorneys, and business owners.

His extensive professional background of over 30 years includes 20 years as a Business Trainer/ Contract CFO and 16 years as a bank commercial lender including the position of Vice President/Senior Banking Officer. Mr. Osburn has also been an adjunct college professor for over 30 years including College of Southern Nevada.

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

When an employee has difficulty understanding the many kinds of products and services that may be provided to customers, it can be a challenging situation for the organization. Because there are so many options to choose from, it might be difficult for them to communicate the available options with a customer. To strengthen your business’s banking relationship with its customers, you must, however, ensure that it provides the appropriate products and services. Having the knowledge and education of each product and service may make a difference, and it has the potential to be a game-changer, which will result in a scenario in which everyone involved wins. When an employee is not knowledgeable about a product or service, they have a tendency to avoid having conversations about providing the appropriate product or service to customers.

There is a large number of employees who have never had the opportunity to gain the experience necessary to comprehend the fundamental advantages and features of the products or services that can make a difference in providing customers with the appropriate banking solution for their particular financial requirements. The foundations of banking products and services will be discussed in further depth during this webinar.

What You’ll Learn

  • Retail Banking vs Commercial Banking
  • Types of Personal Banking Products
  • Types of Business Banking Products
  • 80/20 Rule Technique
  • Keep things simple

Who Should Attend
Managers, Branch Managers, Assistant Branch Managers, Customer Service Representatives, Head Tellers, and Tellers can benefit from this webinar.

Presenter 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

Many professionals are unaware of Excel’s many features and functions they can implement to improve the accuracy and efficiency of their work. In this comprehensive webinar, Excel expert David Ringstrom, CPA, shares applicable Excel fundamentals that will enable professionals to achieve those goals. Step-by-step, David H. Ringstrom demonstrates and explains: cleaning up reports to facilitate data analysis; jump-starting spreadsheets by utilizing free Excel templates; best practices for developing sales budgets; forecasting sales in Excel 2016 and later; along with two approaches for calculating sales commissions. Ringstrom demonstrates every technique at least twice: first, on a PowerPoint slide with numbered steps, and second, in the subscription-based Microsoft 365 (formerly Office 365) version of Excel. He draws your attention to any differences in the older versions of Excel (2021, 2019, 2016, and earlier) during the presentation, as well as in his detailed handouts. Ringstrom also provides an Excel workbook that includes most of the examples he uses during the webcast. Microsoft 365 is a subscription-based product that provides new feature updates as often as monthly. Conversely, the perpetual licensed versions of Excel have feature sets that don’t change. Perpetual licensed versions have year numbers, such as Excel 2021, Excel 2019, and so on.

What You’ll Learn

  • Create instant reports
  • Creating interactive geographic maps
  • Four ways to remove data from a pivot table report
  • Differences among pivot table-related menus
  • Extrapolate trends based on existing data
  • Filtering pivot tables
  • Filtering vs. sorting
  • SUMIF vs. VLOOKUP

Who Should Attend
Professionals who wish to learn practical Excel fundamentals to improve the accuracy and efficiency of sales-related spreadsheets.

Presenter Bio
David H. Ringstrom, CPA, is an author and nationally recognized instructor who teaches scores of webinars each year. His Excel courses are based on over 25 years of consulting and teaching experience. Ringstrom’s mantra is “Either you work Excel, or it works you”, so he focuses on what he sees users don’t, but should, know about Microsoft Excel. His goal is to empower you to use Excel more effectively. To learn more about Ringstrom, you can view his LinkedIn profile and follow him on Facebook or Twitter (@excelwriter).

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

Do you need an effective, easy and repeatable process for turning your current, happy clients into your personal advocates for building new relationships? This one practice, when done effectively, will have more impact on your business than any other prospecting strategy. Successful bankers consistently ask for introductions. It is part of their prospecting routine. However, many relationship managers are hesitant or uncomfortable asking their clients for introductions.

Covered Topics

  • Achieve the “ask for introductions” attitude
  • Learn how to implement a proven 5-step process to help you be more comfortable and systematic in your approach
  • Learn actual “getting introductions” language to use and customize on client calls

Who Should Attend
Bank CEOs, Presidents, HR Directors, Sales Directors, LOB Leaders & Training Heads.

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 $279

Available Upgrades:

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

Building Customer Relationships guides students through the strategies for earning customer loyalty, value-added sales and marketing, and creating and maintaining strong bank customer and partner relationships. It builds the critical relationship management skills so essential to successful banking careers.

Audience: Anyone who needs an introduction to banking, whether just starting a career or a more experienced professional from a different industry.

Price: $215

Building Customer Relationships guides students through the strategies for earning customer loyalty, value-added sales and marketing, and creating and maintaining strong bank customer and partner relationships. It builds the critical relationship management skills so essential to successful banking careers.

Audience: Anyone who needs an introduction to banking, whether just starting a career or a more experienced professional from a different industry.

Price: $215

Building Customer Relationships guides students through the strategies for earning customer loyalty, value-added sales and marketing, and creating and maintaining strong bank customer and partner relationships. It builds the critical relationship management skills so essential to successful banking careers.

Audience: Anyone who needs an introduction to banking, whether just starting a career or a more experienced professional from a different industry.

Price: $215

WBA Personal Banker School has been designed to get your personal bankers up to speed quickly by providing them with the techniques and knowledge they need to successfully sell, cross sell, refer, and service the banking industry’s ever expanding list of financial products. Attendees will leave the school better equipped to provide your customers with exceptional product knowledge and customer service.

Curriculum Includes:

  • Compliance Overview – focusing on regulations and laws that every personal banker should know.
  • Account Titling – covering individual and joint accounts, trusts, minor accounts, POAs, PODs and business accounts.
  • Understanding the Financial Side of Banking – understanding the business of banking and the retail bankers role in overall bank profitability.
  • Building & Maintaining Relationships – assessing customer needs, identifying opportunities and building relationships with your customers.
  • Steps for Successful Sales, Cross-Sells and Referrals
  • Kick Starting High Performance – understanding your role at the bank and having the skills that are necessary to achieve your goals and exceed performance expectations.
  • Group case study and in-class activities to apply what you have learned.

School Faculty:

  • Scott Birrenkott, Assistant Director-Legal, Wisconsin Bankers Association
  • Jennifer Pieper, Principal, JPieper Consulting

Who Should Attend?
This school was developed for Personal Bankers, New Accounts Personnel, and others who manage retail account relationships. Both new and experienced staff will benefit.

Course Requirements:
Attendees will be expected to attend and participate in all school sessions, complete all pre-school assignments, and participate actively in group and class discussions.

The sales activity may be high but the conversion rates are low. Many deals sit in pipeline limbo consuming our time with little idea of when they may convert. How effectively and efficiently are we engaging prospects throughout the sales process to ensure we clearly understand their needs, their genuine intention to buy and any objections they may have? What closing techniques are we implementing to ensure we maximize our chances of conversion? Are you discounting your price to convert more deals? Improve deal conversion and stop wasting time on indecisive or unprofitable prospects by developing a more effective approach to meeting, qualifying, and persuading customers.

At the conclusion of this session participants will discover how to create, present, and convert more compelling proposals that demonstrate great value and result in more profitable new business.

Target Audience: Sales leaders working with commercial, small business, and retail customers

Presenter
Joe Micallef, Grow Up Sales Consulting

Registration Option
Live presentation $330

Recording available through June 21, 2022

During this basic course, we will review all the 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 account holders may need based on their industry. You will learn strategies to cross-sell the right treasury management products your business account holders 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 and services.

Topics Covered:

  • Maximizing the account analysis statement as a tool to cross-sell and identify new fee income opportunities
  • Quick overview of all treasury management products and identifying enhancements focusing on each product’s benefits to businesses — the value
  • Identifying new products available that your business customers or members 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)

Target Audience:  Business bankers/sales team members 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.

Presenter
Marcia Malzahn, Malzahn Strategic

Registration Option
Live presentation $330

Recording available through June 10, 2022