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Suitable for anyone who wants to learn more about the commercial lending process — the backbone of most banks’ lending portfolios.

The required textbook for this course is Commercial Lending, 7th Edition.

IMPORTANT:  Be sure to order the required book for this course.  We recommend that you FIRST select and add your course session to the shopping cart, then select your preferred format of book from the “Recommended Training” options that appear alongside the shopping cart.

The single biggest problem most financial institutions face is finding RMs and MSRs who are also successful sales people. The old days of hiring based on technical expertise are gone. This 60-minute webinar, targeted for financial sales executives and managers, will introduce a proven process for searching, interviewing, hiring and on-boarding bankers and other financial sales people.

Dan Fischer, Sales Development Expert with Anthony Cole Training Group, works with LOB sales managers and CEOs across the country. Dan will show you a process you can adopt immediately with hiring tools that will take the guesswork out of hiring bankers who are also salespeople, who can and will sell successfully at your bank.

What You Will Learn
The difference between RMs who might sell vs. those who will sell
How to spot a sales rainmaker within the first 10 minutes of the interview
Whether your current salespeople have what it takes to grow your company
A 3-step process to ensure that you find, interview and hire your next Superstar

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

Presenter
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, Dan is focused on helping salespeople and sales leaders become top quartile in their efforts. When he is not at work, Dan can usually be found with his wife of 33 years and family. Dan’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 Plus Five (days) – $165
OnDemand Recording – $185
CD-ROM – $235
Live Plus Six (months) – $235
Premier Package – $265

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

The past few years have seen significant developments in real estate appraisals and evaluation rules and regulations. Revised Interagency Guidelines and new rules under Reg Z have been issued, and we’ve seen additional requirements finalized recently due to Dodd-Frank. Just in the last year we’ve seen significant proposed and final regulations changing some thresholds and proposing some additional exceptions from the requirement. In some cases (called “flipping transactions”), lenders will even have to obtain two appraisals on the same property for one loan.

Because breakdowns in appraisal practices have been partly blamed for the mortgage crisis, regulators raised their expectations; lenders’ appraisal and evaluation programs must include more elements than ever before. Some themes now emphasized by the agencies are independence of the appraiser, and evaluator, reviews, and qualifications.

There are also restrictions against using AVMs (automated valuation models), BPOs (broker price opinions), and tax valuations that have upset many in the industry.

Do you know the requirements? We’ll provide in-depth details of the appraisal and valuation process, from both the lender and appraiser side of the game, to provide a thorough understanding of what is required and what you need.

Covered Topics
New rules and proposals around exemptions, threshold amounts, and appraisals in rural areas
CFPB mortgage regulations under Reg Z – additional requirements for certain loan types
Regulations and Interagency Guidelines – requirements for lenders and brokers
Clarified independence requirements and their importance to examiners
The many forms of appraisals and evaluations – what can you use and when? AVMs and BPOs aren’t what they used to be
Can you accept a previous appraisal? Dealing with “readdressed” and “transferred” appraisals
USPAP rules and standards – how do appraiser rules influence what lenders must do?
How to achieve appraiser independence – you’ve got to prove it
Anti-coercion and undue influence provisions of Reg Z – what can you NOT do (or say)?

Who Should Attend?
Real estate lenders, compliance officers, auditors, underwriters, appraisers (in-house or external), closing agents, management, and anyone else involved in the real estate or residential lending process with a need to understand the current state of appraisal regulation and requirements.

Presenter
Carl Pry is a Certified Regulatory Compliance Manager (CRCM) and Certified Risk Professional (CRP) who is a Managing Director for Treliant Risk Advisors in Washington, DC. Through his working career, as well as through his experience as a banking attorney and officer, he has provided a variety of regulatory compliance and financial performance services to financial institutions and other clients throughout the country. He has written extensively regarding consumer and commercial compliance, tax, audit, and financial institution legal issues, and is a frequent contributor to and currently serves on the Editorial Advisory Board for the ABA Bank Compliance magazine. He has spoken at scores of banking, compliance, and state bar associations, and has conducted training sessions for financial institutions across the country.

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

This webinar will walk you through the compliance maze related to Ability to Repay, Qualified Mortgage, High Cost & Higher-Priced Mortgage Loans.

Regulation Z has a whole lot of requirements for loans deemed to be a Qualified Mortgage, High Cost Mortgage or a Higher-Priced Mortgage. It also requires you to verify a borrower’s Ability to Repay on certain types of loans. Keeping all these rules straight can be quite a challenge to say the least. This webinar will look at each requirement, break it down and tell you what you need to know and how to maintain compliance!

The “Ability to Repay, Qualified Mortgage, High Cost & Higher-Priced Mortgage Loans” 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
CFPB Proposals & Regulatory Relief Status/Update
The New General QM
Small Creditor Categories, Criteria & Status Transitions
Balloon QMs – Are they in play for you?
Seasoned QMs
QM vs. Non-QM Risk
QM & Non-QM Ability to Repay Requirements
HCM Loans – What to Look for & How to Avoid Them
HPML Criteria, Effects (Balloons, Escrows, Appraisals, etc.) & much more!

Who Should Attend?
This webinar is designed for consumer real estate loan officers, loan processors, compliance and audit 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

Call Centers create a competitive advantage for organizations that learn to create them well; whether there are two or two hundred people answering calls. In most instances, calls are answered by an (AVRS) automated voice response system allowing the caller to participate in determining where they need to be routed. This streamlines the process; routing the person to the agent best suited to assisting the caller. While this process makes sense for the business, do callers become frustrated with being stuck in an endless loop of options to choose from so that when an agent comes on the line they are met by a frustrated caller?

There are three key factors that must be present in order to deliver on an exceptional Call Center experience for members. The Call Center must employ effective people, have effective internal processes and have effective information technology. The primary focus for Call Center managers is to learn how to make these key factors work together effectively to deliver on the promise of a world class service delivery proposition.

Covered Topics

  • Establish training curriculum for Call Center Agents
  • Determine and Institute a Call Flow Guide
  • Create a motivational work environment
  • Build consistency between agents
  • Decrease member dissatisfaction
  • Reduce excessive call times
  • Practice Coaching techniques that increase agent performance

Who Should Attend?

Branch managers, managers and/or supervisors with call center oversight and Trainers or staff responsible for training Call Center agents would benefit from this workshop.

Presenter

Janice Branch has been a senior training consultant for InterAction Training for twenty years. She is a very seasoned presenter that has all the right stuff to wow her participants about the subject matter. Prior to joining InterAction Training, Branch was the Senior Manager of Training for Consolidated Communications where she managed, designed, coordinated and presented training programs for this multi-state telecommunications company with over 1000 employees.

Whether it is teaching how to coach, manage, lead, negotiate, service, sell or train at every level in an organization or if it is consulting on problem solving and servant leadership, Branch is the “go-to” person every bank wants to hear from. Participants appreciate her “been there, done that” humor along with her expert ability to facilitate learning.

Branch has obtained a Bachelor of Business Administration with a major in Management from Almeda University and is certified by the University of Houston in Leadership and Management. In addition, Branch has obtained trainer certifications from Achieve Global and Development Dimensions, Inc.

A native Texan she enjoys many pursuits in addition to teaching and learning but none more than being a grandmother and tending to her ten acre home in Montgomery, Texas just north of Houston.

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

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