DRIVING CREDIT & SALES EFFECTIVENESS 2015 COURSE CATALOG

Transcription

1 DRIVING CREDIT & SALES EFFECTIVENESS 2015 COURSE CATALOG OMEGA PERFORMANCE COURSE CATALOG 1

2 Dear Colleague: In today s highly competitive environment, the quality of your greatest asset, your people, differentiates your business and substantially impacts top-line results. Given this reality, effective credit skills training must go beyond traditional methodologies based on static textbook and lecture content. By focusing on the learner, the Omega Performance modern curriculum stands to provide our clients with the highest level of performance impact since our founding in Today s Omega Performance training programs emphasize practical, high-quality content while increasing access to credit skills training, supporting a culture of ongoing credit skills sustainment, and reducing the amount of time spent in the classroom. As our online course offering continues to expand, you can look forward to our growing line of innovative, case-based Skills Application Labs that bring reality into the classroom. These labs leverage innovative Instant Polling technology that encourages rich discussion, where ideas are shared and challenged creating a transformational and dynamic learning experience. We aspire to rank among your most valuable business partners, helping to accelerate your goals by enabling your people to become high-performing catalysts for growth. Sincerely, Jenny Daley, President and CEO FIND OUT MORE ABOUT OMEGA PERFORMANCE TRAINING For detailed course descriptions and to speak with an Omega training consultant, please contact us: North America: // solutions@omega-performance.com // omega-performance.com Asia-Pacific: // apacsolutions@omega-performance.com // omega-performanceapac.com OMEGA PERFORMANCE COURSE CATALOG 1

3 New and Updated for Q1 2015! CONSUMER LENDING The Consumer Lending e-learning course has been expanded to include nine modules. The revised course features updated material throughout, including the latest lending regulations. This course ensures your lending team is equipped with the skills necessary to make sound consumer loan decisions. (See page 18) UNDERSTANDING PERSONAL CASH FLOW + SKILLS APPLICATION LAB With the increasing complexity of personal finances, it is crucial for lenders to understand personal financial statements and tax returns in order to meet a borrower s needs while considering the organization s risk. This e-learning course equips lenders with the tools to identify an individual s true net worth and gain an understanding of actual cash inflows and outflows to determine repayment capacity. (See page 21) CREDIT SALES SKILLS COURSES + SKILLS APPLICATION LABS The Credit Sales Skills curriculum includes five new e-learning courses and five companion Skills Application Labs (SALs). Your bank s sales, service, and relationship management team is the key to providing high-caliber service that satisfies customer needs, nurturing long-term profitable relationships and establishing credibility as trusted financial partners. These blended learning solutions equip your associates and their managers with the skills they need to engage in collaborative conversations and deliver exceptional customer experiences. (See page 13) Turn to page 13 to learn more about these five new courses: Building Small Business Acumen Collaborative Retail Conversations Collaborative Business Conversations Collaborative Small Business Conversations High-Impact Prospecting and Networking In Q2 look forward to these additions to the sales skills curriculum: Advancing Customer Connections Coach the Coach Creating Customer Connections Customer Experience Coaching Scorecard Coaching CREDIT COACHING AND MENTORING PROGRAM + MENTOR TOOLKIT Manager-driven coaching and learning sustainment tools are a proven component of effective learning programs. In order to give our clients optimal gains on their training investments, we have designed an innovative blended coaching program that enhances knowledge transfer and credit skills sustainment. This program includes an e-learning course, tools, guides, and scripts designed to empower managers and coaches with best practices in coaching and mentoring, and a road map for skill sustainment targeted to one of six core e-learning credit courses. Customizable tools and templates save time while enhancing organizational results and return on training investment. (See page 7) COMING SOON! NEW SKILLS APPLICATION LABS Omega Performance s commitment to offering industry-leading blended learning solutions continues in 2015 with the upcoming release of four new Skills Application Labs (SALs). These dynamic, instructor-facilitated training events immerse participants in real-world case studies in order to give them the opportunity to apply the skills they acquire in the companion e-learning courses. The following courses will be available in the Skills Application Lab format: Business Lending Fundamentals Commercial Real Estate Lending Consumer Lending Financial Accounting for Lenders 2 OMEGA PERFORMANCE COURSE CATALOG

4 Your business operates in a highly competitive marketplace where the skill level of your associates correlates directly with enterprise success. Our blended credit training solutions provide your lending organization with targeted content and multiple delivery formats that enable growth in the volume and quality of your loan portfolios. Credit is in our DNA. Our curriculum is developed by a team of renowned credit experts, former bank executives, and instructional designers ensuring effective, relevant, high-quality training solutions. We Focus on Credit. Omega Performance courses cater to the unique training needs of lending organizations, providing a structured learning path and case studies specifically tailored to the lending environment. Our courses integrate Omega Performance s time-tested Decision Strategy, which provides a consistent and reliable framework for making sound credit and risk management decisions. Blended Learning that reinforces and applies credit skills. Effective credit skills training requires a dynamic, learner-centric approach that allows organizations to increase access to learning, enable the development of a sustained credit culture, and reduce unnecessary time-wasting activities. Omega Performance s blended credit training experience achieves these goals through a flexible mix of self-paced e-learning courses, real-world Skills Application Labs, and skill-reinforcing simulations and coaching programs. BLENDED TRAINING EXPERIENCE INCREASE Access to Credit Skills Training SUPPORT A Culture of Ongoing Credit Skills Sustainment & Improvement REDUCE Time Spent in the Classroom OMEGA PERFORMANCE COURSE CATALOG 3

5 Training Solutions Omega Performance s self-paced e-learning and instructor-led training formats build foundational and advanced credit skills, improve judgment, and promote skill reinforcement through one-on-one coaching. Developed by a team of credit experts and skilled instructional designers, our courses help thousands of lending professionals each year. SELF-PACED COURSES Omega Performance s e-learning courses, accessible online at any time, are developed to be highly interactive maintaining high learner interest that enhances understanding and application of the material. Concepts are presented in conjunction with related definitions, explanations, formulas, and real-world examples to ensure that individuals of all learning styles find the subject matter accessible and user-friendly. 24/7 online availability: anytime, anywhere On-demand resources for study and reference a Mentor for hands-on expert guidance In addition to the core content, Omega Performance s e-learning courses include: modular pre-tests; multimedia animations; on-demand resources including relevant articles, job aids, worksheets, and glossaries; a Mentor services to assist learners with difficult concepts; Check Your Understanding quizzes that reinforce learning; and post-tests that gauge results. CREDIT COACHING AND MENTORING PROGRAM The Omega Performance Credit Coaching and Mentoring program empowers your internal coaches to drive credit skill sustainment, knowledge transfer, and credit culture development. As your organization s learners progress through self-paced e-learning courses, your trained coaches can offer proactive support to deepen skill understanding and promote a strong credit culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored to one of six core credit e-learning courses. SKILLS APPLICATION LABS AND WORKSHOPS Real-time interaction with instructor and peers Instant Polling technology stimulates and engages Reality-based loan cases and presentations Focus on application drastically improves learning Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn from each other s backgrounds, knowledge, and experiences and become partners in learning. Built around real-world case studies that describe challenging business scenarios, attendees must make a number of critical business decisions at times without 100% of the information available. The instructor s role is not to lecture or provide information for memorization, but rather to serve as a guide to empower the teams to ask the right questions so that proper analysis and decision-making can occur. Instant Polling technology enables each attendee to participate in live, real-time feedback using handheld devices. This format provides for an engaging, diverse, collaborative experience that immerses learners in real-world loan cases, resulting in enhanced comprehension. Prerequisites for attending a SAL include passing the companion e-learning course with a score of at least 80%. This ensures that all participants are ready to proactively work on loan cases, tackle and solve unique challenges in a team environment, and complete the experience by delivering capstone loan presentations. Omega Performance s Skills Application Labs can be delivered at your facility by an Omega Performance-certified instructor, or by your own instructor through our train-the-trainer program. SIMUSTAR TM CREDIT TRAINING SIMULATIONS Through immersive simulations, the online SimuStar program bridges the gap between theory and real-world application. With 12 simulation scenarios, spanning four distinct loan cases, SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment skills and improve decision-making in the real world. 4 OMEGA PERFORMANCE COURSE CATALOG

6 Getting Started While all lending organizations are unique, there is a common set of core credit competencies upon which highquality loan portfolios are built. Omega Performance s foundational courses addresses four distinct functional lending areas: Retail and Wealth Management, Small Business, Commercial, and Commercial Real Estate. Whether you re looking to train a nationwide, multidisciplinary team of banking professionals or a small group of local relationship managers, Omega Performance s training programs are available as a progressive curriculum or as single course offerings, for individual, group, or enterprise delivery. Begin by reviewing the following set of courses, listed in order of optimal progression. ENTERPRISE TRAINING GUIDE Blending Learning Options Sustainment Functional Area E-Learning Courses (Self-Paced) Skills Application Labs & Workshops (Instructor-Led) Simulations (Self-Paced and /or Instructor-Led) Coaching Modules & Tools (Self-Paced and Mentor-Led) Retail & Wealth Management Consumer Lending Understanding Personal Cash Flow Consumer Lending Effective Credit Write-Ups Understanding Personal Cash Flow Small Business Lending Business Lending Fundamentals Commercial Loans to Small Business Financial Accounting for Lenders Understanding Personal Cash Flow Business Lending Fundamentals Commercial Loans to Small Business Effective Credit Write-Ups Financial Accounting for Lenders Understanding Personal Cash Flow Advanced Cash Flow Commercial Lending Commercial Real Estate Lending Business Lending Fundamentals Commercial Loans to Business Corporate Financial Accounting for Lenders Financial Accounting for Lenders Business Lending Fundamentals Commercial Loans to Business Commercial Real Estate Lending Corporate Financial Accounting for Lenders Financial Accounting for Lenders Understanding Personal Cash Flow Business Lending Fundamentals Commercial Loans to Business Corporate Financial Accounting for Lenders Effective Credit Write-Ups Financial Accounting for Lenders Minimizing Problem Loans Business Lending Fundamentals Commercial Loans to Business Commercial Real Estate Lending Corporate Financial Accounting for Lenders Effective Credit Write-Ups Financial Accounting for Lenders Understanding Personal Cash Flow Manufacturing Services Wholesaler Owner-Occupied Real Estate Credit Coaching & Mentoring (e-learning) Coaching Guides (Mentor-Led) Credit Sales Skills Building Small Business Acumen Collaborative Business Conversations Collaborative Retail Conversations Collaborative Small Business Conversations High-Impact Prospecting and Networking Building Small Business Acumen Collaborative Business Conversations Collaborative Retail Conversations Collaborative Small Business Conversations High-Impact Prospecting and Networking WE RE HERE TO HELP Our training consultants and credit experts are ready to listen to your unique requirements and guide you through our training solutions to develop a training plan that suits your unique business objectives. To speak with an Omega training consultant, please contact us: North America: // solutions@omega-performance.com // omega-performance.com Asia-Pacific: // apacsolutions@omega-performance.com // omega-performanceapac.com OMEGA PERFORMANCE COURSE CATALOG 5

7 Enterprise Library Program The Enterprise Library Program (ELP) is designed for easy acquisition and cost-effective deployment of the industry s leading online credit and credit sales skills training. For a fixed annual license fee, the ELP provides unlimited access to select courses or the complete library of e-learning content. That s 60+ modules ranging from 1-5 hours each for a total of 150+ hours of credit training content. Whether a user needs quick access to a 60-minute module for a just-in-time refresher, or a comprehensive track of courses as a part of your on-boarding program, the ELP program provides the flexibility to meet your needs. WHAT S INCLUDED Unlimited access to the Omega Performance e-learning library, including content updates and new course releases Pre-tests for each module to allow users to determine which sections they should take based on individual needs Post-tests for each module to measure comprehension and validate learning BENEFITS Set annual fee provides cost clarity and predictibility for budgeting Unlimited usage enables broader access to credit training for employees across your organization without increasing costs Interactive content, multimedia animations, and on-demand reference resources engage learners and increase retention Standard reporting enhances measurement of enterprise performance Cost-effective licensing models available for organizations of all sizes TO LEARN MORE North America: or solutions@omega-performance.com Asia-Pacific: or apacsolutions@omega-performance.com Standard tracking and reporting package CURRENT COURSES AND MODULES Financial Accounting for Lenders 7 Modules/8 Modules Commercial Loans to Business 7 Modules Commercial Loans to Small Business 7 Modules Commercial Real Estate Lending 8 Modules Financial Accounting Framework Accrual Accounting Basics The Balance Sheet: Assets The Balance Sheet: Liabilities & Equity The Income Statement Connecting Statements & Levels of Assurance Understanding Business Cash Flow Complex Accounting for Corporations Opportunity Assessment Borrowing Causes Industry & Business Risk Analysis Financial Statement Analysis Cash Flow Analysis Projections Loan Structure Assessing the Opportunity Identifying Borrowing Causes Assessing Business, Industry, and Management Risk Analyzing Business Financial Statements Analyzing Personal Financial Statements Analyzing Cash Flow and Projections Structuring the Loan Opportunity Assessment Borrower and Management Assessment Market and Property Assessment Repayment Assessment Real Estate Valuation Global Financial Assessment Loan Documentation and Management Construction Lending Business Lending Fundamentals 5 Modules Learning about the Business Understanding Business Needs Assessing the Business and Management Fundamentals of Financial Statements and Tax Returns Understanding Needs and Communicating Credit Solutions Consumer Lending 9 Modules Introduction to Consumer Credit Lending Regulations, Part 1 Lending Regulations, Part 2 Preliminary Analysis Repayment Source Analysis, Part 1 Repayment Source Analysis, Part 2 Home Equity Lending Making the Credit Decision Documenting and Managing the Loan Understanding Personal Cash Flow 2 Modules Personal Financial Statement Analysis Personal Tax Return Analysis Credit Sales Skills Curriculum 5 Courses Credit Coaching and Mentoring Program 7 Lessons + Toolkit 6 OMEGA PERFORMANCE COURSE CATALOG

8 Credit Coaching and Mentoring Based on decades of feedback from our clients, it s clear that organization-driven sustainment is a critical component for enhancing understanding and return on training investment. The Omega Performance Credit Coaching and Mentoring program empowers your internal coaches to drive credit skill sustainment, knowledge transfer, and credit culture development. As your organization s learners progress through self-paced e-learning courses, your trained coaches can offer proactive support to deepen skill understanding and promote a strong credit culture. HOW IT WORKS Your organization s coaches begin by completing the two-hour, self-paced, Credit Coaching and Mentoring e-learning course that presents best practices in developing and sustaining a culture of credit excellence. The processes and skills included enable effective coaching and mentoring during and after online credit training programs, for greater knowledge retention and credit quality enforcement. The e-learning course includes lessons that discuss coaching and mentoring benefits, best-practice skills, and the content of an effective competency development sequence. The course also includes downloadable planning sheets and conversation guides, which equip managers and coaches with powerful tools to develop and sustain a strong credit culture. In addition, coaches receive a course-specific supplemental coaching toolkit, which provides a structured road map for knowledge development and sustainment. The toolkit is customizable to match a learner s or an organization s objectives. Coaches are then able to apply their coaching and mentoring knowledge in one-on-one or team sessions to help establish the desired credit competency environment. Supplemental Coaching Toolkit The toolkit contains a detailed course coaching guide and Powerpoint presentation deck. These provide the option to use step-by-step guidance for general knowledge sustainment or for specific knowledge development that is mapped to the learning objectives of the following six core credit e-learning courses: Business Lending Fundamentals Commercial Real Estate Lending Commercial Loans to Business Financial Accounting for Lenders Commercial Loans to Small Business Understanding Personal Cash Flow WE RE HERE TO HELP Our training consultants and credit experts are ready to listen to your unique requirements and guide you through our training solutions to develop a training plan that suits your unique business objectives. Our training consultants are prepared to ensure that your next training engagement delivers stellar results. To speak with an Omega training consultant, please contact us: North America: // solutions@omega-performance.com // omega-performance.com Asia-Pacific: // apacsolutions@omega-performance.com // omega-performanceapac.com OMEGA PERFORMANCE COURSE CATALOG 7

9 DRIVING CREDIT AND SALES EFFECTIVENESS 2015 COURSE CATALOG For up-to-date course descriptions visit omega-performance.com/training Table of Contents New and Updated for Q1 2015!... 2 Training Solutions... 4 Getting Started... 5 Enterprise Library Program... 6 Credit Coaching and Mentoring Program... 7 Training Guides (by functional area) Retail and Wealth Management Lending... 9 Small Business Lending Commercial Lending Commercial Real Estate Lending Credit Sales Skills Self-Paced E-Learning Building Small Business Acumen Business Lending Fundamentals Collaborative Business Conversations Collaborative Retail Conversations Collaborative Small Business Conversations Commercial Loans to Business Commercial Loans to Small Business Commercial Real Estate Lending Consumer Lending Financial Accounting for Lenders Corporate Financial Accounting for Lenders High-Impact Prospecting and Networking Understanding Personal Cash Flow Skills Application Labs and Workshops Advanced Cash Flow Building Small Business Acumen Business Lending Fundamentals Collaborative Business Conversations Collaborative Retail Conversations Collaborative Small Business Conversations Commercial Loans to Business Commercial Loans to Small Business Commercial Real Estate Lending Consumer Lending Effective Credit Write-Ups Financial Accounting for Lenders Corporate Financial Accounting for Lenders High-Impact Prospecting and Networking Minimizing Problem Loans Understanding Personal Cash Flow SimuStar Credit Simulations Manufacturing Wholesale Service and Manufacturing Owner-Occupied Real Estate The Decision Strategy TM OMEGA PERFORMANCE COURSE CATALOG

10 Retail and Wealth Management Lending The retail and wealth management lending curriculum develops the core credit skills needed to identify consumer loan opportunities, evaluate credit risk, and make sound credit decisions. An ideal fit for consumer lenders, credit underwriters, wealth managers, and others who address the personal credit needs of consumers, affluent customers, and business owners, these training solutions provide a logical, efficient process for evaluating personal credit requests and making sound credit decisions based on a full understanding of the personal financial statement, tax returns, and financial strategy. SELF-PACED COURSES Omega Performance e-learning courses, accessible online at any time, are highly interactive, maintaining high learner interest that enhances understanding and application of the material. Concepts are presented along with definitions, explanations, formulas, and real-world examples to ensure that individuals of all learning styles find the subject matter accessible and user-friendly. Consumer Lending Understanding Personal Cash Flow CREDIT COACHING AND MENTORING As your organization s learners progress through self-paced e-learning courses, your trained coaches can offer proactive support to deepen skill understanding and promote a strong credit culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored to one of six core credit e-learning courses: Business Lending Fundamentals Commercial Loans to Business Commercial Loans to Small Business Commercial Real Estate Lending Financial Accounting for Lenders Understanding Personal Cash Flow Credit Coaching and Mentoring Program... 7 SKILLS APPLICATION LABS AND WORKSHOPS Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn from each other s backgrounds, knowledge, and experiences and become partners in learning. Built around real-world case studies that describe complicated business scenarios, attendees must make a number of critical business decisions at times without 100% of the information available. Consumer Lending Effective Credit Write-Ups Understanding Personal Cash Flow SIMUSTAR TM CREDIT SIMULATIONS Through immersive simulations, the online SimuStar program bridges the gap between theory and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases, SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment skills and upgrade decisions in the real world. Manufacturing, Service, Wholesale, Owner-Occupied Real Estate FUNCTIONAL AREAS OMEGA PERFORMANCE COURSE CATALOG 9

11 Small Business Lending The small business credit curriculum builds small business acumen and credit analysis skills while enhancing communication and relationship-building skills. The solutions in this track are designed for professionals responsible for developing, supporting, analyzing, decisioning, and managing small business loan opportunities. Omega Performance s small business credit training solutions ensure that lending organizations can identify bankable loan opportunities, analyze critical information, identify and mitigate risks, develop sound recommendations, make informed credit decisions, and structure loans. SELF-PACED COURSES Omega Performance e-learning courses, accessible online at any time, are highly interactive, maintaining high learner interest that enhances understanding and application of the material. Concepts are presented along with definitions, explanations, formulas, and real-world examples to ensure that individuals of all learning styles find the subject matter accessible and user-friendly. Business Lending Fundamentals Commercial Loans to Small Business Financial Accounting for Lenders Understanding Personal Cash Flow CREDIT COACHING AND MENTORING As your organization s learners progress through self-paced e-learning courses, your trained coaches can offer proactive support to deepen skill understanding and promote a strong credit culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored to one of six core credit e-learning courses: Business Lending Fundamentals Commercial Loans to Business Commercial Loans to Small Business Commercial Real Estate Lending Financial Accounting for Lenders Understanding Personal Cash Flow Credit Coaching and Mentoring Program... 7 SKILLS APPLICATION LABS AND WORKSHOPS Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn from each other s backgrounds, knowledge, and experiences and become partners in learning. Built around real-world case studies that describe complicated business scenarios, attendees must make a number of critical business decisions at times without 100% of the information available. Building Small Business Acumen Business Lending Fundamentals Commercial Loans to Small Business Effective Credit Write-Ups Financial Accounting for Lenders Understanding Personal Cash Flow SIMUSTAR TM CREDIT SIMULATIONS Through immersive simulations, the online SimuStar program bridges the gap between theory and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases, SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment skills and upgrade decisions in the real world. Manufacturing, Service, Wholesale, Owner-Occupied Real Estate OMEGA PERFORMANCE COURSE CATALOG FUNCTIONAL AREAS

12 Commercial Lending Omega Performance s commercial credit curriculum is the state-of-the-art training suite used by thousands of lending organizations worldwide. This curriculum develops high-performing commercial lenders, credit analysts, underwriters, and loan reviewers equipped to identify and evaluate commercial lending opportunities, analyze and mitigate risks, and structure and manage commercial loans. From building a strong financial accounting foundation to raising risk management awareness, this track helps lending organizations embed a strong credit culture throughout the organization. SELF-PACED COURSES Omega Performance e-learning courses, accessible online at any time, are highly interactive, maintaining high learner interest that enhances understanding and application of the material. Concepts are often presented along with definitions, explanations, formulas, and real-world examples to ensure that individuals of all learning styles find the subject matter accessible and user-friendly. Business Lending Fundamentals Commercial Loans to Business Corporate Financial Accounting for Lenders Financial Accounting for Lenders CREDIT COACHING AND MENTORING As your organization s learners progress through self-paced e-learning courses, your trained coaches can offer proactive support to deepen skill understanding and promote a strong credit culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored to one of six core credit e-learning courses: Business Lending Fundamentals Commercial Loans to Business Commercial Loans to Small Business Commercial Real Estate Lending Financial Accounting for Lenders Understanding Personal Cash Flow Credit Coaching and Mentoring Program... 7 SKILLS APPLICATION LABS AND WORKSHOPS Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn from each other s backgrounds, knowledge and experiences and become partners in learning. Built around real-world case studies that describe complicated business scenarios, attendees must make a number of critical business decisions at times without 100% of the information available. Advanced Cash Flow Business Lending Fundamentals Commercial Loans to Business Corporate Financial Accounting for Lenders Effective Credit Write-Ups Financial Accounting for Lenders Minimizing Problem Loans SIMUSTAR TM CREDIT SIMULATIONS Through immersive simulations, the online SimuStar program bridges the gap between theory and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases, SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment skills and upgrade decisions in the real world. Manufacturing, Service, Wholesale, Owner-Occupied Real Estate FUNCTIONAL AREAS OMEGA PERFORMANCE COURSE CATALOG 11

13 Commercial Real Estate Lending Specifically tailored for lending professionals who evaluate or specialize in commercial real estate loans, Omega Performance s commercial real estate (CRE) curriculum provides your organization with a comprehensive suite of engaging, interactive courses that cover the foundation skills in accounting and commercial lending as well as the unique, advanced credit skills required during the CRE loan process. SELF-PACED COURSES Omega Performance e-learning courses, accessible online at any time, are highly interactive, maintaining high learner interest that enhances understanding and application of the material. Concepts are presented along with definitions, explanations, formulas, and real-world examples to ensure that individuals of all learning styles find the subject matter accessible and user-friendly. Business Lending Fundamentals Commercial Loans to Business Commercial Real Estate Lending Corporate Financial Accounting for Lenders Financial Accounting for Lenders Understanding Personal Cash Flow CREDIT COACHING AND MENTORING As your organization s learners progress through self-paced e-learning courses, your trained coaches can offer proactive support to deepen skill understanding and promote a strong credit culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored to one of six core credit e-learning courses: Business Lending Fundamentals Commercial Loans to Business Commercial Loans to Small Business Commercial Real Estate Lending Financial Accounting for Lenders Understanding Personal Cash Flow Credit Coaching and Mentoring Program... 7 SKILLS APPLICATION LABS AND WORKSHOPS Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn from each other s backgrounds, knowledge, and experiences and become partners in learning. Built around real-world case studies that describe complicated business scenarios, attendees must make a number of critical business decisions at times without 100% of the information available. Business Lending Fundamentals Commercial Loans to Business Commercial Real Estate Lending Corporate Financial Accounting for Lenders Effective Credit Write-Ups Financial Accounting for Lenders Understanding Personal Cash Flow SIMUSTAR TM CREDIT SIMULATIONS Through immersive simulations, the online SimuStar program bridges the gap between theory and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases, SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment skills and upgrade decisions in the real world. Manufacturing, Service, Wholesale, Owner-Occupied Real Estate OMEGA PERFORMANCE COURSE CATALOG FUNCTIONAL AREAS

14 Credit Sales Skills Loan acquisition, retention, and growth The Credit Sales Skills curriculum includes five new e-learning courses and five companion Skills Application Labs (SALs). Your bank s sales, service, and relationship management team is the key to providing high-caliber service that satisfies customer needs, nurturing long-term profitable relationships, and establishing credibility as trusted financial partners. These blended learning solutions equip your associates and their managers with the skills they need to engage in collaborative conversations and deliver exceptional customer experiences. SELF-PACED COURSES Omega Performance e-learning courses, accessible online at any time, are highly interactive, maintaining high learner interest that enhances understanding and application of the material. Concepts are often presented along with definitions, explanations, formulas, and real-world examples to ensure that individuals of all learning styles find the subject matter accessible and user-friendly. Building Small Business Acumen Collaborative Business Conversations Collaborative Retail Conversations Collaborative Small Business Conversations High-Impact Prospecting and Networking SKILLS APPLICATION LABS Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn from each other s backgrounds, knowledge, and experiences and become partners in learning. Built around real-world case studies that describe complicated business scenarios, attendees must make a number of critical business decisions at times without 100% of the information available. Building Small Business Acumen Collaborative Business Conversations Collaborative Retail Conversations Collaborative Small Business Conversations High-Impact Prospecting and Networking SIMUSTAR TM CREDIT SIMULATIONS Through immersive simulations, the online SimuStar program bridges the gap between theory and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases, SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment skills and upgrade decisions in the real world. Manufacturing, Service, Wholesale, Owner-Occupied Real Estate FUNCTIONAL AREAS OMEGA PERFORMANCE COURSE CATALOG 13

15 Advanced Cash Flow Commercial lenders are often challenged by complex borrowing situations that require in-depth analysis of cash flow. In this workshop, your lending team will gain the analytical insight needed to apply more rigorous cash flow techniques. INSTRUCTOR-LED WORKSHOP 1 DAY LEARNING TOPICS The Decision Strategy The Role of Cash Flow in Risk Assessment Case Study Analysis Improve analysis of credit risk Evaluate a company s cash flow and ongoing viability Identify the impact of changes in sales levels on cash flow Connect underlying industry characteristics and business strategies with cash flow results Detect early warning signals from analysis of cash flow and debt service coverage Anyone responsible for cash flow analysis or credit recommendations, including commercial lenders, commercial relationship managers, commercial credit managers, and credit analysts. Building Small Business Acumen This program teaches participants how to communicate effectively with small business owners. Participants learn the skills needed to confidently discuss goals, operations, challenges, and opportunities in meaningful ways, and recommend solutions aligned with clients needs. Upon passing the e-learning course, participants may attend the SAL. SELF-PACED 1-2 SKILLS APPLICATION LAB 1 DAY LEARNING TOPICS The Small Business Owner s Perspective Understanding Business Cash Flow Forms of Business Organization Business Growth Stages Discussing Financial Statements and Personal Tax Returns with Clients Recognize a small business owner s needs and ask meaningful, productive questions about the business Identify cross-selling opportunities presented by the business owner s everyday challenges Understand the fundamental information to be gained from financial statements and income tax returns Effectively position your products to address the unique needs of small businesses Communicate the benefits of your financial solutions small business terminology Anyone who interacts with small business owners, including business bankers, branch managers, and relationship managers. 14 OMEGA PERFORMANCE COURSE CATALOG COURSES

16 Business Lending Fundamentals This program helps your organization tap into the lucrative small business market by providing your staff with the skills they need to successfully evaluate the credit needs of small businesses and establish credibility with their owners. Upon completion of the e-learning course, participants may attend the workshop to reinforce and practice the skills and concepts through case studies and discussion. SELF-PACED SKILLS APPLICATION LAB 2 DAYS LEARNING MODULES Learning about the Business Understanding Business Needs Assessing the Business and Management Fundamentals of Financial Statements & Tax Returns Understanding Needs and Communicating Credit Solutions Conduct meaningful discussions with business owners about operations and borrowing needs Assess the industry position, business growth stage, and management Evaluate business loan requests to determine whether they represent bankable opportunities Understand the various components of a borrower s financial statements and tax returns Improve communication and productivity between origination and underwriting Anyone who needs to understand businesses and their borrowing needs, including branch managers, assistant branch managers, small business relationship managers, and business bankers. Collaborative Business Conversations This program empowers participants to increase sales and decrease cycle times by equipping them with a targeted sales process specifically designed to address a commercial business s banking needs. By learning how to integrate their knowledge of credit risk with an understanding of a business s strategies and operations, participants can have well-planned, focused conversations that establish lasting relationships. Upon passing the e-learning course, participants may attend the SAL. SELF-PACED 2.5 SKILLS APPLICATION LAB 2 DAY LEARNING TOPICS Positioning the Meeting Identifying Needs & Opportunities within the Asset Conversion Cycle Creating Options & Presenting Targeted Solutions Obtaining Commitment Establishing Next Steps Use a proven relationship-building process to plan and execute results-oriented sales calls Increase sales and reduce cycle times Achieve greater product penetration per customer Differentiate your financial institution from the competition Build collaborative relationships with key managers Anyone who interacts with commercial clients, including relationship managers, portfolio managers, risk managers, risk underwriters, branch managers, and credit officers. COURSES OMEGA PERFORMANCE COURSE CATALOG 15

17 Collaborative Retail Conversations This program equips participants to interact with customers in a way that satisfies needs, strengthens relationships, and results in increased lending and money management opportunities. Participants prepare for and practice customer conversations in groups led by certified skill practice coaches, and receive comprehensive feedback on what they do well and where they can improve. Participants also learn how to handle customer objections. Upon passing the e-learning course, participants may attend the SAL. SELF-PACED 2.5 SKILLS APPLICATION LAB 2 DAYS LEARNING TOPICS Connecting with the Customer Gathering the Right Information Asking the Right Questions Matching Customer Needs to Products and Benefits Explaining Solutions Handling Objections Engage in customer interactions that differentiate your organization in the marketplace Increase customer satisfaction, retention, and loyalty Improve sales and lending results at the individual and team levels Increase products per customer/business, cross-sell ratios, and sales growth Anyone who interacts with retail clients, including personal bankers, branch managers, sales and service associates, and tellers. Collaborative Small Business Conversations This program empowers participants to increase sales by equipping them with a proven sales process specifically designed to address a small business s goals and challenges. As a result, participants know how to have well-planned, focused conversations that explore the customer s asset conversion cycle, uncover the customer s needs, and result in targeted solutions. Upon passing the e-learning course, participants may attend the SAL. SELF-PACED 2.5 SKILLS APPLICATION LAB 2 DAYS LEARNING TOPICS Positioning the Meeting Engaging the Business Owner Qualifying Needs Presenting Targeted Solutions Gaining Commitment to Advance Use a proven sales process to plan results-oriented calls with business owners Increase sales by consistently converting leads into new business Become a de facto financial advisor for small business customers Ask effective questions to better understand the customer and the business when the need for a loan is uncovered Differentiate your financial institution from the competition Anyone who interacts with small business owners, including personal bankers, small business relationship managers, and branch managers. 16 OMEGA PERFORMANCE COURSE CATALOG COURSES

18 Commercial Loans to Business This program is the industry standard for providing lenders with the skills and knowledge they need to make sound business loan decisions. The e-learning course focuses on highvalue competencies by emphasizing interpretation and analysis using real-world examples. Upon passing the e-learning course, participants may attend the SAL, where they analyze two case studies, evaluate risks and opportunities, structure the credits, and present their group s findings to a credit committee. SELF-PACED SKILLS APPLICATION LAB 2 DAYS LEARNING MODULES Opportunity Assessment Borrowing Causes Industry and Business Risk Analysis Financial Statement Analysis Cash Flow Analysis Projections Loan Structure Increase lending efficiency by applying the Decision Strategy TM Pose insightful questions that reveal valuable information about the strength of management and business operations Analyze financial statement trends and ratios, cash flow, and projections to evaluate risks Assess the strength of repayment sources Apply comprehensive risk analysis to determine appropriate loan structure Anyone with commercial lending responsibilities, including relationship managers, commercial lenders, credit analysts, and loan review staff. Commercial Loans to Small Business In this highly interactive program, participants use the Decision Strategy TM to perform an in-depth analysis of small business credit requests. The e-learning course emphasizes interpretation and analysis using real-world lending examples that include personal guarantees. Upon passing the e-learning course, participants may attend the SAL, where they analyze two case studies, evaluate risks and opportunities, and present their group s findings to a credit committee. SELF-PACED SKILLS APPLICATION LAB 2 DAYS LEARNING MODULES Assessing the Opportunity Identifying Borrowing Causes Assessing Business, Industry, and Management Risk Analyzing Business Financial Statements Analyzing Personal Financial Statements Analyzing Cash Flow and Projections Structuring the Loan Increase lending efficiency by applying the Decision Strategy TM Assess industry risk, management, and the effectiveness of company strategies Analyze financial statement trends and other factors to evaluate repayment capacity Determine the strength of the global cash flow of the borrower and guarantors Apply comprehensive risk analysis to determine appropriate loan structure Anyone with small business lending responsibilities, including lenders, credit underwriters, loan reviewers, and branch managers. COURSES OMEGA PERFORMANCE COURSE CATALOG 17

19 Commercial Real Estate Lending This program focuses on the high value competencies needed to evaluate commercial real estate loans to investors and developers. Participants gain the unique skills and knowledge required to effectively, assess and manage commercial real estate loan opportunities using The Real Estate Decision Strategy TM framework. Upon passing the e-learning course, participants may attend the SAL. SELF-PACED SKILLS APPLICATION LAB 2 DAYS LEARNING MODULES Opportunity Assessment Borrower and Management Assessment Market and Property Assessment Repayment Assessment Real Estate Valuation Global Financial Assessment Loan Documentation and Management Construction Lending Evaluate a commercial real estate opportunity Calculate and evaluate cash flow, NOI, debt service coverage Determine the value of a commercial real estate property as a secondary source of repayment Identify the right loan documentation for various real estate transactions Recognize the steps necessary to properly monitor a construction loan Anyone with commercial real estate lending responsibilities, including commercial real estate lenders, commercial lenders, credit managers, credit underwriters, and loan review staff. Consumer Lending In today s stringent regulatory environment, a profitable consumer credit portfolio requires skilled lenders who understand the nuances of consumer lending. This course ensures your lenders are equipped with the skills they need to make sound consumer loan decisions by effectively evaluating loan requests, identifying risks, and monitoring loans and consumer lines of credit. Upon completion of the e-learning course, participants may attend the workshop in which they discuss lending regulations and practice the Decision Strategy approach by analyzing consumer credit requests in several case studies. SELF-PACED SKILLS APPLICATION LAB 2 DAYS LEARNING MODULES Introduction to Consumer Credit Lending Regulations, Part 1 Lending Regulations, Part 2 Preliminary Analysis Repayment Source Analysis, Part 1 Repayment Source Analysis, Part 2 Home Equity Lending Making the Credit Decision Documenting and Managing the Loan Ensure compliance with lending regulations when evaluating consumer credit requests and closing consumer loans Evaluate a borrower s credit history, repayment sources, collateral, and financial capacity to handle additional debt Select the best type of consumer credit for the request Assess risks to repayment and evaluate home equity credit requests Anyone responsible for making consumer credit decisions, including consumer lenders, personal bankers, consumer credit underwriters, and branch managers. 18 OMEGA PERFORMANCE COURSE CATALOG COURSES

20 Effective Credit Write-Ups This customized workshop uses training materials developed from your organization s own case studies and best practices to teach participants how to develop high-quality credit write-ups that ultimately expedite the approval process. Participants analyze both exemplary and substandard write-ups to identify strengths and weaknesses. Then, participants learn how to develop clear, effective write-ups, using your organization s preferred format, style, and content. INSTRUCTOR-LED WORKSHOP 1 DAY LEARNING TOPICS Credit Write-Up Basics The Components of an Effective Credit Write-Up Writing an Effective Recommendation Prepare professional, audience-focused credit write-ups that result in a more efficient approval process Clearly communicate the borrower s strengths and weaknesses, strategies, and operating performance Convey the level of risk and mitigating factors Deliver a meaningful analysis of the opportunity Anyone involved in the loan approval process, including lenders, relationship managers, portfolio managers, credit analysts, underwriters, loan review staff, and credit trainees. Financial Accounting for Lenders This program presents accounting from the lender s point of view, and empowers participants with the skills needed to extract critical information from financial statements that informs risk analysis and lending decisions. Upon completion of the e-learning course, participants may attend the workshop to reinforce and practice skills and concepts through case studies and discussion. SELF-PACED SKILLS APPLICATION LAB 2 DAYS LEARNING MODULES Financial Accounting Framework Accrual Accounting Basics The Balance Sheet: Assets The Balance Sheet: Liabilities & Equity The Income Statement Connecting Statements & Levels of Assurance Understanding Business Cash Flow Identify the components of a complete set of financial statements and the links between them Understand accounting rules to identify risk in financial statements Assess the appropriateness of the accounting rules applied in financial statements Convert accrual basis financial statement data into information that can be used to determine debt service capacity Anyone who needs an understanding of how to evaluate business financial statements, including commercial lenders, small business lenders, credit analysts, and underwriters. COURSES OMEGA PERFORMANCE COURSE CATALOG 19