Lending School. October 19-23, 2015 Lansing, Michigan

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1 MBA Commercial Lending School October 19-23, 2015 Lansing, Michigan

2 MBA Commercial Lending School As we move into the future, bankers will see many challenges. One challenge is having qualified lenders who are not only excellent negotiators, but also know documentation and are current on special issues confronting borrowers. A trained lender is a commodity in today s market. Whether you are a 15-year veteran lender or a junior lender; learning or just refreshing your lending skills is a necessity. We highly recommend marking your calendar now for the MBA Commercial Lending School, October 19-23, CURRICULUM: The curriculum includes in-depth, hands-on training in all facets of commercial lending with an emphasis on cash flow, financial analysis and structure. Topics in these modules follow a logical progression: The External Environment This module begins with an overview of the business of banking and a brief introduction to the elements of the loan evaluation process which forms the foundation for the School of Lending curriculum. The session then shifts to an examination of the external environment in which businesses operate. This overall perspective on the external environment includes a look at the operation of the economy, types and causes of economic fluctuations, government alternatives to influence economic activity and the tools that are available to monitor economic activity and predict future trends. Understanding the Borrower s Business Each type of business and industry has a unique mix of assets, liabilities, margins, asset utilization and financial leverage. It is essential that the lender understand these critical differences among businesses. This module begins by reviewing the relationship between the lender and small business customer. The session examines how the typical business operates by focusing on the operating, fixed asset, profit, and life and cash cycles. It identifies key variables that are going to be important to the success of the business. The module concludes by demonstrating how financing needs arise and defines the source of repayment and appropriate loan structure to meet financing needs. Assessing the Borrower s Competitive Position This module explores business strategy, a key to success for any company. It begins with a look at the role of business and competitive strategy and then defines three basic types of competitive strategies - price, product differentiation and product focus. The module then identifies the various characteristics of a company that should be considered when evaluating business strategy. Product, industry, market structure and position, stage in life cycle and barriers to entry are all important components of the well devised business strategy. Evaluating Management This module examines the management process. The emphasis is on evaluating the management team focusing on aspects of management including skills, style and integrity. The module also discusses tools available to the lender to evaluate management and to monitor management performance. Assessing Borrower Financial Performance Unlike previous modules, which covered the subjective aspects of financial analysis, this module considers the objective evaluation of a company s success in managing its key variables. Historical financial analysis is the primary tool used in the objective evaluation. This analysis includes income statement/balance sheet, comparative/common size, cash flow and ratio analysis. The module also addresses the analysis of personal financial statements and tax returns. 2 October 19-23, 2015 Lansing, Michigan

3 Projecting Future Performance Projections focus on quantifying the borrower s ability to make future payments based on past financial performance. This module first explores the concept by describing the information and tools needed to prepare proformas, projections and cash budgets. The module then focuses on stress testing key assumptions to determine the potential volatility in earnings and cash and the impact on the borrower s ability to service debt. Loan Structure & Support Previous modules have focused on understanding the borrower s business and quantifying the borrower s willingness to repay debt. Equally important is structuring the loan to assure that the amount of the loan is appropriate, primary and secondary sources of repayment have been identified and the term of the loan is reasonable. While not a substitute for demonstrated ability to repay; loan support is useful in shoring up a loan that has a few potential weaknesses. This module defines loan support and identifies those situations where loan support may be required. It then presents four elements of loan support collateral, guaranty, loan agreement and subordination agreement. Effective Relationship Management This module focuses on developing and maintaining profitable customer relationships. The session opens with a discussion of the changing role of the lender. The elements of a value added relationship are defined with specific emphasis on how the lender adds value in the customer relationship. It then explores life cycle relationship management and effective customer calling. Profitably pricing relationships is often the hardest part of relationship management and this session outlines nine steps for more profitable relationship pricing. The session concludes with a discussion of negotiating skills that enhance the lender s ability to negotiate a fair relationship package for the borrower and the bank. Responsible Commercial Real Estate Lending Commercial real estate lending including financing owner occupied real estate, income property and acquisition/development/construction has been a significant source of loan volume and income for many banks. Unfortunately, this type of lending has also been a source of significant loan losses. This module will discuss responsibly financing the three broad types of commercial real estate property. The module will address information requirements, underwriting and monitoring these types of loans. The module will also focus on assessing environmental risks and appraisals. Effective Relationship Management This module focuses on developing and managing profitable customer relationships. The module opens with a discussion of the changing role of the lender. The elements of a value added relationship are defined with emphasis on how the lender can become a trusted advisor. The module then explores life cycle relationship management and effective customer calling. Profitably pricing relationships is often the hardest part of relationship management. The module outlines nine steps for more profitable relationship pricing. Identifying & Managing Problem Loans Although problem loans are not always preventable, lenders can minimize losses from them with good underwriting, active monitoring, early problem loan identification and aggressive corrective action. This module both draws on earlier material and presents new information to show how problem loans can be identified and what can be done to curtail losses, from meeting with the borrower to managing a bankruptcy. Establishing Credit Discipline This module, the final one of the course, outlines the framework for establishing credit discipline in a bank. The module then reviews the components of an effective credit administration process: a written loan policy, an asset quality rating system, a formal loan pricing system, an effective loan committee process, a strong credit administrative and loan review function, well-trained lending officers and a positive lending environment. When combined, these components result in a quality loan portfolio. The integration of all the different aspects of credit administration is termed credit discipline. Case Studies School of Lending students are assigned to small case study groups. Groups will apply concepts and techniques in a series of daily case study assignments. Students have the opportunity for active participation and sharing knowledge and insight with their peers. Emphasis is placed on decision-making. Each day will begin with a discussion of group findings. 3

4 MBA Commercial Lending School INSTRUCTORS: John Cochran In his banking career which spans more than 35 years, John Cochran has served in various lending and senior management positions. Mr. Cochran has served in various management and lending positions that have included compliance and loan review officer, consumer and commercial Lender, chief lending officer, and president and CEO of a community bank. Prior to starting his own company in 2000, John, in his last bank assignment, held senior management positions in commercial lending as well as directing consumer banking and sales activities in a large branch network. John established Cochran Associates LLC in 2000 to provide bank training and consulting services. To date, he has presented lending seminars for many state banking associations and annually participates in eight commercial lending schools as a principal instructor or sole presenter. He has been the lead faculty member of the Missouri School of Lending since Through Cochran Associates LLC, John now devotes full time attention to developing and leading lending seminars, conducting in-bank training and providing consulting and loan review services for community bankers. Gary D. Maples Gary currently provides consulting services in lending/credit administration and loan review, expert witness services and all types of credit training. Previously Gary was a bank president with thirty years of experience in commercial lending, credit analysis, loan and credit administration, loan workouts and bank management. Mr. Maples other teaching experience includes: Wisconsin, Iowa, Illinois, Kansas, Kentucky, Michigan, Minnesota, New York, Ohio and Pennsylvania Bankers Associations; Kansas/Nebraska Schools of Banking; Pacific Coast Banking School; Stonier Graduate School of Banking; Graduate School of Banking at the University Of Wisconsin; Czech and Romanian Banking Institutes; American Bankers Association's National Graduate Lending School. Gary received his BS and MBA, at the University of Wisconsin and an ABA Certified Lender Business Banking. Gary is president, River Edge Consulting LLC, in Sheboygan Falls, Wisconsin. 4 October 19-23, 2015 Lansing, Michigan

5 WHO SHOULD ATTEND: Those who want to improve their understanding of credit and financial analysis; commercial lenders who desire to expand and refine their commercial lending skills and learn how to apply this knowledge in profitable commercial lending situations. ADMISSION RECOMMENDATIONS: 1) Minimum of one year s experience in credit administration in a bank; or One year s experience in commercial lending; or Five year s banking experience 2) Successful completion of ABA/AIB or equivalent courses in accounting, analyzing financial statements, basic accounting and basic economics; or A demonstrated knowledge. APPLICATION PROCESS: Prospective students should complete a school registration form and return it to the MBA office by September 1, Open to MBA member banks only. Early enrollment is recommended. Class size is limited. GRADUATION REQUIREMENTS: Attendance at all lecture and case studies A minimum score on daily quizzes Completion of assignments Graduates receive an MBA certificate of completion QUESTIONS: Please contact us at (517) or REGISTRATION: The student fee of $1,495 includes program registration, instruction and materials, five nights of lodging, breakfast and lunch daily. Registration without lodging is $995. ACCOMMODATIONS: The Radisson Lansing at the Capitol is located in downtown Lansing at 111 North Grand Avenue just three blocks from the MBA Education Center. They are a full-service hotel with high-speed internet access, a 24- hour business center and a modern fitness center. Classes begin at 8:30 a.m. October 19 and conclude the afternoon of October 23. Classes will be held at the MBA Education Center, 507 S. Grand Ave, Lansing, Michigan. Accommodations are at the Radisson Hotel Lansing at the Capital. 5

6 MBA Commercial Lend Please complete all fields and both pages of this application. Full Name Bank Educational Background (Check Highest Level Achieved) High School Some College Associate Degree Major: Bachelor s Degree Major: Master s Degree Major: Total Years Banking Experience (Check One Box Only) Less than 2 years 2-4 years 5-7 years 8-10 years years years 20+ years Size of Bank Assets (Check One Box Only) Under $10 million $11 to $25 million $26 to $50 million $51 to $75 million $76 to $100 million $101 to $500 million $501 to $1 billion $1 billion + Please Indicate Years of Experience in the Following Areas Real Estate Lending Credit Analysis Consumer Lending Documentation Commercial Lending Other (Please List) Ag Lending Loan Administration Other Relevant Educational or Training Experience Including ABA/AIB Courses/Certifications (Please specify) Provide a Short Job Description That Identifies Your Primary Duties (This information is useful for our instructors and course material preparation.)

7 ing School Application Full Name Badge Name Title Bank Address City/State/Zip Phone Fax Housing: Check here if you require special accommodations, such as accessibility or special dietary needs. Please indicate: Arrival Date: Departure Date: No Housing Needed Pricing: $1, with housing $ no housing Check (Payable to Michigan Bankers Association) Invoice Me Charge my: MasterCard Visa AMEX Credit Card # Card Holder Name Expiration Date / Signature Cancellations: There will be no refund if a registrant withdraws after October 1, 2015, only substitutions. Requests for refunds must be ed to I have read the admission recommendations and desire to enroll in the school. I agree to abide by all the requirements for participation and completion of this program. Applicant Signature Date RETURN APPLICATION TO: Mail: Michigan Bankers Association 507 S. Grand Ave. Lansing, MI Fax: (517)

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