2024 Consumer Lending School

Consumer Lending School

This real-world program will prepare consumer lenders to have more informed and effective conversations with credit partners and build stronger, more profitable relationships with customers. This 4-day course meets the needs of lenders who serve consumers, small real estate investors, and/or small business clients in a branch environment. It will prepare lenders for success in today’s universal banking environment, where they must have the skills and flexibility to serve a wide variety of loan requests.


INSTRUCTORS:

Christie Drexler
Drexler Consulting



Josh Collins
Drexler Consulting


The instructor’s facilitation approach encourages participant engagement and, thus, enhances their learning experience.  Participants learn to apply underwriting, compliance, and documentation principles through real life case studies, examples, and practice problems.  In addition, lenders will learn sales and service strategies that will prepare them to build and deepen customer relationships, grow safe and sound loan portfolios, and positively contribute to bank profitability.

Audience:
This school is targeted to lenders who make consumer, small business, and small real estate investment loans, aspiring lenders, and those in loan support roles. Candidates for this school include Consumer Lenders, Small Business Lenders, Small Real Estate Lenders, Branch Managers, Credit Analysts and Underwriters who support Consumer Lenders, and Loan Support Team Members.

Benefits of the School:

• Gain a solid foundation for a lending career in banking
• Understand the reasons behind underwriters’ questions or requests for additional information
• Know key questions to ask the customer and what information to gather before the loan is sent to underwriting, improving turn-around time and client service
• Build credibility and move from order-taker with your key stakeholders to a trusted advisor
• Become aware of common underwriting and compliance pitfalls
• Learn effective loan portfolio management strategies
• Gain a big picture understanding of the “why” behind key lending compliance regulations

Attendees are required to:

• • Actively participate in all activities and exercises
  • Complete assignments
  • Bring a calculator to class
  • Although not required, a laptop with an Excel application is recommended for Session II

While it is recommended that Bankers new to retail lending attend all four sessions of the school to receive an entire overview of retail banking, each session’s material stands alone. One session is not a prerequisite for another.  Therefore, more experienced Retail Lenders may choose not to take the entire school, but rather register for individual sessions which meet their unique needs.

Day I: 
Introduction to Consumer Lending

The agenda includes:

• Today’s Lending Environment
• Loan Purpose and Types of Lending
• Consumer Loan Products
• Types of Borrowing Entities and Parties to a Loan
• 5 C’s of Lending/Credit Analysis
• Evaluating the Source of Repayment
• Determining Information Needed to Evaluate a Loan Request
• Analyzing the Loan Application and Credit Report
• Evaluating Collateral

 

Day 2:
Analyzing Cash Flow and Tax Returns

The agenda includes:

• Why ALL Retail Lenders/Consumer Lenders Should Be Knowledgeable of Personal and Business Tax returns and Cash Flow Analysis
• Calculating Debt to Income, Debt Service Coverage, and Global Debt Service Coverage
• Financial Accounting 101:  Interpreting Business Financial Statements
• Personal Tax Returns and Key Schedules
• Business Tax Returns and Key Schedules
• What is a K-1 and When to Request It

Day 3: 
Consumer Loan Compliance, Documentation and Portfolio Management

The agenda includes:

• Overview of Key Lending Legislation and Compliance Regulations:
  • Fair Lending and Fair Credit Regulations
  • BSA and Lending
  • Truth-n-Lending and RESPA
  • Dodd Frank Legislation: TRID, and Mortgage Compliance
  • Flood Compliance
  • Lending Compliance in 2024 and Beyond
• Consumer Loan Policy, Procedures, and Pricing
• Writing Effective Credit Memos
• Essentials of Loan Documentation
  • Best Practice Processes:  Pre-Closing, Closing, Post-Closing
• Retail Loan Portfolio Management
• Problem Loan Workouts

Day 4:
Building Client Loyalty and Growing the Bank 

The agenda includes:

• The Emerging Customer Experience
• Building Customer and Other Stakeholder Relationships
• Becoming a Trusted Advisor:  Moving from Order Taker to Relationship Builder
• Providing “WOW!” Service
• New Business Development, Networking, and Growing Your Portfolio
• Building Client Loyalty, Deepening Relationships, and Growing the Bank Beyond Loans