What’s the Cost of a Problem Loan?

What’s the Cost of a Problem Loan? A business owner comes in to your financial institution seeking a $2 million loan. She meets with one of your lenders, the underwriting process is completed, and the loan is approved. But what steps are you taking to ensure that your staff is appropriately evaluating industry, management, and

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How to Turn Credit Skills Into Meaningful Conversations

When it comes to winning and expanding small business relationships, financial institutions are expecting more and more of their branch managers. At the community and regional banks, saving banks, and credit unions she consults with, there is a movement toward getting branch managers out of their branches and into the lucrative small business market, says

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Top 4 Trends from the 2018 Retail Banking Conference

We had an amazing experience at the historic Broadmoor for the American Banker 2018 Retail Banking Conference. Our representatives from Omega Performance thoroughly enjoyed our time meeting and talking with those in the industry, as well as attending sessions. We came back with banking trends that we thought would be useful to share with you as you

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Help Your Lenders Build Value-Added Relationships

Help Your Lenders Build Value-Added Relationships Do your relationship managers struggle with translating their credit skills into “sales speak”? New for 2018, our Effective Credit Conversations Course starts with a short eLearning course that introduces the credit conversation strategy, the framework used to merge sales and credit skills. The eLearning is followed by a two

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Attributes of Successful Small Business Lenders

Attributes of Successful Small Business Lenders Successful relationship managers wear many hats, and are able to blend their credit and conversation skills, in order to drive sales for their managers, get the right information to their underwriting team and please their customers. Here are some of the skills that successful small business lenders must have

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Bridge the Gap Between Lending and Sales

Bridging the Gap Between Lending and Sales Business lenders face challenges that those in typical sales roles do not. They have to qualify businesses to determine whether they can sell to them; assess business, industry, and financial risks; and uncover management’s strategies for addressing those risks. Business lenders must also have the requisite credit skills

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Three Conversations Successful Small Business Lenders Have

Three Conversations Successful Small Business Lenders Have Smart small business lenders know that in order to be successful, they must have the skills to build long-term relationships with clients, and effectively communicate with underwriters to develop appropriate solutions that leave all parties satisfied. By breaking the lending process down into a series of three targeted

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Course Catalog Updated for 2018

Course Catalog Updated for 2018 The Driving Credit & Sales Effectiveness: 2018 Course Catalog is now available for you to download.  Looking for a way to enhance your team’s credit skills development? This year’s catalog features up-to-the-minute information about our new and existing courses, including duration, learning topics, and the results and business benefits your

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U.S. Department of the Treasury Recommends Regulatory Relief for Community Banks and Credit Unions

U.S. Department of the Treasury Recommends Regulatory Relief for Community Banks and Credit Unions Though community banks hold less than 20 percent of the banking industry’s assets, they account for nearly 50 percent of small business loans. Why are small businesses more inclined to fuel their growth using community-based lenders, rather than regional or national

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Credit Unions Thinking of Ramping Up Commercial Loan Opportunities

Credit Unions Thinking of Ramping Up Commercial Loan Opportunities With recent changes to member business lending rules, credit unions have new opportunities to target areas of commercial and business lending that were previously unavailable to them. According to an article by the Philadelphia Federal Reserve, credit unions have been increasing their market share since 1998,

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