Advanced Cash Flow
Learn advanced techniques for analyzing a business’s cash inflows and outflows and their impact on its capacity to repay debt.
Advancing Customer Connections
Equip branch bankers and managers to prepare for and execute scheduled follow-up meetings that further advance customer relationships and deliver on your organization’s promise of exceptional service.
Building Customer Connections
Equip your branch bankers and managers with the skills they need to build stronger connections with and earn more business from customers visiting the financial center.
Building Small Business Acumen
Learn how to “speak the language of small business owners” in order to have more meaningful conversations that demonstrate understanding of a business’s operations, goals, and challenges.
Business Lending Fundamentals
Gain the foundational knowledge needed to understand how a small business operates, assess its management—and management’s strategies—and evaluate its financial information, in order to submit a quality loan request.
Coach the Coach
Prepare “managers of managers” to ensure that their direct reports’ coaching sessions with their employees are focused on the activities and behaviors most likely to improve results.
Coaching for Quality Business
Prepare the managers on your small business lending team to support and improve their employees’ performance before, during, and after sales calls with business owners.
Collaborative Business Conversations
Learn to conduct high-value conversations that uncover commercial lending opportunities and result in the information needed to “get behind the numbers” and identify and structure risk-based credit solutions.
Collaborative Small Business Conversations
Learn to conduct high-impact conversations that uncover small business borrowing and cash management needs and yield the information needed to submit a well-prepared loan request to underwriters.
Commercial Loans to Business
Learn to use the Decision Strategy™ to analyze a commercial enterprise’s industry, management, financial condition, and cash flow, and to structure a loan that skillfully mitigates risk.
Commercial Loans to Small Business
Learn to use the Decision Strategy™ to analyze small business opportunities, including industry, management, business and guarantor financial condition and cash flow, and to structure a loan that skillfully mitigates risk.
Commercial Real Estate Lending
Learn to use the Real Estate Lending Decision Strategy™ to assess investment real estate and construction loan transactions and the unique risks associated with them.
Consumer Lending
Learn to use the Decision Strategy™ to evaluate consumer loan requests and to propose appropriate loans and collateral that both meet customer needs and manage risks.
Creating Customer Connections
Equip your frontline staff to create memorable customer experiences that will differentiate your organization from its competitors and increase the number and quality of referrals to other lines of business.
Credit Coaching and Mentoring
Arm managers, coaches, and mentors with a turnkey credit coaching toolkit that they can use to strengthen, supplement, and sustain the skills and knowledge learners develop in our industry-leading credit training courses.
Customer Experience Coaching
Prepare managers to skillfully coach branch bankers as they use the CON2ECT Customer Experience Model to build loyal customer relationships and generate additional business for the financial institution.
Effective Credit Conversations
Equip relationship managers with a systematic approach to learning about a customer’s business, developing—and then sharing—financial insights, and positioning approvals, counteroffers, and even declines in ways that strengthen relationships.
Effective Credit Write-ups
Learn to prepare high-quality credit write-ups that articulate a clear and compelling—yet succinct—analysis of a business’s management, industry, financial condition, and cash flow.
Financial Accounting For Lenders
Explore fundamental accounting concepts, study the composition of a complete set of business financial statements, and identify potential accounting risks, all from the lender’s perspective.
High-Impact Prospecting and Networking
Learn how to improve business customer prospecting by building a network of centers of influence, skillfully prioritizing leads, and successfully converting telephone calls into appointments.
Loan Documentation
Learn how to thoroughly and accurately evidence business and consumer loan transactions, including commercial real estate-secured loans and home equity loans and lines of credit.
Minimizing and Managing Problem Loans
Learn to detect and evaluate early warning signs of problematic loans in order to take the appropriate actions to mitigate the contributing factors and protect the financial institution.
Performance Planning Session
Define your retail organization’s sales, service, and management priorities and build organizational alignment around the path forward as you prepare to launch a retail training initiative.
Scorecard Coaching
Prepare branch managers to coach employees to improve their scorecard results by providing them with specific balanced feedback and assisting them in developing results-oriented action plans.
Understanding Personal Cash Flow
Learn to analyze complex personal financial statements and personal tax returns in order to evaluate a borrower’s financial condition and cash flow available to service debt.
