Learn advanced techniques for analyzing a business’s cash inflows and outflows and their impact on its capacity to repay debt.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.