WR Seminar: Sales and Credit: Two Sides of the Lender's Coin

05/06/2014 - 05/06/2014

Newport Beach, CA

Program Time: 8:30 a.m. - 4:30 p.m.

By the end of this workshop, you will know how to develop commercial customers in a smart, efficient, time saving way. You will learn how to understand customers' lending needs and offer solutions, review and screen their financials, ask for any additional documents to complete a full underwriting package, and have good understanding of the approval process.

The workshop will focus on two core objectives:

  1. Commercial Knowledge
    • Commercial product knowledge (revolving, Term , CRE)
    • Business structures (sole prop, C Corp, S Corp, etc.)
    • What are lendable businesses and why?
    • Understanding and dissecting full packages (returns, interim financials, rent rolls etc.)
    • Collaterals ( CRE, A/R, inventory, cash, equipment, UCC)
    • Understanding cash flow (DSC Vs DTI)
    • SBA Products

  2. Commercial Development
    • Who should we target
    • How to develop a priority list (Time Management)
    • How to start and build a pipeline
    • Referral networking (Good and Bad)
    • Resources available to you in your community
    • Center of Influences that are vital to your success

About the Instructor: Kyle Kneubuhl has been in the Banking industry for 13 years, with 10 of those years in commercial portfolio management. He oversaw the Southern California region for second largest bank in the United States managing a team of bankers with focused efforts in C & I lending, commercial real estate, investment properties, treasury management, and SBA products. He developed and trained multiple branches throughout Southern California for 3 different community banks in commercial strategies with proven success.

Who should attend: Personal Bankers and Loan Officers with limited Commercial Banking knowledge and/or a desire to improve their loan understanding and cultivation skills.

Class Location: CIB Conference Center, 4685 MacArthur Court, 3rd Floor, Newport Beach 92660

Members: $325
Nonmembers: $375

Prerequisites: No previous experience and training is necessary.

7.5 CPE Credits

Program Level: Basic-Intermediate