Commercial Lending Institute

Lending Square

Commercial Lending Institute

Apr 4 - Apr 6, 2023 and Apr 11 - Apr 13, 2023 | VIRTUAL EVENT

ICBA's Commercial Lending Institute teaches you to efficiently identify and analyze opportunities, assess and mitigate risks, and structure and manage commercial loans.

Leave the institute with new insights that will ensure you are prepared to build strong relationships and conduct credit-focused, high-value conversations with commercial clients. 

To earn the Certified Commercial Loan Officer (CCLO) certification, you will be required to attend this program in its entirety, complete all assignments, and achieve a passing score on the certification exam(s). If you decide to enroll in the certification testing after you register for the class, please contact a Community Banker University representative at 800-422-7285.

Learning Objectives:

  • Understand how the 5 Cs of credit (character; capacity/cash flow; capital; conditions; and collateral) are used to evaluate potential borrowers.

  • Review commercial lending products.

  • Gain a holistic view of the credit process cycle from the loan application to loan monitoring.

  • Understand credit risk.

  • Learn to identify potential compliance and legal challenges.

Date
Information (All times are Central Time)

Tuesday, April 4

Lessons

9:00 a.m. – 12:00 p.m.

Introductions

Five C’s of Credit

  • Character

  • Capacity / Cash Flow

  • Capital

  • Conditions

  • Collateral

Regulations & Regulatory Agencies

Commercial Lending Products

  • Term Loans /Lines of Credit / Bullet Loans

  • Commercial Real Estate Loans / Owner Occupied vs. Non Owner Occupied

Other Business Banking Services

The Credit Process Cycle

  • Loan Application
  • Loan Officer Analysis
  • Credit Request Form
  • Approval Process
  • Loan Closing
  • Monitoring

Lunch

12:00 p.m. – 12:30 p.m.

Lessons

12:30 p.m. – 5:00 p.m.

Role of the Commercial Loan Officer & First Duties

Customer Pre-Work & Call Visit

Prospect Pre-Work & Sales Call

  • Sales Stats 1-21

  • Red Ocean vs Blue Ocean Marketing Strategies

  • Creating Quality Warm Introductions

Other Components

  • Profitability Models / Risk Grades
  • NAICS & SIC Codes

Intro to Financial Analysis & Napkin Underwrites

Wednesday, April 5

Lessons

9:00 am – 12:00 pm

Loan Underwriting & Analysis Basics

  • S Corporations

  • C Corporations

  • LLC’s

  • Partnerships

  • Sole Proprietorships

Review of Sample Tax Returns & Financials

  • Acme Framing Company Inc. – Appendix 2A
  • Bob’s Bar & Grill Inc. - Appendix 2D
  • Bob The Builder - Appendix 2G
  • Bob Page Schedule E-1 & II, K-1 - Appendix 2H
  • Bob the Builder 1040 Return - Appendix 2J
  • Dewey, Cheatem & Howe PA - Appendix 2K
  • Walmarte Music Store, Inc. - Appendix 2L
  • Wal-Mart Annual Report - Appendix 2M
  • Walmarte Music Store – Spreads - Appendix 2L

Class Projects: 1-5 (as time allows) Appendix P1 – P5

Lunch

12:00pm – 12:30pm

12:30 p.m. – 5:00 p.m.

Credit Analysis & Basics of the Loan Package

  • Crown Point 2135 LLC Credit Request Form Appendix 3A
  • Crown Point 2135 LLC Loan Write-up - Appendix 3B

Business Financial Analysis

  • Do’s and Don’ts of a write-up
  • Financial Calculations

Personal Financial Analysis & Global Cash Flow

Case Studies

  • Case Study #1 – Acme Framing Company Inc. Appendix 2A again
  • Case Study #2 – Spindler’s Bricks and Heat Appendix 3
  • Case Study #3- Tools by Joseph, Inc. Appendix 3E
  • Case Study #4 - Art Wholesale Supply Appendix 3F
  • Extra Case Studies #1 and #2 Included in PowerPoint

Study Questions Review

Thursday, April 6

9:00 a.m. – 12:00 p.m.

  • Introduction 
  • Recap of Key Credit Concepts 
  • Understanding Credit Risk 
  • Types of Credit Facilities and Borrowing Causes

Lunch

12:00 p.m. – 12:30 p.m.

12:30 p.m. – 5:00 p.m.

  • Credit Analysis  
  • Core Cash Drivers 
  • Cash To Cash Cycle 
  • Sensitivity Analysis 
  • UCA Cash Flow Analysis 
  • Manufacturing and Wholesale Case Study

Tuesday, April 11

Lessons

9:00 a.m. – 12:00 p.m.

Credit, Covenants, Collateral and Real Estate

  • Assessing Credit Structure
  • Monitoring the Credit- Covenants and Collateral
  • Real Estate Assessment

Lunch

12:00 p.m.–12:30 p.m.

Compliance and Legal Issues

  • Overview of Basic Legal Concepts Process
  • Navigating the Legal & Administrative Process
  • Contracts / Loan Documents
  • Lender Liability
  • Borrower Characteristics
  • Loan Process & Collateral
  • Loan Participations
  • Regulatory Issues & Examples

Wednesday, April 12

9:00 a.m. – 12:00 p.m.

Credit and Loan Management

  • Credit Quality Management
  • Problem Loan Management

Lunch

12:00 p.m. – 12:30 p.m.

12:30 p.m. – 3:30 p.m

Case Study Preparation and Development 

Thursday, April 13

9:00 a.m. – 12:00 p.m.

Case Study Presentations

2:00 p.m. – 3:30 p.m.

Certification Exams - Held via ICBA online portal for those enrolled in CCLO certification program.

Note - If you do not pass exam(s), you will have the opportunity to retake the exam(s) at a future, quarterly re-take date. More information will be provided upon registration.

Pricing

ICBA Members: $2,299

Non-members: $2,999

Non-banker: $3,999

Certification Testing Fee: $500

Printable Registration Form


Attendance/Cancellation Policy:

  • Registration fee is valid only for the individual registered. Each attendee must register.
  • Full payment is required prior to event attendance.
  • If registration is cancelled more than 30 days prior to the event start date, you will receive a full refund.
  • If cancellation is within 30 days prior to the event start date, 20 percent of the registration fee paid will be deducted for costs.
  • A substitute registration will be accepted.
  • No refunds will be issued once the bank has received event materials or after the event start date.
  • All rights are reserved by ICBA. No recording or distribution of the content is permitted unless expressly agreed by ICBA.

For more information, call 800-422-7285.

Virtual Event

Upon registration you will receive an email from ICBA confirming your registration, the dates of the event and a calendar invitation for the event. Approximately 1-2 weeks prior to the event start date, you will receive an email from an ICBA representative containing detailed information including event times and the meeting link.

Who should attend: All community bank personnel with commercial lending responsibilities

Prerequisites: Basic knowledge of credit issues

Advanced Preparation: None

Program Level: Intermediate

Field of Study: Specialized Knowledge

Delivery Method: Group Internet Based

CPE Credit Hours: 47

Certification Offered: Certified Commercial Loan Officer (CCLO)

Bob Page

Bob Page

Community President

SouthState Bank

Doc Bodine

Doc Bodine

Gerrish Smith Tuck

brad stevens

Brad Stevens

President

Stevens Risk Management LLC

Code of Conduct

Registration, attendance, or participation at this event constitutes an agreement to adhere to the ICBA code of conduct and complaint policy. ICBA aims to be welcoming, safe, and inclusive to all participants, with the most varied and diverse backgrounds possible.

As such, The Independent Community Bankers of America (“ICBA” or the “Association”) has adopted a zero-tolerance policy toward all forms of unlawful discrimination and harassment.

Read Full Policy


Suitcasing Policy

Suitcasing is the act of soliciting business by non-exhibiting companies in the during the event or in other public spaces, including another company's booth, a convention center, or a hotel lobby. It is ICBA event management’s objective to do everything legally possible to protect its exhibitors and community banker attendees from suitcasing.