Commercial Lending Institute

Lending Square

Commercial Lending Institute

Aug 20 - Aug 25, 2023 | LIVE 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.

Information (Central Time unless otherwise noted)

Sunday, August 20


1:30 p.m. – 2:00 p.m.

2:00 p.m. – 5:00 p.m.

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 

Monday, August 21

8:00 a.m.– 12:00 p.m.

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-Marte Annual Report - Appendix 2M 
  • Walmarte Music Store – Spreads - Appendix 2L 

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


12:00 p.m. – 1:00 p.m.

1:00 p.m. – 5:00 p.m.

Napkin Underwriting & Debt Schedule 

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 Study #1 – Patty’s Mailbox Money LLC. - Appendix 3C 

Case Study #2 – Shirley’s Dental Inc. - Appendix 3D 

Case Study #3 - Bob’s Lawn Maintenance Inc.- Appendix 3E 

Extra Case Studies #1 and #2 - Included in PowerPoint 

Tuesday, August 22

8:00 a.m. – 12:00 p.m.

Role of the Commercial Loan Officer & First Duties 

Customer Pre-Work & Call Visit 

Prospecting – Purpose and Strategies 

Prospect Pre-Work & Sales Call 

  • Sales Stats 1-21 
  • Red Ocean vs Blue Ocean Marketing Strategies 
  • Creating Quality Warm Introductions 
  • Tyler & Joey’s Top 5 

Other Lending Components 

  • Profitability Models 
  • Risk Grades 
  • NAICS & SIC Codes 

Study Questions Review 


12:00 p.m. – 1:00 p.m.


1:00 p.m. – 5:00 p.m.

  • Credit Analysis & Building the Loan Package 
  • Understanding Your Credit Culture 
  • Introduction to Credit Risk 
  • Proper Credit Structure 
  • Assessing the Borrowers Request 

Wednesday, August 23


8:00 a.m. – 12:00 p.m.

  • Core Cash Driver Understanding 
  • Cash to Cash Cycle 
  • Sensitivity Analysis 
  • UCA Cash Flow Analysis 


12:00 p.m.– 1:00 p.m.


1:00 p.m. – 5:00 p.m.

  • Industry Case Studies 
  • Understanding Structure, Continued 
  • Pricing 
  • Covenants 
  • Collateral 
  • Assessing Real Estate 

Thursday, August 24


8:00 a.m. – 12:00 p.m.

  • Commitment Letters 
  • Loan Management & Monitoring 
  • Final Case Study 


11:30 p.m.– 12:30 p.m.


12:30 p.m. – 5:30 p.m.

  • Legal Issues 
  • Loan Documentation 
  • Lender Liability 
  • Regulatory Hot Topics 
  • Bank Troubles and Issues (examples) 

Friday, August 25


8:00 a.m. – 12:00 p.m.

  • Final Case Preparation 
  • Loan Case Study Presentations 
  • Program Wrap-up 

Monday, August 28

Certification Exam

10:00 a.m.-11:30 a.m.

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


ICBA Members: $2,299

Non-Members: $2,999

Non-Bankers: $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.

Embassy Suites by Hilton St. Louis Airport

11237 Lone Eagle Dr.

St Louis, MO 63044

ICBA Room Rate: $149 until July 13, 2023

ICBA Booking Link

Hotel Housing Scam Warning: Only make your room reservation using the information provided by ICBA. Do not do business with any company that claims they are with ICBA or working for ICBA as the official housing service. Contact ICBA if you have any questions or concerns.

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 Live

CPE Credit Hours: 47

Certification Offered: Certified Commercial Loan Officer (CCLO)

brad stevens

Brad Stevens


Stevens Risk Management LLC

Bob Page

Bob Page

Community President

SouthState Bank

Doc Bodine

Doc Bodine

Gerrish Smith Tuck

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.