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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 an ICBA Education 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.
1:30 p.m. – 2:00 p.m.
2:00 p.m. – 5:00 p.m.
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
8:00 a.m.– 12:00 p.m.
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
Walmarte 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.
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
8:00 a.m. – 12:00 p.m.
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 Borrower's Request
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
8:00 a.m. – 11:30 a.m.
Commitment Letters
Loan Management & Monitoring
Final Case Study
11:30 a.m.– 12:30 p.m.
12:30 p.m. – 5:30 p.m.
Loan Documentation
Lender Liability
Regulatory Hot Topics
Bank Troubles and Issues (examples)
8:00 a.m. – 12:00 p.m.
Final Case Preparation
Loan Case Study Presentations
Program Wrap-up
10:00 a.m.-11:30 a.m.
Held via ICBA online portal for those enrolled in CCLO certification program.
ICBA Members: $2,299
Non-Members: $2,999
Non-Bankers* : $3,999
Certification Testing Fee: $500
*Attendance may be subject to ICBA approval.
This event is not recorded. For more information, call 800-422-7285.
7901 34th Ave S
Bloomington, MN 55425
ICBA's room block expires July 27, 2024. If calling to make your reservations dial 1-800-362-2779 and reference the Special Rate Code: CLI and Group Name: ICBA Commercial Lending Institute.
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)
Community President
SouthState Bank
President
Stevens Risk Management LLC
Gerrish Smith Tuck
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.
Suitcasing is the act of soliciting business by non-exhibiting companies 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.