At ICBA Securities, we provide community bankers the tools to grow their investments.

No credit committee wants to read an epic non-fiction piece of work. The key to an effective credit write-up is to focus on the core risks. Each credit request begins with a problem, usually a cash shortfall. As a banker, your job is to find out why the borrower is short on cash and how the asset will generate enough money to repay the loan.

Each request will have three to five key credit risks. You need to clearly explain these risks and show how your loan structure will address them. These risks might involve the market, management, financial numbers, inventory, receivables, or other business issues. Learn how to spot these concerns and explain them clearly and effectively.

Learning Objectives:

Identify the main credit risks in a loan request and analyze their impact.

Explain key risk factors and connect them to loan structure for effective mitigation.

Apply best practices to create credit write-ups that address the borrower’s cash flow and repayment plan.

Duration: 60 minutes

In today’s banking environment, simply presenting products and services isn’t enough. You must guide the conversation, build trust, and confidently ask for the business.

This session walks you through the entire sales process, focusing on how to create strong customer experience, navigate objections, and close the deal effectively. You will build essential communication and negotiation skills, learn proven telephone techniques, and explore a practical marketing model you can use right away.

You’ll also dive into the human side of sales, understanding how empathy, ego, and individual needs shape buying decisions, and how to adapt to different personalities, backgrounds, and behavioral styles.

Learning Objectives:

• Lead sales conversations from first contact to confidently closing the deal

• Utilize core communication and negotiation skills, including calls and handling objections

• Improve customer experience by responding to individual needs and behaviors

• Overcome sales roadblocks and apply real-world examples

• Understand the human side of selling: empathy, ego, and needs

Duration: 90-minutes

In today's banking environment, simply presenting products and services isn't enough. You must guide the conversation, build trust, and confidently ask for the business.

 

This session walks you through the entire sales process, focusing on how to create strong customer experience, navigate objections, and close the deal effectively. You will build essential communication and negotiation skills, learn proven telephone techniques, and explore a practical marketing model you can use right away.

You'll also dive into the human side of sales, understanding how empathy, ego, and individual needs shape buying decisions, and how to adapt to different personalities, backgrounds, and behavioral styles.

Learning Objectives:

Lead sales conversations from first contact to confidently closing the deal

Utilize core communication and negotiation skills, including calls and handling objections

Improve customer experience by responding to individual needs and behaviors

Overcome sales roadblocks and apply real-world examples

Understand the human side of selling: empathy, ego, and needs

Duration: 90-minutes

"Developing strong risk assessments for all key areas of a financial institution is crucial. Strategic-minded institutions aim to manage risk at an enterprise-wide level, striving for “optimal risk-taking,” where they incur just enough of the right kind of risk to effectively pursue their strategic goals. This webinar will guide you through the characteristics of strong risk assessments, helping you develop an enterprise-wide process that is practical, sustainable, and easy to understand. You will gain practical tools and examples to implement immediately, strengthening your existing risk assessments and creating new ones as needed.

The webinar covers an overall view of Enterprise Risk Management (ERM) and its key components, the three key phases of ERM, and how risk assessments fit in. It will delve into the risk assessment process, the characteristics of strong risk assessments, and the relationship between the Risk Assessment System (RAS) and CAMELS rating. You will learn about the top eight risks, how to conduct an ERM risk assessment using a matrix, and the various types of risk assessments based on the area of risk. Additionally, the webinar will provide examples of ongoing monitoring and reporting tools, helping you understand the goals and characteristics of risk assessments based on industry best practices.

 

Topics Covered:

Comprehensive Overview of Enterprise Risk Management (ERM) and Its Essential Elements

Unveiling the Three Key Phases of ERM and the Role of Risk Assessments

Enhancing Your Risk Assessments: A Step-by-Step Process

Defining the Purpose of Risk Assessments for Strategic Success

Key Traits of Effective Risk Assessments

Understanding the Risk Assessment System (RAS) and Its Link to CAMELS Rating

Identifying the Top Eight Risks and Other Critical Risk Categories

Mastering ERM Risk Assessments with a Matrix: The Foundational Risk Assessment

Exploring Various Types of Risk Assessments Tailored to Specific Risk Areas

Showcasing Examples of Continuous Monitoring and Reporting Tools

 

Key Learning Objectives:

Gain a high-level overview of ERM and its three dynamic phases.

Understand the risk assessment process to strengthen existing risk assessments.

Identify and assess risks across your entire institution.

Discover the key traits and goals of industry-leading risk assessments.

Craft appropriate risk assessment criteria for your organization.

Embrace the Power of Annual Risk Assessments Recommended for Continuous Improvement

Study real-world examples through monitoring and reporting tools.

 

Duration: 90-minutes