Intermediate Credit Training Series

COMMERCIAL AND INDUSTRIAL (C&I) LENDING IN TODAY’S COMPETITIVE MARKET

This webinar will begin with a brief overview of Commercial and Industrial (C&I) loan products including working capital lines of credit, ABL facilities, and equipment financing (loans/leases) and their typical structure.

The training session will also cover underwriting C&I loans including accounts receivable assessment and the use of a “Borrowing Base Certificate” (basic and advanced models), the valuation and quality of inventory, and the analysis of various equipment-related issues in lending. This portion of the webinar will also cover the proper evaluation of the borrower’s financial statements.      

Additionally, the webinar will cover documentation of C&I loans, collateral concerns, challenges with pricing, and managing the C&I loan portfolio. The session will conclude with a review of how to identify and market to new C&I loan prospects in today’s competitive market.

Objectives:

• Review C&I lending
• Discuss C&I loan products and their typical structure
• Explore underwriting C&I loans including accounts receivable, inventory, and equipment financing
• Analyze the Borrowing Base Certificate (BBC)
• Evaluate the borrower’s financial statements
• Review the documentation, collateral, pricing, and managing of C&I loans
• Develop the marketing of C&I loans in today’s economy

Audience:

Commercial lenders, credit analysts, loan documentation specialists, branch managers, private bankers, and business development officers

About the Instructor:

David L. Osburn is the founder of Osburn & Associates, LLC, a business training and contract CFO Firm that provides seminars, webinars, and keynote speeches for bankers, CPAs, attorneys, credit managers, and business owners on topics such as banking/finance/credit, negotiation skills, marketing, and management issues. His extensive professional background of over 30 years includes 18 years as a business trainer/contract CFO and 16 years as a bank commercial lender including the position of Vice President/Senior Banking Officer. His banking credentials include loan underwriting, loan “work-out”, management, and business development. He has been an adjunct college professor for over 30 years including Nevada State College and College of Southern Nevada. He holds an MBA from Utah State University, a BS in finance from Brigham Young University, and is a graduate of the ABA National Commercial Lending School held at the University of Oklahoma. Additionally, Mr. Osburn holds the professional designation of certified credit and risk analyst (CCRA) as granted by the National Association of Credit Management (NACM). 

COMMERCIAL REAL ESTATE LENDING IN TODAY’S ECONOMY

This webinar will begin with a review of “commercial real estate” including types of properties and demand/supply in the “current” market.

The session will then cover the entire “loan process” by which a commercial real estate (CRE) loan is marketed, underwritten, approved, documented, “closed,” and monitored. The process will include a discussion of CRE underwriting techniques and loan documentation issues.

Additionally, strategies to handle a problem CRE loan will be addressed. 

Objectives

• Review commercial real estate including types of properties and demand/supply in the current market
• Gain an understanding of how banks process CRE loans
• Learn the steps of marketing, underwriting, approving, documenting, closing, and monitoring a CRE loan
• Cover CRE loan underwriting techniques and documentation issues
• Address problem CRE loan issues

Audience:

Commercial lenders, credit analysts, loan documentation specialists, relationship managers, branch managers, private bankers, and business development officers

About the Instructor:
David L. Osburn is the founder of Osburn & Associates, LLC, a business training and contract CFO Firm that provides seminars, webinars, and keynote speeches for bankers, CPAs, attorneys, credit managers, and business owners on topics such as banking/finance/credit, negotiation skills, marketing, and management issues. His extensive professional background of over 30 years includes 18 years as a business trainer/contract CFO and 16 years as a bank commercial lender including the position of Vice President/Senior Banking Officer. His banking credentials include loan underwriting, loan “work-out”, management, and business development. He has been an adjunct college professor for over 30 years including Nevada State College and College of Southern Nevada. He holds an MBA from Utah State University, a BS in finance from Brigham Young University, and is a graduate of the ABA National Commercial Lending School held at the University of Oklahoma. Additionally, Mr. Osburn holds the professional designation of certified credit and risk analyst (CCRA) as granted by the National Association of Credit Management (NACM). 

HOW TO CRAFT AN EFFECTIVE COMMERCIAL LOAN WRITE-UP 

AND

LOAN COMMITTEE PRESENTATION SKILL TRAINING

Part 1:

The first part of the webinar will cover the basics of how to craft an effective commercial loan write-up.

This section will begin with a brief overview of loan write-ups or credit memorandums including types, styles, and necessary component parts (relationship information, financial analysis, management review, and risk assessment/mitigation).

The financial analysis section will highlight “liquidity, activity, leverage, operating performance, and cash flow analysis.” This will also include the Altman Z-Score (bankruptcy predictor).

The session will also cover additional important loan write-up items including assessing the company’s strategic plan- “marketing, financing, and management.”

Three “standard” commercial loan write-ups will be presented to illustrate the concepts.

Objectives:

• Review effective commercial loan write-ups
• Discuss types, styles, and components parts
• Cover the financial analysis section
• Assess the company’s strategic plan
• Summarize the concepts by reviewing three loan write-ups

Part 2:

The second part of the webinar will review loan committee presentation skill building techniques that include the “do’s & don’ts” of loan committee, “reading” the personalities of the committee members, understanding the difference between an “outside” versus “inside” committee member, and exploring “group dynamics.”

Additionally, “tips and techniques” will be displayed on how to make a clear, concise, and motivating presentation and overcome the “fear” and “intimidation” factor.

This section will also cover the “supporting” disciplines of negotiation skill building, communications, and “personal” marketing.

The presentation concepts will be reinforced through case studies.

Objectives:

• Gain an understanding of effective presentation skills in loan committee
• Learn to make motivating presentations and conquer fear and intimidation
• Analyze the “do’s and don’ts” of loan committee, personality types, group dynamics
• Review the related topics of negotiation skill building, communications, and personal marketing
• Summarize the seminar concepts through case studies

Audience

Commercial lenders, credit analysts, relationship managers, private bankers, and business development officers

About the Instructor:
David L. Osburn is the founder of Osburn & Associates, LLC, a business training and contract CFO Firm that provides seminars, webinars, and keynote speeches for bankers, CPAs, attorneys, credit managers, and business owners on topics such as banking/finance/credit, negotiation skills, marketing, and management issues. His extensive professional background of over 30 years includes 18 years as a business trainer/contract CFO and 16 years as a bank commercial lender including the position of Vice President/Senior Banking Officer. His banking credentials include loan underwriting, loan “work-out”, management, and business development. He has been an adjunct college professor for over 30 years including Nevada State College and College of Southern Nevada. He holds an MBA from Utah State University, a BS in finance from Brigham Young University, and is a graduate of the ABA National Commercial Lending School held at the University of Oklahoma. Additionally, Mr. Osburn holds the professional designation of certified credit and risk analyst (CCRA) as granted by the National Association of Credit Management (NACM).