Agenda

Session 1

3/12/24
9:00 a.m. - 1:00 p.m. EST
Specialized Underwriter Training 4 Hours

Jessica Vartanian
Senior Consultant, CU Lending Advice

There are 3 stages to every loan application, the sales effort, underwriting and processing. This training proposal focuses on evaluating risk (underwriting).

This 3.5-hour remote course is designed to cover the underwriting portion of the loan interview. The course is delivered through Zoom®. The course is high impact, interactive and informative. The training is designed for remote feedback from lenders and as much interaction that can be managed through a webinar environment.

This course is uniquely crafted to maximize the time spent in an e-learning environment. The material is managed in 45-50-minute educational sprints with 10-minute breaks in between the sessions.

Topics

Based on conversations with CLOs and VPs of Lending, the underwriting training is primarily focused on dealing with hot topics in Consumer Lending.

• Principles of Successful Loan Decision Making
• Bankruptcy Predictors
• Lending on Old Collateral
• FICO – What We Know from the Score
• Loan Amount Guidelines
• Total and Unsecured Debt Ratio Analysis
• Lending to Young Borrowers
• Lending to Self-Employed Members
• The Proper use of Co-Signers
• Real Risk Factors vs. Not-so-Real Risk Factors
• Underwriting Higher-Risk Loans
• The Underwriting Approaches Needed for Higher-Risk Loans
• Principles of Successful Loan Decision Making
• Debt Consolidation Loans

Session 2

3/13/24
9:00 a.m. - 1:00 p.m. EST
Specialized Consumer Loan Sales Training 4 Hours

Don Arkell
Owner, CU Lending Advice

This 3.5-hour remote course is designed to cover the interview/sales portion of the loan interview. The course is delivered through Zoom® The course is high impact, interactive and informative. The training is designed for remote feedback from lenders and as much interaction that can be managed through a webinar environment.

This course is uniquely crafted to maximize the time spent in an e-learning environment. The material is managed in 45-50-minute educational sprints with 10-minute breaks in between the sessions.

Topics

Based on conversations with top lenders in the country, the sales training request is primarily focused on building a performing loan and maximizing cross-sales and ancillary sales. This is a list of proposed topics and can be customized for your credit union.

• What Must Happen on Every Call
• What a Good Notes Page Looks Like
• Closing with the Relationship in Mind
• Appropriate Cross-Sell Methods
• Building Confidence over the Phone and Online
• How to Take a Risk Based Loan Application
• Reducing Risk through the Loan Interview
• Selling Ancillary Products
• Asking for Cash Down • Building a Performing Loan