Course Goals
This course is specifically targeted to the needs of branch personnel. It differs from traditional lending classes in that it's focus is on the types of loans, customers and financial information the branch lender sees all the time. It addresses skills the busy branch lender needs such as how to interview clients to determine their true needs. It provides techniques to quickly screen a request and financial information and decide whether to continue with an analysis. Finally, it gives participants a step by step decision strategy to evaluate a request including management, financial risk analysis, and documentation.
Course Objectives
Upon completion of the course, participants will be able to demonstrate their knowledge of the following:
- How to get the right information on client calls.
- How to apply quick screening techniques.
- A step by step process to review and analyze a request.
- Why companies borrow and how they repay.
- How to evaluate management.
- How to analyze financial statements through ratio, trend and cash flow analysis.
- Personal financial statements and tax returns.
- How to determine collateral adequacy.
- How to perform business and industry risk analysis.
- How to determine proper loan structure & prepare documentation.
- How to work with the credit department.
- How to negotiate with clients and how to say no to a request
Format and Timeframe
We customize materials and cases to reflect the participant’s lending environment. Lecture and discussion, supplemented by group exercises and role play keep the course both fast paced and interesting. This course can be taught in two to three days depending upon the experience level of the participants.
Who Should Attend?
Branch Managers
Assistant Branch Managers
Platform personnel
Small Business lenders
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