Lending Institute with Brett Christensen
Topics & Objectives
Please note that the Topics/Objectives listed below are subject to change.
Day One
The Big Picture in Lending
- Understand the economics of today's lending environment
- Discover why lending is the financial lifeblood of your credit union
- Break out of the lending boxes that bind you
Maximizing Risk-Based Lending
- Learn why to move from risk-based pricing to risk-based lending
- Understand ways to be successful with D and E paper lending
- Avoid common mistakes in risk-based lending
Day Two
Loan Interviewing & Sales Skills
- Discover the million-dollar secret that all great salespeople know
- Tailor your approach to the member (and the risk) in front of you
- Know the three things that must get done during the loan interview
- Build higher-risk loans that will be approved by an underwriter
- Know how to give higher-risk borrowers a "firm close"
FICO Credit Scores
- Know how FICO credit scores are calculated
- Learn what is not included in the credit score
- Gain strategies to help members improve their scores
- Learn whether the member's FICO score is going up or down
Day Three
Loan Decision Making
- Discover the right approach to underwriting loans
- Understand the guidelines for secured and unsecured lending
- Spot the three predictors of bankruptcy
- Know the difference between real and not-so-real risk factors
- Learn how to view loan-to-value on secured loans
- Understand the correct way to analyze a member's total debt ratio
- Know how to underwrite higher risk loans
For more program content information or to request a brochure call 800-356-9655, ext. 4882, or email abollman@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.
