| Details: |
Location:
Marriott Detroit Southfield
27033 Northwestern Hwy
Southfield, MI 48033
(248) 356-7400 (Hotel)
Corporate Room Rate: $115.00 - through March 26, 2010.
Please refer to the "University of Lending" block to ensure the corporate rate.
Hotel Link: http://www.marriott.com/hotels/travel/dtwsl-detroit-marriott-southfield/
Deadline for registration is: March 29, 2010.
Cost:
$1195.00 per staff member
$995 for return attendees
$600.00 for CEO's and Board Members
At the time you register you will need to mail your payment to secure your place in this class.
Please make checks payable to:
Lending Solutions Consulting, Inc.
2200 Point Boulevard - Suite 110
Elgin, IL 60123
Classroom Agenda Topics
Score Enhancement - Learn…
-The overview of the components that make up a scoring model.
-How to explain to a member why their score is what it is.
-How to show a member how to DRAMATICALLY improve their score to earn a lower rate.
-How to use Score Enhancement as the best cross selling tool to dramatically drive up loans.
-The importance of holding seminars and providing free credit reports to members
Decision Making – Learn how to…
- Analyze the application and the credit bureau report.
- Spot hidden opportunities.
- Make the marginal loan.
- Interview a member and direct the conversation with members while they are on the telephone.
- Avoid bankruptcies.
- Create the right environment to approve loans.
- Reject a loan without upsetting a member.
- Take a common-sense approach in making loan decisions.
Sales Skills – Learn how to…
- Sell 90% credit life and disability.
- Approach your members in person and by telephone. The credit report is your biggest cross selling tool, are you using it?
- Explain a product and its features.
- Create a desire for a product.
- Explain the benefits of insurance products, such as credit/life disability, extended warranties and others.
- How to implement a meaningful Incentive program
- Discover your members’ requirements, then meet and exceed them.
- You will not only approve loans while the member is on the phone, you will also learn how to close the loan.
- The importance of closing loans, not just processing loans.
- New members are a great lending opportunities.
Risk-Based Pricing – Answer the following questions…
- Are we turning down potential loans and income by sending members to finance companies?
- Are we being too selective?
- Are our most creditworthy members going elsewhere for a better deal?
- Should we consider a Risk-Based Lending program?
- Are we already doing Risk-Based Lending but calling it something else?
How can you implement a Risk-Based Lending program? We have the answer!
High Yield Lending Strategy – What can HYLS do for your credit union?
-
An increase in their loan growth
-
An increase in loan yield
-
Turndown fewer members
-
Charge-offs and delinquencies will decrease dramatically
-
Insure consistency in decision making like you’ve never see before
-
Create a new level of confidence in decision making
-
Interviewing skills will greatly improve
-
Response time will drop, the member will know right away if they are approved
-
HYLS not only looks at their FICO score, but adjusts it based on the member’s qualifications. We’ve found qualifications are often overlooked.
Classroom Agenda
Tuesday, April 6, 2010
8:00 a.m. - 8:30 a.m. Registration/Continental Breakfast
8:30 a.m. – 9:00 a.m. Welcome and Overview
9:00 a.m. - 12:00 p.m. Philosophy/Scoring Models
We will show you everything you need to know about scoring models. How to recognize good scores from bad scores and what direction the score is headed. You’ll be able to make better decisions and you will see how “E” paper may be “A” paper and how “A” & “B” paper may be “D” or “E” paper. We will show you what makes a score change so quickly and how some loans you thought were good are being charged off.
12:00 p.m. - 1:00 p.m. Lunch
1:00 p.m. - 4:00 p.m. Scoring Models/Score Enhancement
Wednesday, April 7, 2010
8:00 a.m. - 8:30 a.m. Continental Breakfast
8:30 a.m. – 12:00 p.m. Decision Making
We will show you how to make a loan that you would normally turn down if you ask the right questions. We’ll also show you what loans you can’t make. You’ll learn how to avoid bankruptcies by easily recognizing what causes bankruptcies. You’ll be provided with many tools to make decision making easy. Plus, we will show you a decision making matrix, so more of your employees will be empowered to make decisions on the spot, which will speed up service and help develop a strong lending team. Students will get an opportunity to use our new “Decision Making Made Easy” model, plus, the ALL NEW 1st of its kind “High Yield Lending Strategy” decision model. This model has never been shown before!
12:00 p.m. - 1:00 p.m. Lunch
1:00 p.m. - 4:00 p.m. Decision Making (continued)
Thursday, April 8, 2010
8:00 a.m. - 8:30 a.m. Continental Breakfast
8:30 a.m. – 12:00 p.m. High Yield Lending Strategy (HYLS)
CU’s talk about taking risk and have everything in place, they’re just not doing it. We’ll show you how to get started and when to take risk. Are your policies a barrier?
12:00 p.m. - 1:00 p.m. Lunch
1:00 p.m. – 4:00 p.m. Sales Skills
We’ll show you how to evaluate your staff, the attributes of a good sales person. Once you identify you have the right people, we’ll show you how to teach them the right techniques. Your staff will be shown how to sell Credit, Life, and Disability to over 80% of your members. You’ll learn how to cross-sell to new members and build your loan portfolio. We’ll provide you with proven Incentive Programs that work. We’ll provide you all the tools to be a super salesman, help a more members and enhance your income.
|
