Class Details

University of Lending - Crystal Lake, IL 
May 6-10, 2013
Hosted by Rex Johnson

In today's era of low interest rates, credit unions everywhere are looking for ways to generate more revenue.  Higher yields are out there, along with countless opportunities to grow a prosperous loan portfolio.  Unfortunately, many credit unions are turning away countless members that they could be helping out due to the fact that they have tightened up lending and have not been taught how to implement a High Yield Lending Strategy.

Let Rex Johnson and the University of Lending show you how to take advantage of the growth potential that is emerging everywhere!

Learn How to:
- Approve 90% of all loan applications
- Interview the member and analyze their next steps
- Equip your collection department with the best solution strategies and look for loan opportunities in their account list
- Make loans to potential bankrupt members without worrying about a loss
- Finance homes for members who may have lost their home though short sale, deed in lieu of and foreclosures
- Improve the overall operational efficiency and profitability of your credit union!

Click here to register:  http://www.rexcuadvice.com/uol_register.php

Tuition: 
$1595 per attendee
$1295 per return attendee
$750 per CEO/Board Member

Hotel (The University of Lending is held at hotel)
Crystal Lake Holiday Inn
800 S. Route 31
Crystal Lake, IL
Corporate Rate:  $95.00/night
*Please call 815-477-7000 for reservations
**Reference the 'University of Lending' to receive rate.
Official Hotel Website:  www.hicrystallake.com

Taxi Service - Taxi service is available at the airport however fares to the Crystal Lake Holiday Inn can run $75.00-$95.00.

Rental Car Agencies - O'Hare offers a wide choice of rental car agencies. A list of some of the agencies at O'Hare and how to go about picking up your rental car from O'Hare can be found here.

Hotel Shuttle - The Holiday Inn offers a complimentary shuttle service within a 5-mile radius of the hotel between 7am - 11pm.

Classroom Topics & Agenda:
Daily Breaks:   Morning Session – 9:45 am     Afternoon Session – 2:00 pm

Monday, May 6, 2013:
8:00 –   8:30 a.m.     Registration/Continental Breakfast

University of Lending - Classroom Topics 
Score Enhancement - Learn:
Ø       The overview of the components that make up a scoring model.
Ø       How to explain to a member why their score is what it is.
Ø       How to show a member how to DRAMATICALLY improve their score to earn a lower rate.
Ø       How to use Score Enhancement as the best cross selling tool to dramatically drive up loans.
Ø       The importance of holding seminars and providing free credit reports to members

 Decision Making – Learn how to: 

Ø       Analyze the application and the credit bureau report.

Ø       Spot hidden opportunities.

Ø       Make the marginal loan.

Ø       Interview a member and direct the conversation with members while they are on the telephone.

Ø       Avoid bankruptcies.

Ø       Create the right environment to approve loans.

Ø       Reject a loan without upsetting a member.

Ø       Take a common-sense approach in making loan decisions.

Sales Skills – Learn how to:

Ø       Sell 90% credit life and disability.

Ø       Approach members in person and by telephone. The credit report is your biggest cross selling tool, are you using it?

Ø       Explain a product and its features.

Ø       Create a desire for a product.

Ø       Explain the benefits of insurance products, such as credit/life disability, extended warranties and others.

Ø       How to implement a meaningful Incentive program

Ø       Discover your members’ requirements, then meet and exceed them.

Ø       You will not only approve loans while the member is on the phone, you will also learn how to close the loan.

Ø       The importance of closing loans, not just processing loans.

Ø       New members are a great lending opportunities.

Risk-Based Pricing – Answer the following questions: 

Ø       Are we turning down potential loans and income by sending members to finance companies?

Ø       Are we being too selective?

Ø       Are our most creditworthy members going elsewhere for a better deal?

Ø       Should we consider a Risk-Based Lending program?

Ø       Are we already doing Risk-Based Lending but calling it something else?

Ø       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?

Ø An increase in their loan growth

Ø An increase in loan yield

Ø Turndown fewer members

Ø Charge-offs and delinquencies will decrease dramatically

Ø Insure consistency in decision making like you’ve never see before

Ø Create a new level of confidence in decision making

Ø  Interviewing skills will greatly improve

Ø Response time will drop, the member will know right away if they are approved

Ø HYLS not only looks at their credit score, but adjusts it based on the member’s qualifications, which are often overlooked.