3-Day University of Lending - Albany, NY - October 2-4, 2018

Tue Oct 02, 2018 - 8:30am to Thu Oct 04, 2018 - 4:00pm
Hosted By: 
Ed Swanson

This 3-Day University of Lending is LSCI's only class in the Northeast in 2018. Reserve your place early, as Ed Swanson's schools always fill up fast! Ed is a master at teaching credit unions how to grow their lending and membership in a rewarding, sustainable manner. 


  • Learn which direction a credit score is heading
  • Grow loans and loan yield
  • Enhance member service and sales skills
  • Ignite passion back into your employees and credit union

To Register Please Click Here


The Desmond Hotel & Conference Center
660 Albany Shaker Road
Albany, New York 12211
Reservations:  518-869-8100
Room Rate:  $170 through 9/10/18


$1295 Per Attendee
$1095 Return Attendee
$700 CEO

Classroom Agenda: 
Tuesday, October 2, 2018

8:30 a.m. – 9 a.m.                     Registration
9 a.m. – 12 noon                       Welcome/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 noon –  1 p.m.                    Lunch
1 p.m. –  4 p.m.                       Scoring Models/ Score Enhancement


Wednesday, October 3, 2018

8:30 a.m. –    9 a.m.                Continental Breakfast
9 a.m. – 12 noon                     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 give 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” scoring model.  This model has never been shown before!

12noon – 1 p.m.                      Lunch
1 p.m. –  4 p.m.                       Decision Making Continued


Thursday, October 4, 2018

8:30 a.m. –   9 a.m.                 Continental Breakfast
9 a.m. – 12 noon                     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 noon – 1 p.m.                      Lunch
1 p.m. –  4 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.

Daily breaks will be at 10:30 and 2:30 ~ Agenda Subject to Change

Classroom Topics: 

Scoring Models/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…

  • Start asking the right questions, not just the ones on the application.
  • 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.
  • Close loans.


Sales Skills – Learn how to…

  • Use the new tools that will be made available to immediately show the member and close the deal.
  • 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.
  • Sell 90% credit life and disability.
  • 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.


High Yield Lending Strategy – 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?
  • Are you tried of financing mistakes?
  • Can we help the C, D, & E paper member get the same deal the A+ member gets?
  • How you can reach to high risk members and show them you not only want to but WILL help them.