5-Day University of Lending - Las Vegas, Nevada - November 27 - December 1, 2017

Las Vegas University of Lending with Rex Johnson
Mon Nov 27, 2017 - 8:00am to Fri Dec 01, 2017 - 11:30am
Hosted By: 
Rex Johnson


Rex Johnson and the University of Lending return to Las Vegas for another entertaining and educational show!  Rex’s passion is contagious - attendees will leave with a renewed desire to serve members and achieve results for the credit union. This seminar will give your team the tools needed to lay the groundwork for a banner year in 2018!



The Delano Hotel at Mandalay Bay
3940 South Las Vegas Boulevard
Las Vegas, NV 89119
$111 (includes $32 resort fee)

Reservation Deadline: 11/3/2017

Group Name:  Lending Solutions-University of Lending 2017
Group Passkey Link:  https://aws.passkey.com/go/slen1117de

To make your reservations, use the link above, or call 877.632.7107

Please note that room rates and availability cannot be guaranteed.  Rooms may be sold out prior to the reservation deadline, so we encourage you to make your reservations early!  Room reservations and fees are the responsibility of the registrant.

Learn How To: 
  • Use score code analysis to know when to go “all-in” vs when to walk away

  • Detect common warning signs to avoid big losses

  • Incorporate high yield strategies to hit the earnings jackpot



$1695 per Attendee
$1395 Return Attendees
$1100 for CEOs/Board Members


Classroom Agenda: 

Agenda subject to change

Daily Breaks:   Morning Session – 10:00 am     Afternoon Session – 2:15 pm

Monday, November 27, 2017

8:00 –   8:30 a.m.     Registration/Continental Breakfast

8:30 –   9:00 a.m.     Welcome and Overview

9:00 - 12:00 p.m.        Our Philosophy/Everything is Changing 

We will present everything you need to know about scoring models, factors that have the largest impact, their pecking order, and how the credit score is affected by bankruptcy.  This also covers score enhancement; how you can help members and non-members improve their score.

12:00 - 1:00 p.m.    Lunch

1:00 –  4:00 p.m.    Scoring Models

Tuesday, November 28, 2017

8:00 –   8:30 a.m.     Continental Breakfast

8:30 –  12:00 p.m.    Scoring Models - Continued

12:00 p.m.  - 1:00 p.m.    Lunch

1:00 -  4:00 p.m.     A New Way of Looking at the Member's Score

This highlights the importance of score direction and shows that “the trend is your friend”.   Rex will help shift your thinking to see beyond the initial credit score, and will help you open the door to more opportunity and greater possibilities. Credit Unions need yield.  With our new High Yield Loan Decision Underwriting Guide, you will be able to approve loans you never dreamed of & start serving more members by making loans available, regardless of their score.

Wednesday, November 29, 2017

8:00  –    8:30 a.m.   Continental Breakfast

8:30 a.m.  –  12:00 p.m.    The Biggest Risks are Debt Consolidation & Indirect Loans

Rex will show you a few debt consolidation guidelines, and walk through loans that won’t work out and therefore, shouldn’t be made.  We will also focus this time on the great importance of loan notes and letters of understanding, presenting some letter samples, and strong examples from other credit unions.

1:00 p.m. –  4:00 p.m.      The Biggest Risks - continued

Thursday, November 30, 2017

8:00 –   8:30 a.m.     Continental Breakfast

8:30 – 12:00 p.m.     Bankruptcy

Rex will walk you through some of the many questions that surround bankruptcy.  He will look at trends, discharges verses dismissals, and spend some time shedding some light on Chapter 13 bankruptcy.  Bankruptcy can actually become an asset!

12:00 - 1:00 p.m.    Lunch

1:00 -  4:00 p.m.     We Are All About Solutions

We will go over some critical interviewing skills, and show you how your credit union can price loans and take risk.  There is always a solution, and it is up to the “best of the best” at the credit union to find it!


Friday, December 1, 2017

8:00 –   8:30 a.m.     Continental Breakfast

8:30 – 11:30 a.m.      How to Build Your Portfolio

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 & build your loan portfolio.  We’ll also provide proven Incentive Programs that work & all the tools to be a super salesman, help more members & enhance income.

Wrap Up and Adjourn




Classroom 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 lower interest rates.
  • 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.
  • How to recognize and understand credit bureau codes and definitions.

 Decision Making – Learn how to:

  • Start asking for crucial information, not just the standard questions 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, but have members that do file become an asset.
  • Understand the bankruptcy basics.
  • Reject a loan without upsetting a member, to create a lifetime relationship.
  • Close loans with a letter of understanding.
  • Use our HYLS Underwriting Guide.
  • Find solutions for all your members bvefore they make up their own.

Sales Skills – Learn how to:

  • Approach 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, as well as creating 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.
  • Take advantage of new member opportunities.
  • Market your products to the high-yielding member.


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 tired of financing mistakes?
  • Can we help the C, D, and E paper members get the same deal the A+ member gets?
  • How to reach out to high-risk members and show them you not only want to, but WILL help them.