Indirect Lending Institute - New Orleans - April 16-18, 2019

Tue Apr 16, 2019 - 8:00am to Thu Apr 18, 2019 - 4:00pm
Hosted By: 
Hosted by Ed Swanson

To build a successful indirect lending program, it is important to learn and implement the strategies necessary to thrive in a competitive, high-risk, high-reward marketplace. Indirect can be a great catalyst to drive membership and loan growth. LSCI’s lending experts provide a results-driven approach to help establish positive dealer relationships, track results, and implement protocols to protect the credit union. 

Ed Swanson will share his expertise with attendees on how to combat all too common issues. Ed will also discuss suggested dealer pricing and policies.  Whether you’re new to indirect or trying to increase profits, this school is a must for you!  


  • Learn how to use on-boarding as a means to increase the relationship and as a means to increase profit!
  • Dealers will play trick after trick on the untrained credit union employees that will ultimately cost you millions.  Learn specific dealer tactics used to slide loans through that are misrepresented and carry too much risk. 
  • Convert new “one and done” members into meaningful members that will enhance your credit union’s bottom line.    


Registration deadline: 3/25/19


New Orleans, LA

Hotel TBD

Learn How To: 


$1295 per person

Please make checks payable to:
Lending Solutions Consulting, Inc.
2250 Point Boulevard - Suite 325
Elgin, IL 60123

Fees are non-refundable. If you are unable to attend your scheduled class, you may reschedule for a future class based on space availability.


Classroom Agenda: 

Daily Breaks: Morning at 10:00AM, Afternoon at 2:30PM

Tuesday, April 16, 2019

8:00 a.m. –  8:30 a.m.                     Registration/Continental Breakfast
8:30 a.m. –  12:00 p.m.                   Getting Started
12:00 p.m. –  1:00 p.m.                   Lunch Buffet
1:00 p.m. –  4:00 p.m.                     Decision Making


Wednesday, April 17, 2019

8:00 a.m. –  8:30 a.m.                     Continental Breakfast
8:30 a.m. – 12:00 p.m.                    Decision Making (cont.)
12:00 p.m. –  1:00 p.m.                   Lunch Buffet
1:00 p.m. –  4:00 p.m.                     Controls


Thursday, April 19, 2019

8:00 a.m. –  8:30 a.m.                     Continental Breakfast
8:30 a.m. – 12:00 p.m.                    Profitability
12:00 p.m. –  1:00 p.m.                   Lunch Buffet
1:00 p.m. –  4:00 p.m.                     Minimizing Losses

Classroom Topics: 

Getting Started - Learn…

  • The Pro’s and Con’s of using your own program or using a 3rd party
  • ​The number of dealers you should work with
  • How to maintain your dealer relations
  • Staffing - Can you handle 25% + of loan growth?
  • Training - Do your employees know what to expect and how to handle the dealers and pressure
  • Policies and Contracts - Are you protected?

Decision Making – Learn about…

  • Loan approval authority - Do your decision makers understand the big difference between direct and indirect lending?
  • Components of a valid score
  • Key underwriting factors
  • Straw Purchases - Can your employees recognize a straw purchase up front?
  • Lending tools to ensure good judgment
  • Utilizing and Understanding the HYLS Indirect Tool

Controls – Learn…

  • The IMPORTANCE of knowing what’s going on vs. guessing what’s going on
  • How to inspect and validate
  • If your employees are getting to cozy with the dealers
  • Policies and Procedures; loan to value, terms, employment verification, age and mileage of vehicle
  • Verification of contracts/applications
  • How to deal with fraud
  • Growth that is acceptable

Profitability – Learn about…

  • Pricing loans
  • Over financing premiums
  • Buy rate and up-charging
  • Cost of funding
  • Cross selling
  • First time buyer programs

Collections – Learn…

  • How to minimize losses
  • Disposing of collateral
  • Measuring deficiency balances
  • Adding CPI - Is it a good idea?
  • When to repossess a car
  • How to deal with fraud dealers who play games
  • Why it is a good idea to have a portfolio analysis done