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The University of Lending is the most comprehensive training program for credit unions today. It's the one school that changes your entire approach and attitude of lending.
Course Objectives:
Designed for loan managers, member service representatives, loan officers, and more, it is our mission for credit unions to achieve dramatic improvements in their loan yields, ROAs, and member service practices.
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
- 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
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?
Hotel Alba
5303 West Kennedy Boulevard
Tampa, FL 33609
813-289-1950
Corporate Room Rate: $189 through September 24, 2023
Phone Reservations: 813-289-1950
Press (1) for reservations. Please reference “Univ of Lending” or the Special Rate Code “LEND”.
Online Reservations; Please visit: University of Lending Booking Link
$1295 per person
Day 1
8:30 a.m. – 9:00 a.m. Registration / Continental Breakfast
9:00am – 12:00pm Welcome and Understanding the Impact of Lending
- Learn the common traits of Credit Unions with strong Return on Assets!
- Learn what you need to do to obtain an industry leading ROA.
- Learn the financial impact of your strengths and opportunities.
- Learn how you as an individual can make a positive impact on ROA!
- The LSCI Philosophy of Lending
- Approving loans other cannot / Finding Solutions!
12:00pm - 1:00pm: Lunch
1:00pm - 4:00pm: Understanding Credit Scoring Models (both FICO and Vantage)
- Low scores can mean BIG profits. We’ll show you when you can approve these loans.
- Dramatically raise the confidence level of your employees.
- Coach members from “E” paper to “A” paper in a few short months.
- We’ll show you how and this will give you a big competitive edge.
- Members will love you and give you all their business.
Day 2
8:30 a.m. – 9:00 a.m. Continental Breakfast
9:00am – 12:00pm: Decision Making / The Fundamentals of Underwriting
- Learn a process to underwrite loans.
- Poor decisions are costing CU’s millions of dollars, both in loans granted and denied.
- Car dealers are making lots of money, how about you?
- Your employees will learn how to make good decisions, and they’ll practice this in class.
- Students will be required to make loan decisions based on what they have learned.
- Measuring Risk / Reward relationship.
12:00pm - 1:00pm: Lunch
1:00pm - 4:00pm: Decision Making Continued / Understanding Credit Reports
- Learn the importance of open dates when reviewing credit reports.
- Reviewing original balances versus current balances.
- Why are reviewing inquiries critical?
- Learn clues when the member needs a financial makeover.
- Calculate APR on competitor loans.
- Follow the member through their mortgage life. Are they building equity?
Day 3
8:30 a.m. – 9:00 a.m. Continental Breakfast
9:00am – 12:00pm: Understanding Bankruptcy / Cross Selling
- Bankruptcies are no surprise, learn how to predict a bankruptcy.
- Cross Selling is most effective after measuring the risk of bankruptcy.
- Structure loans that will survive bankruptcy.
- Learn the difference between Chapter VII and Chapter XIII.
- Learn why loans do not show up on credit reports after a bankruptcy.
12:00pm - 1:00pm: Lunch
1:00pm - 4:00pm: Loan Interviewing / Loan Notes
- Learn from the master, Interviewing the Rex Johnson way!
- Learn questions to ask in certain situations.
- Learn how to discuss bankruptcies with members.
- Review sample loan notes, both great notes and not so good notes.
*Classes are in Eastern time
©Lending Solutions Consulting Inc.
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