The GSB Online Seminar Series

The GSB Online Seminars Series offers a convenient, cost-effective way to access quality educational opportunities. Please note ALL times below in CENTRAL TIMEZONE.

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Presenter: Tom Hershberger, Cross Financial Group This 60-minute program will be presented live on: October 20, 10:00-11:00 a.m. Central Time Recording available through: January 20, 2021 Price: $225   This webinar series examines three essential assets possessed by every bank in the country. Like any asset within the organization, proactive management of each asset will generate superior results. Among these essential assets we find a mix of employees, relationships, and the bank’s trade area reputation. All of the ingredients necessary to attract and retain customers. Banks have learned from recent circumstances that everything that impacts life at work and home will eventually carry over to the financial services industry. How banks leverage their essential assets will influence their navigation of emerging environments impacting their customers. Register for this webinar series and plan to learn what management teams and leaders should know to introduce change and integrate new policies and procedures, while preserving culture and community image. Plan to learn about unifying teams and leveraging internal support and customer-facing service. What will it take to succeed in a changing banking industry? Some of the answers are already part of your established culture. Others will need to be examined and introduced. Focus on your essential assets if you want to outperform your competitors.   Session #1 – Manage Your Teams This session will focus on: Unifying teams Management of remote employees and team activities Balancing internal communication volumes and methods Conducting effective meetings Making time for personal updates during virtual connections Creating clear accountabilities Process improvement Team goals Celebrating success Emphasizing the value of customers Focusing efforts and activities on shared value, such as: customer care Keep communication channels open Active participation in team and workgroup activities   Target Audience:  Anyone leading a team within the bank Read More

Presenter: Richard Hamm This 90-minute program will be presented live on: October 20, 1:00-2:30 p.m. Central Time Recording available through: January 20, 2021 Price: $275   Bankers underwrite loans primarily from tax returns, particularly at the community bank level. Personal tax returns are used to evaluate business owners and guarantors. This program focuses on the Form 1040 and determining what reported income (expense) involves cash inflow (outflow). We contrast the “income” driven nature of consumer lending with the “cash flow” focus of business lenders. Using case examples and worksheets, we’ll cover how to analyze personal tax returns to develop cash flow within a simple, logical and consistent framework. It provides the tools needed to reduce voluminous amounts of forms and schedules into a concise, relevant picture of personal cash flow from the business entities tied to the Form 1040 (sole proprietorships, rental property and farms). Specific subjects that will be covered during the seminar: The limitations of personal financial statements and why more information is needed Why personal tax returns can be difficult to analyze and how to target relevant information consistently Using tax return data to validate assets and liabilities, plus uncover unreported liabilities Understanding the spectrum of situations, how some income (or loss) does not involve cash, plus linking types of income/cash flow to the primary tax return schedules Cash flow approaches for businesses connected to the personal tax return, namely sole proprietorships, rental property and farms Recent tax law changes and likely effects on customers’ tax returns Target Audience: Branch managers, consumer lenders, mortgage bankers, private bankers, small business lenders, commercial lenders, credit analysts, loan review specialists, special assets officers, lending managers and credit officers Related GSB Online programs: Personal Tax Returns and Cash Flow: Focus on Business Owners and/or Self-Employed with Pass-Through Income from Schedule K-1s Personal Tax Returns and Cash Flow: The Role of Global Cash Flow for Owner(s) Plus Business(es) as an Underwriting Tool Advanced Personal and Global Cash Flow Issues: Capital Gains (Losses), Recurring and Non-Recurring Items, Loss Carryforwards and Others Read More

Presenter: Richard Hamm This 90-minute program will be presented live on: November 3, 1:00-2:30 p.m. Central Time Recording available through: February 3, 2021 Price: $275   Global cash flow has become a key component of business and commercial underwriting where personal guarantees of the owners are involved, or direct borrowing is by an individual for a sole proprietorship, rental property or farm. This program reviews most common approaches used by bankers, plus some of the analytical and conceptualize issues encountered. For instance, when comparing global cash flow to the combination of business and personal debt, how does your bank’s approach treat business debt service where the individual is a minority owner of the business? What changes when the minority owner guarantees at a higher percentage than his or her ownership percentage? Why do you need to have personal taxes and living expenses in the model (or adjust the debt-service-coverage target higher if no personal taxes and living expenses are being included)? How do you define the business cash flow? At what point should global cash flow cease being a primary underwriting tool and shift to a secondary role (become more of a global analysis)? Specific subjects that will be covered during the seminar: Versions of GCF being used by bankers and regulatory comments on global analysis Analytical and conceptual issues:          -Mixing two approaches to debt coverage          -Giving credit for business earnings or amount distributed          -Using averages for debt coverage ratios          -Selecting a measure of business cash flow          -Incorporating business debt service When to recognize that the business itself or a real estate project should stand on its own, a global cash flow “can’t make a bad loan good,” and you should shift to more of a global analysis involving an assessment of contingent liabilities of the owner(s) Some tax return basics/issues along the way Target Audience: Branch managers, consumer lenders, mortgage bankers, private bankers, small business lenders, commercial lenders, credit analysts, loan review specialists, special assets officers, lending managers and credit officers Related GSB Online programs/topics: Personal Tax Returns and Cash Flow: Focus on the Individual, Sole Proprietorships, Rental Property and Farms Personal Tax Returns and Cash Flow: Focus on Business Owners and/or Self-Employed with Pass-Through income from Schedule K-1s Advanced Personal and Global Cash Flow Issues: Capital Gains (Losses), Recurring and Non-Recurring Items, Loss Carryforwards and Others Read More

Presenter: Ned Miller, Third Act Consulting and Joe Micallef, Grow Up Sales This 60-minute program will be presented live on: October 19, 1:30-2:30 p.m. Central Time Recording available through: January 19, 2021 Price: $225   What is the best way to prepare for the initial call on a business prospect?  In this webinar you’ll receive practical information on how to plan for an effective first meeting, one that’s going to help you build momentum and secure a second meeting, whether it’s in person or virtual. Topics covered include: The mistakes that bankers can’t afford to make in preparing for a prospect call Considerations for virtual calls on prospects Establishing objectives Thinking through your value proposition Tools you can use to learn more about the prospect’s industry Why you need to leverage LinkedIn in researching your prospect How to develop questions to uncover your prospect's needs The benefits of joint calling Strategizing about where you want to end the first call Target Audience: Commercial and Business Bankers, Branch Managers, specialists in areas like Treasury Management and Wealth Management who are calling on businesses and professionals and their Sales Managers Read More

Presenter:   David Osburn, Osburn & Associates, LLC This 90-minute program will be presented live on: December 9, 10:00-11:30 a.m. Central Time Recording available through: March 9, 2021 Price: $275   What should the bank do and not do when a good loan turns into a bad loan and the payments are severely delinquent? Attend this seminar to learn how to better manage problem loans and protect the rights of the bank in today’s market! The question will be answered by addressing the legal rights of the bank and the practical steps that the bank should take in order to protect itself. This will include the collection process, restructuring the loan, and/or proceeding against the borrower through repossession, foreclosure, filing a law suit to obtain a judgment, forcing the borrower into bankruptcy or simply walking away. This section will also include the outside influence from the banking regulators.  The program will begin with a review of the basics of how a commercial loan request should be processed in today’s market i.e. avoiding problem loans. This will include a brief review of correct business structure, the six elements of proper loan structure, and the four aspects of adequate loan support.  The seminar concepts will be summarized through case studies. Program Topics: Review the management of problem loans Process a commercial loan in today’s market-correct business structure, loan structure, and loan support Face the reality that some loans go bad Determine the bank’s strategy in protecting itself-collections, restructuring the loan, repossession, foreclosure, filing a law suit to obtain a judgment, forcing the borrower into bankruptcy or walking away Assess outside influence by the banking regulators Apply the concepts through case studies Target Audience:  Commercial lenders, credit analysts, loan documentation specialists, branch managers, assistant branch managers, private bankers, and business development officers Read More

Presenter: Shawn Belling, Madison College This 90-minute program will be presented live on: October 21, 2:00-3:30 p.m. Central Time Recording available through: January 21, 2021 Price: $275   The first truth in managing projects … if everything is a priority, nothing is a priority. Does your organization know how to be ruthless when it comes to prioritization? Join this online seminar and learn to avoid the most common failures, while gaining key strategies for successful projects.   The choices are endless when it comes to project management styles, software and apps– and while these technology tools can be effective – nothing is a substitute for strong leadership. Senior leaders must set and then clearly communicate project priorities so that everyone on the team understands them. Presenter Shawn Belling calls this “ruthless prioritization” – and in this online seminar he’ll review four common and dysfunctional project management scenarios and how this style of prioritization can be used to avoid these disastrous pitfalls in your own projects. They are:   The Compromise – a defensive play driven by risk aversion, the problem results from leaders avoiding the tough decisions, resulting in resources being diluted across multiple failing projects.     Trying to Do It All – the “evil twin” of the compromise, this results from senior leaders' failure to prioritize, combined with a willingness to place the burden on their teams and resources. In the short term, this can yield some results – but with rare exceptions, it burns out teams, creates toxic workplaces and results in expensive turnover. Analysis Paralysis – endless deliberations and requests for what-ifs creates a false impression of progress and careful consideration while concealing indecisiveness. All Projects Are High Priority – this worst-case scenario finds senior leaders telling subordinates to treat everything as top priority and "find a way”  -- unacceptably kicking the can to subordinates and shirking responsibility that should be expected of senior managers. The solution for avoiding these failure scenarios is a regular and ruthless prioritization process for department, division, and strategic projects.  The challenge is getting this in place – and this online seminar will share insights for creating a process where this is the normal cadence of your business over time. This program will show how to cultivate a leadership culture where important, data-driven decisions are made, and resources are effectively allocated to support those decision.  We’ll cover: Making tough – yet appropriate and necessary – decisions on resource allocation Assessing wants and needs, and determining which projects are “nice to have” versus those initiatives that create real value for the organization Seizing opportunities and making the most of limited time frames Effectively addressing and defusing the inevitable fall out or blow back of some decisions Scrutinizing and assessing projects ongoing, and the importance of being able to pivot as conditions warrant Target Audience: Any employee involved in project management in the bank Read More

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