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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Upcoming Sessions

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Presenter: Ned Miller, MZ BIERLY CONSULTING, INC. This 60-minute program will be presented live on: December 10, 10:00-11:00 a.m. Central Time Recording available through: March 10, 2019 Price: $225   In this fast-paced webinar you’ll gain insights into how to lift your team members’ prospecting efforts to the next level.  We’ll examine specific tactics you can employ to improve your bankers’ chances of success in proactive prospecting.   Topics Covered: The 7 mistakes bank sales leaders make in driving prospecting Defining expectations regarding prospecting Anticipating typical challenges Coaching the top of the funnel (Re) Building prospect lists Helping your bankers get in the door Building business acumen Pre-call, post-call coaching Why making joint calls is key to prospecting success Outside resources   Target Audience: Sales Leaders working with commercial, small business and private banking and their partners Read More

Presenter:  Linda Larger, Banker Education Solutions & Training, LLC This 90-minute program will be presented live on: November 8, 9:30-11:00 a.m. Central Time Recording available through: February 8, 2019 Price: $275   This course will build on what participants already know about structuring loans by taking a closer look at potential issues surrounding collateral.  We will discuss three of the most typical forms of collateral – accounts receivable, inventory and fixed assets and the potential problems these types of collateral present if the loan begins exhibiting warning signs of becoming a problem. Certain common documentation errors will be combined with the collateral evaluation process to help lenders make better collateral evaluations in the underwriting & origination process.   Participants will learn how to: Analyze the collateral opportunities presented by a potential borrower Ask relevant questions to better assess the potential value of collateral during underwriting to offset future potential problems Recognize collateral warning signs that may indicate a higher level of credit risk Recognize common collateral documentation mistakes   Target Audience:  Lenders and credit analysts who are new to lending or those with experience who wish to add to their underwriting skills Read More

Presenter: David Osburn, Osburn & Associates, LLC This 90-minute program will be presented live on: November 20, 2:00-3:30 p.m. Central Time Recording available through: February 20, 2019 Price: $275   This seminar will begin with a brief overview of Commercial and Industrial (C&I) loan products including working capital lines of credit, ABL facilities, and equipment financing (loans/leases) and their typical structure.   The training session will also cover underwriting C&I loans including accounts receivable assessment and the use of a Borrowing Base Certificate (basic and advanced models), the valuation and quality of inventory, and the analysis of various equipment-related issues in lending. This portion of the seminar will also cover the proper evaluation of the borrower’s financial statements.        Additionally, the seminar will cover documentation of C&I loans, collateral concerns, challenges with pricing, and managing the C&I loan portfolio. The seminar will conclude with a review of how to identify and market to new C&I loan prospects in today’s competitive market.   Objectives:   Review C&I lending Discuss C&I loan products and their typical structure Explore underwriting C&I loans including accounts receivable, inventory, and equipment financing Analyze the Borrowing Base Certificate (BBC) Evaluate the borrower’s financial statements Review the documentation, collateral, pricing, and managing of C&I loans Develop the marketing of C&I loans in today’s economy   Target Audience: Commercial lenders, credit analysts, loan documentation specialists, branch managers, private bankers, and business development officers Read More

Presenter: Richard Hamm, Advantage Consulting & Training This three-part program will be presented live on: September 11, 18 & 25, 8:30-10:00 a.m. Central Time Recording available through: December 25, 2018 Price: $555   The 2008-2009 downturn in commercial real estate (CRE) has exposed many weaknesses in bank construction lending practices. This was due, in part, to community banks attempting to utilize versions of their residential forms and policies to administer commercial construction loans. Such an approach generally does not adequately control the situation due to the key differences between residential and commercial. This program covers the important steps involved in effectively administering commercial construction loans, including typical forms and common errors to avoid.   Specific topics to be covered during this seminar include:  Differences between residential and commercial construction loans  Various types of commercial construction situations Issues with construction contracts, budgets and the interest reserve Four items that determine how you handle a specific loan                -The loan approval and related conditions or contingencies                -The commitment letter written to the customer                -Your bank’s policies and procedures                -The construction loan agreement Other documentation: Surveys, title insurance and bonding Funding controls: Inspections, lien waivers and disbursement methods Completion of the project and stabilization (if applicable) Special issues with owner-occupied loans Four ways to tailor your construction (and other) policies to your actual or planned portfolio   Target Audience:  Commercial lenders, credit analysts, and support staff that deal directly with commercial construction loans; mortgage bankers, private bankers, small business lenders, loan review specialists, special assets officers, lending managers and credit officers indirectly involved in the construction lending process. Read More

Presenter: Richard Hamm, Advantage Consulting & Training This four-part program will be presented live on: October 16, 23, 30 & November 6, 10:30 a.m.-12:00 p.m. Central Time Recording available through: February 6, 2019 Price: $715   An important part of the commercial real estate (CRE) lending process is the review and interpretation of the property appraisal. This program briefly reviews some issues of the entire appraisal process, such as selecting and engaging a qualified appraiser, but focuses primarily on reviewing the report for integration into the overall credit analysis. Fundamental principles and features of appraisals are covered, the December 2010 Interagency Guidelines (regulators may cite Reg. H, Reg. Y, SR 10-16 and others, but all of them ultimately refer back to the 2010 Interagency Guidelines), as well as the primary analytical techniques such as net operating income (NOI) and direct capitalization for income-producing properties.   Specific subjects that will be covered during the seminar include: Why you should want to review appraisals (beyond just satisfying regulatory requirements) Types or levels of reviews: Administrative/compliance, technical, and third party Practical suggestions for setting loan-size limits to trigger the levels of review Administrative/compliance reviews: FIRREA and other regulatory issues and a sample review checklist Technical reviews: Appraiser independence and competence, types of reports by format and the 2006 scope of work rule/changes, details on the approaches to value (cost, income and market sales), plus a sample review checklist Third party review by appraisers: How appraisers are regulated via USPAP, using USPAP Standard 3 to get a third party review done and example comments from reviews – comments that will help you improve your reviews How the three approaches to value (income, cost and market/comps) work Review outcomes, and ideas on when and how to request revisions or corrections to the report Guidelines for evaluations in lieu of full appraisals Guidelines for reviewing, validating and using existing appraisals Other issues as required by the December 2010 interagency guidelines   Target Audience: Consumer lenders, mortgage bankers, private bankers, small business lenders, commercial lenders, credit analysts, loan review specialists, special assets officers, lending managers and credit officers Read More

Presenter: Richard Hamm, Advantage Consulting & Training This four-part program will be presented live on: October 16, 23, 30 & November 6, 8:30-10:00 a.m. Central Time Recording available through: February 6, 2019 Price: $715   Banks continue to deal with commercial real estate (CRE) loans as a major portion of their loan portfolios, both performing and non-performing. Also, many borrowers still have large holdings of income-producing or rental real estate. Whether directly financing these assets or including the income stream(s) in your overall credit analysis, it is important to understand key analytical concepts in evaluating commercial real estate cash flow. This program demonstrates (from case studies) the key variables and concepts for determining real estate cash flow, plus primary analytical techniques such as transaction level stress-testing and compiling a global cash flow that includes all of the holding of the investor/owner/guarantor. We cover where to find information from existing sources, such as tax returns, and what additional information may be needed, such as customer rent rolls.   This seminar will address the following: Net operating income (NOI) components and concepts Understanding key variables within NOI: vacancy, management fees, replacement reserves and capital expenditures Understanding cap rates and how they are used to link cash flow to property value Using tax returns and customer rent rolls, plus issues with commercial leases Unique characteristics of the major types of real estate Transaction-level stress-testing of debt service coverage (DSC) and loan-to-value (LTV) How to use a sample worksheet to explore the major issues, including stress-testing Issues faced in the global analysis of the various holdings of the borrower/guarantor Taking the global analysis beyond the face values of guarantees (contingent liabilities analysis) Using the cash flow analysis as part of ongoing loan monitoring, including estimated property values, not in lieu of appraisals, but as a key part of the overall CRE process Brief look at residential rentals and related cash flow and property value issues   Target Audience: Consumer lenders, mortgage bankers, private bankers, small business lenders, commercial lenders, credit analysts, loan review specialists, special assets officers, lending managers and credit officers Read More

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