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: Joe Micallef, Grow Up Sales Consulting This 90-minute program will be presented live on: March 21, 1:30-3:00 p.m.  Central Time Recording available through: June 21, 2022 Price: $330 The sales activity may be high but the conversion rates are low. Many deals sit in pipeline limbo consuming our time with little idea of when they may convert. How effectively and efficiently are we engaging prospects throughout the sales process to ensure we clearly understand their needs, their genuine intention to buy and any objections they may have? What closing techniques are we implementing to ensure we maximize our chances of conversion? Are you discounting your price to convert more deals? Improve deal conversion and stop wasting time on indecisive or unprofitable prospects by developing a more effective approach to meeting, qualifying and persuading customers. At the conclusion of this session participants will discover how to create, present and convert more compelling proposals that demonstrate great value and result in more profitable new business. Target Audience: Sales leaders working with commercial, small business and retail customers Read More

Presented by: David Osburn, Osburn & Associates, LLC This 90-minute program will be presented live on: April 19, 10:00-11:30 a.m. Central Time Recording available through: July 19, 2022 Price: $330 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

Get these programs together at a discount (normally $2,640 if purchased individually): Best Practices for Lines of Credit, Term Loans and Other Credit Facilities - April 5 Expanding from Global Cash Flow into Global Analysis - May 17 Five Keys to Better Credit Memos and Loan Packages - April 19 Four Keys to Loan Structuring - March 29 Global Cash Flow Mechanics, Including Living Expense - May 10 Improving Commercial Loan Pricing and Profitability - April 19 Introduction to Global Cash Flow - May 3 Loan Agreements and Covenants - April 12 Read More

Presenter: Richard Hamm, Advantage Consulting & Training This 90-minute program will be presented live on: April 5, 10:30 a.m. - 12:00 p.m. Central Time Recording available through: July 5, 2022 Price: $330 Commercial and industrial (C&I) lending has been an area of emphasis as banks seek to grow their loan portfolios during this economic recovery.  Both C&I lending and agricultural lending involve many types of loans and credit facilities.  Equally diverse are the various cash needs of these businesses, such as operating funds, plant expansion or equipment purchases.  Commercial real estate (CRE) lending involves both term loans and construction (a type of bridge loan). In general, all of these borrowing needs can be grouped into four categories with distinct characteristics.  Can you identify the analytical focus of a seasonal loan or a bridge loan?  Hint:  It is not your traditional financial statement analysis and industry research. This seminar provides bankers with examples of the basic principles of loan structuring for four basic loan types (seasonal, bridge, term, and line of credit), including: Identifying the loan structures that best match the source(s) of repayment, both primary and secondary Determining the typical cause of borrowing, use of proceeds and analytical focus for each loan type Identifying how strategically setting the loan maturity and other elements helps to make the loan self-policing, increasing lender efficiency and customer service Comparing appropriate reporting and monitoring after the loan is made Reviewing common mistakes and lender errors in the four basic loan types Target Audience:  Small business lenders, private bankers, commercial lenders, credit analysts, loan review specialists, lending managers and credit officers involved in C&I loans Read More

Presenter: Richard Hamm, Advantage Consulting & Training This 90-minute program will be presented live on: May 3, 1:00-2:30 p.m. Central Time Recording available through: August 3, 2022 Price: $330 This seminar covers common versions of global cash flow (GCF) analysis being used by bankers, with a focus on GCF as part of the underwriting process in most medium- to smaller-sized businesses and self-employed lending situations.  We will explore the information and resources needed, plus key issues for extracting data from tax returns.  One area of concern is the income listed on page two of Schedule E compared to withdrawals or contributions shown on the related K-1s.  A case study is used to illustrate key points.  Topics to be covered include: Versions of GCF being used by bankers Regulatory concept of global analysis Analytical and conceptual issues: Giving credit for business earnings or amount distributed What is shown on a Schedule K-1 (income/expense pass-throughs versus cash inflows/outflows) 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 Read More

Presenter: Richard Hamm, Advantage Consulting & Training This 90-minute program will be presented live on: May 17, 1:00-2:30 p.m. Central Time Recording available through: August 17, 2022 Price: $330 This seminar covers common versions of global cash flow (GCF) analysis being used by bankers, with a focus on GCF as part of the underwriting process in most medium- to smaller-sized businesses and self-employed lending situations.  Beyond the basic calculations involved in combining business and personal cash flow, a major issue is how balance sheet changes affect business cash flow, and should business cash flow be broader than earnings before interest, depreciation and amortization (EBITDA)?  What about personal balance sheet changes? We complete the cash flow part of the global analysis by reviewing an optional and simplified approach for integrating the cash flow effects of business and personal balance sheet changes. Another issue is how to assess the borrower’s other business holdings, including commercial real estate (CRE).  In many instances, the magnitude of guarantees (contingent liabilities) related to other businesses are much larger than the global cash flow that has been calculated.  What are some best practices for moving beyond cash flow to making this global, “portfolio” assessment?  Topics to be covered include: Regulatory concept of global analysis Analytical and conceptual issues: Incorporating business balance sheet changes Effect of loss carryforwards in a business tax return GCF and the larger, global analysis of business and CRE owners/guarantors and related contingent liabilities Some tax return basics/issues along the way When to recognize that the business itself or a real estate project should stand on its own, and a global cash flow “can’t make a bad loan good.” 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 Read More

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