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: Richard Hamm, Advantage Consulting & Training This 90-minute program will be presented live on: April 19, 10:30 a.m. - 12:00 p.m. Central Time Recording available through: July 19, 2022 Price: $330 It has been said that nothing exposes the intellectual abilities of a loan officer like a credit write-up, because writing is a reflection of thinking.  And not just for loan officers, but for credit analysts, portfolio managers and others that deal with business and commercial loans. Many facets of lending are difficult to explain, especially when put into writing.  This program is centered around basic writing principles, but applied to lending.  It explores the process using five Ps.  Within the thought process and planning, there are two Ps: (1) Purpose and (2) preparation.  Within “getting it done” there are three more Ps: (3) Putting it all together, (4) Polish and (5) Pizzazz: Purpose Identifying what you want the reader to do Determining your (almost always) multiple audiences Preparation Recognizing the eight qualities of effective writing Communicating efficiently using “cover pages” Determining what supporting evidence is needed in the memorandum Finding the best format Putting it all together Identifying the unique issues in communicating data and quantitative information Outlining prior to drafting Data tables are not analysis Polish Before and after example Using white space and formatting conventions Lender liability issues Pizzazz Getting the reader’s attention Making sure that the reader does not miss key points Every package tells a story Target Audience:  Credit analysts, portfolio managers, assistant relationship managers, community bankers, small business lenders, commercial lenders, consumer lenders, branch managers that lend to business owners, private bankers, special assets officers, loan review specialists and others involved in business and commercial lending Read More

Presenter: Richard Hamm, Advantage Consulting & Training This 90-minute program will be presented live on: March 29, 10:30 a.m. - 12:00 p.m. Central Time Recording available through: June 29, 2022 Price: $330 Many factors affect the loan structures used in commercial lending, both for commercial and industrial (C&I), and commercial real estate (CRE), agricultural and other situations.  This program provides the four keys to developing the best loan structure, starting with the bank’s goals. Of secondary, and almost equal consideration, is the customer’s goals.  We’ll focus on strategic goals and business life cycle concepts, which often supersede the borrower’s desire to get the lowest interest rate.   In structuring a financing arrangement, the banker must have a thorough knowledge of the available credit facilities and how to match them to the customer’s needs (third key) and the anticipated source of loan repayment (fourth key). This seminar provides bankers with a working knowledge of the basic principles of loan structuring, including: Understanding your bank’s goal(s) in structuring the loan Identifying the goals of your customer and the resulting credit needs Discussing and implementing the products you can utilize Identifying the loan structures that best match the source(s) of repayment 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 10, 1:00-2:30 p.m. Central Time Recording available through: August 10, 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.  A major issue is how to adjust or reduce the personal cash flow for income taxes and living expenses.  Because of differences in how a personal debt-to-income (DTI) is derived versus a business debt service coverage (DSC), some type of adjustment must be made before combining personal and business data.  This leads to a discussion of the advantages and disadvantages of adjusting for income taxes and living expenses, versus adjusting the required coverage factor.  Another major issue is capital gains and other items within the broader recurring/non-recurring decision category.    A case study is used to illustrate key points. Topics to be covered include: Personal DTI versus business DSC Approaches to imputing a personal living expense factor Regulatory discussion of living expenses and capital gains (losses) Analytical and conceptual issues: Mixing two approaches to debt coverage Using averages for debt coverage ratios Recurring vs. non-recurring items Where is the cash flow (if any) when a capital gain is listed? 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: April 19, 1:00-2:30 p.m. Central Time Recording available through: July 19, 2022 Price: $330 With intense competition to capture loans, now more than ever it is important to have a strategic approach to loan pricing.  This includes adequately covering your bank's costs and meeting profit objectives.  It also includes differentiating loan interest rates to reflect relative risk, plus knowing that you CAN win the borrower's business on a basis other than the lowest price.  So, improving your banks loan pricing and profitability has three key steps: Understanding how your bank’s financial structure and performance creates advantages and disadvantages.  It all starts with the loan-to-deposit ratio, then extends to the various metrics that drive calculating the profitability of loans, in terms of return on equity (ROE). Knowing these key variables, the next element is scouting the competition. Uncertain times bring confusion to a competitive market.  We’ll cover several ways to do this.  No more complaining that the competition did something foolish, because usually they did not. Sharpening your bidding skills comes next.  Most pricing situations effectively are bid situations, whether you know it or not.  We’ll cover several strategies to use.  Topics to be covered include: The key variables that determine loan profitability, plus a simple calculation example Using each variable to uncover possible advantages and disadvantages your bank may encounter with your competitors Understanding that it is not a “level playing field” when you compare to non-bank competitors Obtaining premiums (yes, you can) Options, options, options are your friend Being proactive Keeping the economic cycle in mind Target Audience:  Credit analysts, portfolio managers, assistant relationship managers, community bankers, small business lenders, commercial lenders, consumer lenders, branch managers that lend to business owners, private bankers, special assets officers, loan review specialists and others involved in business and commercial lending Read More

Presenter: Richard Hamm, Advantage Consulting & Training This 90-minute program will be presented live on: April 12, 10:30 a.m. - 12:00 p.m. Central Time Recording available through: July 12, 2022 Price: $330 Do you know the difference between an affirmative covenant and a negative covenant?  What is the concept of constructive forbearance?  Commercial lenders actively use loan agreements in almost all lending situations, ever since digital document systems eliminated the time-consuming effort to create loan document from scratch of from manual templates.  Unfortunately, this automation has led to less understanding of the content of loan agreements and the “art” of crafting financial covenants. This program covers the basics of loan agreements, starting with the typical structure of the document and the roles of financial and non-financial covenants (some covenants achieve more than one objective).  Together with carful loan structuring, a properly crafted loan agreement better matches the customer’s needs and contributes to the efficiency of the lender’s portfolio. This seminar provides bankers with a working knowledge of the basic principles of loan agreements, including: Understanding the primary sections and goals of a loan agreement Identifying the objectives of loan covenants and how some covenants achieve more than one objective Digging deeper into events of default and remedies and how they determine your possible courses of action when problems arise Reviewing practical tips for setting covenants, such as aligning them with key risks identified in the credit Identifying some commonly negotiated areas and related positions/options for the bank 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

Get these programs together at a discount (normally $1,320 if purchased individually): Appraisal Approaches to Value De-mystified - February 22 Key Appraisal Components Beyond the Approaches to Value - March 1 Overview of Appraisal Rules/Guidelines and the Review Process - February 15 Overview of Evaluations and Other Valuation Options - March 8 Read More

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