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:   David Osburn, Osburn & Associates, LLC This 90-minute program will be presented live on: December 17, 10:00-11:30 a.m. Central Time Recording available through: March 17, 2020 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: Neil Stanley, The CorePoint This 60-minute program will be presented live on: November 21, 2:00-3:00 p.m. Central Time Recording available through: February 21, 2020 Price: $225 In order to attract and retain properly-priced, long-term retail deposits in this environment financial institutions are redesigning their approach to long-term savers.  Offering the static rate sheet and a cup of coffee is not enough to win and retain long-term deposits today. In this series of webinars you will get the opportunity to interact with the latest in the science and art of long-term deposits.  This series of webinars can be viewed separately or in sequence by bank executives, as well as experts from treasury/finance; retail; client experience; technology; and marketing. Session 6 - Coaching We share the best tools and systems for coaching branch managers and retail bankers to mature capacity and performance via leadership.  This session for leadership shows how we create the rigorous environment of high-performance expectation and execution to achieve superior results of volume, price, duration, and profit.  With so much depending upon securing properly-priced long-term retail deposits today it is hard to believe there could be a better investment opportunity than investing in the capacity of the front line to better deliver results at this time. In this concluding webinar we will share the best ways to measure success; engage the front line; engage leadership; and handle exceptions.  Bringing everything together for a comprehensive system of understanding the environment; creating perceivable differentiation in our offers; having the right people make the right sequential presentation to long-term savers; using agility to adjust pricing for all the right business reasons; respecting the behavioral differentials between clients and getting them the right product to meet the needs and wants of all stakeholders. Target Audience: Bank executives, finance officers and staff, retail officers and staff, client experience/marketing officers and staff, and chief innovation officers Read More

Get these programs at a discount: Quarterbacking Retail Deposits – General Overview Quarterbacking Retail Deposits - Coaching Quarterbacking Retail Deposits - Pricing  Quarterbacking Retail Deposits - The Presentation Read More

Presenter: Neil Stanley, The CorePoint This 60-minute program will be presented live on: October 24, 2:00-3:00 p.m. Central Time Recording available through: January 24, 2020 Price: $225   In order to attract and retain properly-priced, long-term retail deposits in this environment financial institutions are redesigning their approach to long-term savers.  Offering the static rate sheet and a cup of coffee is not enough to win and retain long-term deposits today. In this series of webinars you will get the opportunity to interact with the latest in the science and art of long-term deposits.  This series of webinars can be viewed separately or in sequence by bank executives, as well as experts from treasury/finance; retail; client experience; technology; and marketing.   Session 4 - Pricing We all recognize that pricing impacts results.  Discover in this session how high-performance financial institutions address pricing to optimize financial results. The calibration of pricing for a sequentially offered series of product offers keeps our offerings fresh and dynamic in order to win and retain business without resorting to price matching.  The topics of attrition, cannibalization, and potential for rapid growth will be directly addressed.  As we enable bankers to better procure the raw material of banking, we will share some essential perspectives on how to assess pricing options and select calibrated pricing strategies that give your front line a competitive advantage in attracting and retaining properly-priced, long-term retail deposits. Interest rate adjustments by the Federal Reserve and the bond market since December 2015 have changed the pricing environment for deposits.  For a decade, the only big mistake a bank could make with deposits was paying too much.  Now, paying too little could be choking off profits.  Every pricing manager must consider the likely consequences of various pricing options. This webinar is specifically designed to help pricing managers reassess the drivers of financial performance and recalibrate offerings to maximize results.  Topics Include: Pricing Calibration Strategies Using Customized CDs Exploring Individual Deposit Pricing Exceptions Power in New Products and Processes Target Audience: Bank executives, finance officers and staff, retail officers and staff, client experience/marketing officers and staff, and chief innovation officers Read More

Presenter: Neil Stanley, The CorePoint This 60-minute program will be presented live on: November 14, 2:00-3:00 p.m. Central Time Recording available through: February 14, 2020 Price: $225 In order to attract and retain properly-priced, long-term retail deposits in this environment financial institutions are redesigning their approach to long-term savers.  Offering the static rate sheet and a cup of coffee is not enough to win and retain long-term deposits today. In this series of webinars you will get the opportunity to interact with the latest in the science and art of long-term deposits.  This series of webinars can be viewed separately or in sequence by bank executives, as well as experts from treasury/finance; retail; client experience; technology; and marketing. Session 5 - The Presentation Learn how to develop a cohesive sales process that can be executed at the point of contact with reads and progressions.  Here we will focus on the presentation of offers in a sequential process that touches key principles in intentional ways to build confidence that our financial institution has flexible options, competitive pricing, and the best tools to help our depositors manage their money.   We will reference a recent article on Quarterbacking Retail Deposits and the essential talking points for consultative retail deposit sales.  This is the equivalent of “apologetics” for retail bankers.  Your bank has the ability to help people manage money they don’t yet need.  To become the bank of choice you need to present you offerings in a way that goes beyond rate alone.  This session is synthesis of all the elements together into an effective presentation. Target Audience: Bank executives, finance officers and staff, retail officers and staff, client experience/marketing officers and staff, and chief innovation officers Read More

Presenter: Tom Hershberger, Cross Financial Group This 90-minute program will be presented live on: November 7, 2:00-3:30 p.m. Central Time Recording available through: February 7, 2020 Price: $275   This presentation takes a recipe card approach to helping bankers identify the critical ingredients that make sales environments more effective. Participants will receive a broad summary of what banks are doing today to compete for customers and build lifetime loyalty. But the program doesn’t stop with an outline. The session will provide forms, checklists and practical applications that help simplify implementation no matter what stage of development the bank is addressing. Structure, measurement, accountability and support are defined and introduced as the foundations for successful development.   Today’s sales and service solutions require strategic thinking regarding staff resources, systems support, management structure, reward programs, training and much more. This presentation challenges bankers to look beyond traditional approaches to relationship development and pursue a future that begins with a customer not an account or service.   Target Audience: Senior management, branch managers, sales managers and business development officers Read More

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