The GSB Online Seminar Series

Presenter: David Osburn, Osburn & Associates, LLC This 90-minute program will be presented live on: October 20, 10:00-11:30 a.m. Central Time Recording available through: January 20, 2021 Price: $275 This seminar will provide the banker with a basic framework of business law including the judicial process. Emphasis will be placed on how the legal system can help/harm the banker including how to avoid a lawsuit due to lender liability through maintaining both ethical behavior and effective negotiations.  A review of the stages of litigation, alternatives to litigation including arbitration and mediation, and the borrower’s business structure (from a legal perspective), will be displayed. The seminar will also cover the nature and characteristics of contracts (the promissory note), problem loan situations, and collection efforts. Additionally, banking regulations and tort reform will be discussed. This seminar will also cover the concept of lender liability including recent industry trends. This portion of the seminar will address some of the technical aspects of this often-overlooked subject. This seminar is a must for all bankers who want to better understand business law basics and avoid expensive, unwanted litigation! Topics to be covered include: The difference between law and ethics and why it matters from a lender liability standpoint Negotiations and the law The judicial process including the stages of litigation Alternatives to litigation including arbitration and mediation The borrower’s business structure and the law The nature and characteristics of contracts Problem loan litigations Collections Overview of banking Regulations Other business law issues including tort reform and its impact on the borrower Lender liability and recent industry trends Technical aspects of lender liability Target Audience: Commercial lenders, relationship managers, business development officers, private bankers, branch managers, assistant branch managers, and credit analysts Read More

Presenters: Ned Miller, Third Act Consulting and Joe Micallef, Grow Up Sales Consulting This 60-minute program will be presented live on: November 9, 1:30-2:30 p.m.a.m.Central Time Recording available through: February 9, 2021 Price: $225 In this webinar bank sales leaders will gain insights into how to lift their 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 in today’s environment Topics Covered: The mistakes bank sales leaders make in driving prospecting Assessing your team’s skills 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  for sales leaders Target Audience: Sales Leaders working with commercial, small business and private banking teams Read More

Presenter: David Osburn, Osburn & Associates, LLC This 90-minute program will be presented live on: December 1, 10:00-11:30 a.m.Central Time Recording available through: March 1, 2021 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 and Training This 90-minute program will be presented live on: December 1, 10:30 a.m. - 12:00 p.m. Central Time Recording available through: March 1, 2021 Price: $275 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 Related GSB Online programs/topics: Commercial Lending: Loan Structuring Basics, Including Terminology and Four Key Factors Commercial Lending: Loan Agreements and Covenants   Read More

Presenter:  Richard Hamm, Advantage Consulting and Training This 90-minute program will be presented live on: September 22, 1:00 p.m. - 2:30 p.m. Central Time Recording available through: December 22, 2020 Price: $275 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 Related GSB Online Programs: Commercial Lending:  Introduction to Global Cash Flow, Regulatory Issues, Formats, Schedule K-1s and the Schedule E Dilemma Commercial Lending:  Moving from Global Cash Flow to Global Analysis of Business Holdings and Contingent Liabilities, Including Commercial Real Estate Read More

Presenter:  Richard Hamm, Advantage Consulting and Training This 90-minute program will be presented live on: September 15, 1:00 p.m. - 2:30 p.m. Central Time Recording available through: December 15, 2020 Price: $275 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 Related GSB Online Programs: Commercial Lending:  Global Cash Flow Mechanics and Calculations, Including Personal Taxes and Living Expenses Commercial Lending:  Moving from Global Cash Flow to Global Analysis of Business Holdings and Contingent Liabilities, Including Commercial Real Estate Read More