Virtual Lending School

Virtual Lending School with CU Lending Advice

Dates: February 6 & 7
Times: 8:00 am – 12:00 pm both days
Location: Virtual
Cost: Both days $399.00/$339 for CUs under 50 million. One day, $219.00/$159.00 for CUs under 50 Million. $109 additional attendees.

2/6, Sales Training: Based on conversations with top lenders in the country, the sales training request is primarily focused on building a performing loan and maximizing cross-sales and ancillary sales. This is a list of proposed topics:

• What Must Happen on Every Call
• What a Good Notes Page Looks Like
• Closing with the Relationship in Mind
• Appropriate Cross-Sell Methods
• Building Confidence over the Phone and Online
• How to Take a Risk Based Loan Application
• Reducing Risk through the Loan Interview
• Selling Ancillary Products
• Asking for Cash Down
• Building a Performing Loan

2/7, Underwriter Training: Based on conversations with CLOs and VPs of Lending, the underwriting training  is primarily focused on dealing with hot topics in Consumer Lending.

• Principles of Successful Loan Decision Making
• Bankruptcy Predictors
• Lending on Old Collateral
• FICO – What We Know From the Score
• Loan Amount Guidelines
• Total and Unsecured Debt Ratio Analysis
• Lending to Young Borrowers
• Lending to Self-Employed Members
• The Proper use of Co-Signers
• Real Risk Factors vs. Not-so-Real Risk Factors
• Underwriting Higher-Risk Loans
• The Underwriting Approaches Needed for Higher-Risk Loans
• Principles of Successful Loan Decision Making
• Debt Consolidation Loans
• RV Lending