Virtual Lending School

The two-part Virtual Lending School is delivered through Zoom®. The course is high impact, interactive and informative. The training is designed for remote feedback from lenders and as much interaction that can be managed through a webinar environment.

Sales Training – 1/20/21 Presenter: Jessica Vartanian, Senior Consultant, CU Lending Advice This 3.5-hour session is designed to cover the interview/sales portion of the loan interview. Topics covered will include:

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; and Building a Performing Loan

Underwriting Training – 1/21/21 Presenter: Don Arkell, Owner, CU Lending Advice This 3.5-hour remote course is designed to cover the underwriting portion of the loan interview. Topics covered will include:

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; and RV Lending

Fee: $199; $99 additional participants includes materials