Course

Course Summary
Credit Type:
Course
ACE Course Number:
CUNA-0040
Organization Course Number:
0040
Location:
Classroom-based
Length:
4 days (28 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 2 Business, Business Development, or Financial Analysis
Description

Objective:

The course objective is to explore three opportunities of earning a credit union business lending professional designation that sets one apart as a unique authority in business and commercial lending.The course objective of the Business Development Officer session is to provide an overview of how to develop, maintain and grow a commercial/business member base of loans, deposits, related products and services. Through group activities, class participation and instruction, participants are exposed to methods and resources commonly used to prospect, close, manage and grow new commercial/business relationships. Learning how to balance service delivery and new business development is the key to individual, department and credit union success in the commercial/business environment.The course objective of the Commercial Credit Analyst session is to illustrate the practices utilized to assess and assign the risks associated with a commercial loan. This will be accomplished by employing the 5 Cs of credit to develop the analysis and the credit memorandum output associated with traditional commercial and industrial credit, and commercial real estate facilities.The course objective of the Credit Administration Department Administrator session is to provide an overview on how to develop and maintain a credit administration function that aligns with the risk tolerance, credit culture and mission of the credit union. Through group activities, class participation and instruction, participants are exposed to methods and resources to provide guidance to anyone involved in commercial/business lending to ensure safeguards are in place to manage the loan portfolio in a safe and sound manner.The course objective of the Commercial Credit Analyst session is to illustrate the practices utilized to assess and assign the risks associated with a commercial loan. This will be accomplished by employing the 5 Cs of credit to develop the analysis and the credit memorandum output associated with traditional commercial and industrial credit, and commercial real estate facilities.The course objective of the Credit Administration Department Administrator session is to provide an overview on how to develop and maintain a credit administration function that aligns with the risk tolerance, credit culture and mission of the credit union. Through group activities, class participation and instruction, participants are exposed to methods and resources to provide guidance to anyone involved in commercial/business lending to ensure safeguards are in place to manage the loan portfolio in a safe and sound manner.

Learning Outcomes:

  • Create lasting relationships that grow beyond basic services
  • Develop a plan to enhance new business sales efforts to increase member acquisition
  • Build systems, processes and reporting that lead to greater success
  • Learn questioning techniques to uncover the full set of member needs and desires
  • Know how to use National Credit Union Administration (NCUA) guidance as a resource
  • Upon completion of the Business Development Officer session, the student will be able to establish and maintain disciplined sales approaches for prospecting new members
  • Define and set realistic goals to meet long term objectives
  • And grow an active member portfolio and fill the front-end pipeline.Upon completion of the Commercial Credit Analyst session, the student will be able to have a more thorough understanding of all aspects of credit administration
  • Connect credit administration to loan underwriting and production at your credit union
  • And have resources to develop and implement policies, reports, risk rating systems and much more

General Course Topics:

  • . The general course topics of the Business Development Officer track include building a portfolio that meets the mission and risk tolerance of your credit union
  • Pros and cons of working with loan brokers
  • Understanding the steps in an effective sales process
  • Analyzing business borrowing causes and matching the right products and services
  • Beyond loans - the other products and services businesses need
  • Working with the credit administration department and underwriters for common goals
  • Effective marketing and advertising to bring new business to a credit union. The general course topics for the Commercial Credit Analyst track include tax return and financial statement analysis
  • Ratio analysis
  • UCA cash flow analysis
  • Global cash flow build-up and analysis
  • Analysis of various types of collateral including real estate
  • Credit risk rating. The general course topics for the Credit Administration Department Administrator track include establishing effective policies, processes and procedures
  • Setting and monitoring concentration levels
  • Managing problem loans, workouts and collections
  • Building a commercial loan risk management process and rating system
  • Reviewing general documentation and its importance in protecting the credit union
  • Utilizing underwriting analysis and credit presentations to control risk
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Discussion
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Examinations

Minimum Passing Score:

70%
Supplemental Materials