Print E-mail a friend

CUES School of Applied Strategic Management^™ CUES School of Business Lending^™ - School I CUES School of Business Lending^™ - School II CUES School of Business Lending^™ - School III CUES Advanced School of Business Lending^™ CUES School of Consumer Lending^™ CUES Advanced School of Consumer Lending ^™ CUES School of Growth and Profitability^™ CUES School of Mortgage Lending^™ CUES School of Product and Channel Management^™ CUES School of Risk Management^™ CUES Advanced School of Risk Management^™ CUES School of Strategic Marketing^™ CUES School of Strategic Marketing^™ II

Sessions

Registration will begin on Monday morning at 8:00 a.m. Class will be in session Monday and Tuesday from 8:30 a.m. until 4:30 p.m.

The Big Picture
Learn:

• About the current macro-economic lending environment
• What your credit union must do to gain more of your member’s business
• Why a credit union’s financial numbers paint an important picture
• How to break out of the lending boxes that bind you
• To be careful viewing the lending world through A-paper eyes
• That lending is an attitude!
• That every member is unique
• Reasons why your credit union should be making loans in every credit tier
• The mandatory steps you must follow to be successful with D & E-paper lending

Loan Interviewing & Sales Skills
Learn:

• The four things that must get done during the loan interview
• How to tailor your approach to the member (i.e., the risk) in front of you
• Conversation promoting and cross-sales producing questions
• How to build higher-risk loans in the interview so that they can be approved by an underwriter and so they will perform
• What a good notes page looks like
• Relationship selling
• The “million dollar” secret to improving sales results
• The attributes of successful salespeople
• How to sell more ancillary insurance policies to your members
• How to give a higher-risk borrower a firm close
• How to communicate a loan denial

FICO Credit Scores
Learn:

• How FICO credit scores are calculated
• How FICO uses scorecards to refine the score
• What hurts a FICO score
• Ways to improve the FICO score
• Recent changes to the FICO scoring model
• Teaching FICO scores to members

Loan Decision Making
Learn:

• The correct approaches you must have when underwriting member loan applications
• Guidelines for secured and unsecured lending
• Three bankruptcy predictors and how to deal with them in lending
• How to evaluate risk (the difference between real risk factors and not-so-real risk factors)
• Debt ratio analysis
• How to view LTV (loan-to-value) on consumer secured loans
• How to handle self-employed borrowers
• How to make loans to youngsters
• When to use co-signers and when not to
• How to view student loans when underwriting
• How to underwrite higher-risk loans
• How to make as many good loans as possible at your credit union