Lending Institute with Brett Christensen
Topics & Objectives

Please note that the Topics/Objectives listed below are subject to change.

Day One

The Big Picture in Lending

• Understand the economics of today's lending environment
• Discover why lending is the financial lifeblood of your credit union
• Break out of the lending boxes that bind you

Maximize Risk-Based Lending

• Learn why to move from risk-based pricing to risk-based lending
• Understand ways to be successful with D and E paper lending
• Avoid common mistakes in risk-based lending

Day Two

Loan Interviewing & Sales Skills

• Discover the million-dollar secret that all great salespeople know
• Tailor your approach to the member (and the risk) in front of you)
• Know the three things that must get done during the loan interview
• Build higher-risk loans that will be approved by an underwriter
• Know how to give higher-risk borrowers a "firm close"

FICO Credit Scores

• Know how FICO credit scores are calculated
• Learn what is not included in the credit score
• Gain strategies to help members improve their scores
• Learn whether the member's FICO score is going up or down

Day Three

Loan Decision Making

• Discover the right approach to underwriting loans
• Understand the guidelines for secured and unsecured lending
• Spot the three predictors of bankruptcy
• Know the difference between real and not-so-real risk factors
• Learn how to view loan-to-value on secured loans
• Understand the correct way to analyze a member's total debt ratio
• Know how to underwrite higher risk loans

For more program content information or to request a brochure call 800-356-9655, ext. 4882, or email abollman@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.