Consumer Lending Mortgage Lending Business Lending by alicejenny


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The dynamics of lending

are constantly evolving.

Loans are now a

commodity, and

consumers have a wealth

of non-traditional

convenient financing

options to choose from.

Attend CUNA Lending

Schools and ensure

your lending services

are competitive.

Register Today!

Experience Learning like never before
with CUNA Center for Professional
Development training designed for
credit union professionals by credit
union professionals. Our expert
instructors, resources, and networking
opportunities will inform, motivate,
and ready you to apply innovative
ideas and exceptional strategies at
your credit union. Guaranteed.
Your lending
responsibilities require
you to wear many hats
— credit analyst,
counselor, master of
regulations and
compliance, detective,
fortuneteller when
members ask,
“Are rates going up?”
These schools,
conferences, eSchools,
and certification
institutes take your
lending program to
a higher level by
offering the skills and
strategies you need
to do your job more
                                                                   NA er
                                                               CU sum chool:
                                                                Con ding S ns
                                                                 Len ndatio
CUNA Consumer                                                     Fou
Lending School:              April 30-May 3, 2007
                             St. Pete Beach, FL
Foundations                  Tuition: $1,295 ($1,395 after March 16, 2007)
teaches basic           Monday
                        7:00-8:00 a.m.             Registration
concepts in             8:00-8:15 a.m.             Welcome
                        8:15 a.m.-Noon             Examine the Basics of Consumer Lending
the lending                                        • Learn what a credit score means and how to evaluate it
                                                   • Understand seven ways to analyze a loan
process, including                                 • Discover important items to review before making a loan decision
                        Noon-1:00 p.m.             Networking Lunch Provided
compliance and          1:00-4:00 p.m.             Examine the Basics of Consumer Lending (continued)
                        4:30-5:30 p.m.             Networking Reception
credit counseling.
You’ll gain a strong    8:00 a.m.-Noon             Service-Based Selling
                                                   • Boost your loan-to-share ratio by selling off the credit bureau reports
                                                   • Plan for successful member interactions
foundation to                                      • Uncover benefits to meet member needs
                                                   • Find out how to increase your loan volume by 30%
help build long-        Noon-1:30 p.m.             Lunch on Your Own
                        1:30-4:00 p.m.             Consumer Lending Fraud, Scams & Prevention
term lending                                       • Identify the latest schemes and scams and learn how to protect your credit union
                                                   • Review the current data on major areas of loss within credit unions
                                                   • Learn new twists on old scams, and new tricks in identity fraud
with members.           8:00 a.m.-Noon             Consumer Regulations & Compliance
                                                   • Understand regulations affecting consumer loans, including Reg B (ECOA) and Reg Z
                                                   • Gain a member-friendly perspective toward compliance
                                                   • Explore the latest compliance issues in lending
                                                   • Learn how to manage your credit union’s risk to minimize financial impact
                        Noon-1:30 p.m.             Lunch on Your Own
                        1:30-4:00 p.m.             Consumer Regulations & Compliance (continued)

                        8:00 a.m.-Noon             Credit Counseling & Your Role as a Loan Officer
                                                   • Learn ways to analyze financial troubles
                                                   • Consider the implications of loans as a solution to debt
 Can’t attend                                      • Learn ways to help members set and achieve financial goals
                        Noon-1:30 p.m.             Lunch on Your Own
 every day?             1:30-3:15 p.m.             Does Your Credit Card Program Have Moxie?
 Customize your                                    • Reach the heart of your members with bold marketing programs
                                                   • Be disciplined in analyzing your card portfolio
 training by choosing                              • Create a credit card program that increases profitability
 the day(s) you         3:15-3:30 p.m.             Wrap Up
 want for just
 $375 per day.
                        Schedule is subject to change.
 Call 800-356-9655,
 ext. 4249 for more

                               Register at • Enter CL1FL07 in the Event Finder
    This eSchool offers a convenient, step-by-step
    way to learn the basic concepts of the consumer
    lending process.

       Six weekly sessions begin
       November 6, 2007
       11:00 a.m.-12:30 p.m. CT
       Tuition: $1,295 for the entire eSchool,
       $219 for a single live or archived webinar,
       $438 for a two-part webinar.

    Just interested in a specific topic? Sessions are
    available individually as CPD Webinars and Archived
    Webinars. View the schedule, topics, and register at by choosing eSchools & Webinars.

    The Basics of Consumer Lending
    November 6, 2007          Part 1
    November 13, 2007         Part 2

    Consumer Lending
    Regulations & Compliance
    November 20, 2007         Part 1
    November 27, 2007         Part 2

    Consumer Lending
    Collections & Bankruptcy
    December 4, 2007

    Consumer Lending
    Sales & Service Success
    December 11, 2007

    Register at
    by choosing eSchools & Webinars
 What past attendees say:

   Consumer Lending School:

  “I found the conference gave me
   many different view points from
other credit unions and the speakers
   were very knowledgeable about
   their subject matter. They gave
   good personal accounts and had
 good materials to distribute, which
    helps in my everyday work.”

 “I thought the lending school was
very good. What I benefitted from the
  most was the information coming
from the regulations class. Now that
 I’m back at my credit union, I refer
   to my notes on my daily tasks.”

   Consumer Lending School:

   “The most valuable experience
       I had was the constant
  interaction with each facilitator.
      I really enjoyed the open
    forum and constant Q & A.
The program was a complete learning
   tool for me, as it required me to
look closely at my management style.
 I would absolutely recommend this
       program for anyone in a
         management role.”
                                                                NA er
                                                             CU nsum chool:
                                                              Co ding S
                                                               Len vanced
                          April 30-May 3, 2007
CUNA Consumer             St. Pete Beach, FL
Lending School:           Tuition: $1,295 ($1,395 after March 16, 2007)
                     Monday                                                                             • Gain a member-friendly
Advanced             7:00-8:00 a.m.             Registration                                              perspective toward compliance
                     8:00-8:15 a.m.             Welcome                                                 • Explore the latest compliance
goes beyond the                                                                                           issues in lending
                     8:15 a.m.-Noon             Lending in the 21st Century
                                                • Discuss trends in the economy,                        Employee Loyalty
                                                                                                        • Discover how to get employee
basics to provide                                 competition, and product mix
                                                • Learn about the factors that are                        buy-in for new products and
                                                  driving loans                                           processes
ongoing education                               • Explore new strategies and                            • Develop a team approach that
                                                                                                          fosters commitment
                                                                                                        • Learn how to create a workplace
in lending. You’ll   Noon-1:00 p.m.             Networking Lunch Provided                                 that generates loyal employees
                     1:00-4:00 p.m.             CUs’ Top Auto Lending                  Noon-1:30 p.m.   Lunch on Your Own
                                                Challenges: Indirect Auto Lending
have the ability                                • Design a successful and sound        1:30-4:00 p.m.   BREAKOUT SESSIONS
                                                  program and explore strategies                        (choose one)
to customize                                      to market for success                                 Consumer Regulations &
                                                • Identify the benefits of in-house                     Compliance (continued)
                                                  versus outsourced programs                            Loan Participation &
your learning                                   • Learn how to manage the dealer                        Your Strategic Plan
                                                  relationship                                          • Learn how to use participation
experience by        4:30-5:30 p.m.             Networking Reception                                      loans to grow and increase yield
                                                                                                        • Understand the buying and
                                                                                                          selling network
choosing breakout    Tuesday                                                                            • Develop policies and procedures
                     8:15 a.m.-Noon             Asset-Liability Management                                to reduce risk
                                                for Lenders
sessions that meet                              • Understand asset-liability           Thursday
                                                  management and the CAMEL             8:15a.m.-Noon    Getting the Most From
                                                  rating system
your individual                                 • Analyze key credit union ratios
                                                                                                        Open-End Lending
                                                                                                        • Discover ways to build loan
                                                • Investigate the effects of changes                      volume
education needs.                                  in loan pricing                                       • Identify traditional ways to
                     Noon-1:30 p.m.             Lunch on Your Own                                         use new technology-based
                     1:30-4:00 p.m.             Managing Across the Generations                           open-end lending products
                                                • Examine the motivations,             Noon-1:30 p.m.   Lunch on Your Own
                                                  expectations, priorities, and        1:30-3:15 p.m.   Does Your Credit Card
                                                  approaches of the four generations                    Program Have Moxie?
                                                  in today’s workforce                                  • Reach the heart of your members
                                                • Explore efficient management                            with bold marketing programs
                                                  methods for a diverse generational                    • Be disciplined in analyzing your
                                                  workforce                                               card portfolio
                                                                                                        • Create a credit card program
                     Wednesday                                                                            that increases profitability
                     8:00 a.m.-Noon             BREAKOUT SESSIONS                      3:15-3:30 p.m.   Wrap Up
                                                (choose one)
                                                Consumer Regulations &
                                                • Understand regulations for
                                                  consumer loans, including
                                                  Reg B (ECOA) and Reg Z

                     Schedule is subject to change.

                            Register at • Enter CL2FL07 in the Event Finder
                                                                    NA tial
                                                                 CU iden
                                                                  Res rtgage chool
                                                                   Mo ding S
Join us for the             March 5-9, 2007
                            San Diego, CA
CUNA Residential
                            Tuition: $1,295 ($1,395 after January 19, 2007)
Mortgage Lending
                       Monday                                                            Wednesday
School for strategic   7:00-8:00 a.m.             Registration                           8:00-11:30 a.m.    Underwriting (continued)
                       8:00-11:30 a.m.            A Strategic Approach                   11:30 a.m.-1:00 p.m. Lunch on Your Own
                                                  to Residential Mortgage Lending
planning tips,                                    • Develop your loan policies
                                                                                         1:00-3:30 p.m.     Effective Mortgage Marketing
                                                                                                            Strategies & Best Practices
                                                  • Create a business plan                                  • Learn how to design and
regulation and                                    • Learn about the secondary                                 promote your marketing plan
                                                    mortgage market                                         • Discuss techniques to use when
compliance review,     11:30a.m.-12:30 p.m. Networking Lunch Provided                                         marketing to real estate agents
                       12:30-4:30 p.m.            A Strategic Approach to Residential                       • Examine new products that meet
                                                  Mortgage Lending (continued)                                the needs of specific members
marketing ideas,
                       4:30-5:30 p.m.             Networking Reception                   Thursday
and general                                                                              8:00-11:30 a.m.    Regulations Affecting Mortgages
                                                                                                            • Explore how regulations will affect
                       Tuesday                                                                                your lending department
techniques to          8:00-9:30 a.m.             Loan Servicing
                                                                                                            • Understand common, practical
                                                  • Determine what you should
                                                                                                              interpretations of legal issues and
                                                    service and when
make your program                                 • Learn how to design a servicing
                                                    strategy                             11:30 a.m.-1:00 p.m. Lunch on Your Own
more efficient                                    • Review the economics involved        1:00-3:30 p.m.     Regulations Affecting Mortgages
                                                    in servicing                                            (continued)
and successful.        9:30-11:30 a.m.            BREAKOUT SESSIONS
                                                  (choose one)                           Friday
                                                  Operational Improvements               8:00-10:30 a.m.    Construction Lending:
                                                  • Learn to merge technology and                           What You Need to Know Before
                                                    human resources to maximize                             Breaking Ground
                                                    efficiency                                              • Explore lot loan lending
                                                  • Discuss strategies to enhance                           • Discuss custom and semi-custom
                                                    workflow competencies                                     home builders
                                                  • Balancing productivity with                             • Understand the draw and lien
                                                    member service                                            process
                                                                                                            • Compare pre-sold construction and
                                                  All About Appraisals                                        speculative home construction
                                                  • Understand the valuation process                        • Learn about member business loan
                                                    and appraisal reports                                     guidelines for speculative home
                                                  • Walk through the closing process                          construction
                                                  • Effectively analyze the appraisal
                                                    document                             10:30-11:00 a.m.   Wrap Up
                       11:30 a.m.-1:00 p.m. Lunch on Your Own
                       1:00-4:00 p.m.             Underwriting
                                                  • Learn the latest underwriting
                                                    trends and techniques
                                                  • See how artificial intelligence is
                                                    impacting the underwriting
                                                  • Explore case studies
                       Schedule is subject to change.

                               Register at • Enter RMLCA07 in the Event Finder
                                                                                      What past attendees say:
    CUNA Residential
    Mortgage Lending
                                                                                         Residential Mortgage
    eSchool                                                                                Lending School

    To your credit union, the value in mortgage lending goes beyond the income
    generated because it creates long-term bonds with members. Whether you’re              “Fantastic speakers
    just starting out or wish to improve your existing program, the Residential           with great experience
    Mortgage Lending eSchool puts you on the right path to success with the
    convenience of online learning.                                                       and knowledge! They
       Seven weekly sessions begin September 18, 2007                                       covered all facets
       2:00-3:30 p.m. CT                                                                   in different parts of

       Tuition: $1,295 for the entire eSchool,                                            the mortgage process.
       $219 for single live or archived webinars.                                          This program gives
    Just interested in a specific topic? Sessions are available individually as CPD      people from all different
    Webinars and Archived Webinars. View the schedule, topics, and register at by choosing eSchools & Webinars.                                     size credit unions at
                                                                                          all different stages of
    Residential Mortgage Lending: A Strategic Approach                                     mortgage programs
    September 18, 2007
                                                                                            an opportunity to
    Residential Mortgage Lending: All About Appraisals                                    get together and share
    September 25, 2007                                                                   ideas, and also pick up
                                                                                         some exceptional ideas
    Residential Mortgage Lending: Loan Servicing                                           from the speakers!”
    October 2, 2007

    Residential Mortgage Lending: Construction Lending
    October 9, 2007

    Residential Mortgage Lending:
    Effective Marketing Strategies & Best Practices
    October 16, 2007

    Residential Mortgage Lending: Regulations
    October 23, 2007

    Residential Mortgage Lending: Underwriting
    October 30, 2007

    Register at
    by choosing eSchools & Webinars
     A         ing
CUN s Lend
     nes ation
  usi ific
 B rt
  Ce titutes
The record growth of small businesses and the trend toward home offices
can offer big opportunities to your credit union. While business lending
can be more profitable than
consumer lending, operating a
commercial product line is also
more complex. Presented in
partnership with the Executive
Education, University of
Wisconsin-Madison School
of Business, Small Business Development Center, this intensive education
helps your credit union lending managers and staff know how to serve the
financial needs of your members’ small businesses.

Earn certifications
Set yourself and your credit union apart by passing an on-site final exam and earning
certification for all three levels.

Earn college credit
The American Council on Education’s College Credit Recommendation Service has
recommended college credit for CUNA’s Business Lending Certification Institutes:
Fundamentals and Credit Analysis. Two semester hours in Management of Financial
Institutions in the lower division baccalaureate/associate or upper division baccalaureate
degree have been recommended. Contact your advisor to determine if your college
or university will accept these credits.
Making Sense of
Business Lending
An Overview
 Tuition: FREE when
 you sign up for
 Business Lending
 Certification Institute:

 Understand how to
 comply with the
 NCUA regulations
 for member business

 Learn what regulators
 will be looking for at
 exam time, including
 loan file content, notes,
 and analysis
CUNA Business Lending
Certification Institute:
offers knowledge
to navigate the
challenges of delivering
quality financial service
and advice to business
owners. You’ll gain an
understanding of how
a business works,
what makes a business
successful, and how
to help a business stay
on track.

 What past attendees say:

“Excellent — I got a very good idea
 of loan applications and red flags
    about borrowers and their
intentions. Also, the entire process
  of loans was discussed and was
   very helpful. The case study
      was a great approach
      to hands on learning.”
                                      A      ding titute:
                                  UN ess Len Ins
                                 C in
                                   us fication als
                                  B ti
                                     er ament
                                   C d
     July 30-August 3, 2007
     Madison, WI
     Includes a bonus webinar!
     Tuition: $1,795 ($1,895 after June 15, 2007)
Monday                                                               Wednesday
7:30-8:00 a.m.       Registration                                    8:00-11:45 a.m.      Loan Structuring — Matching Terms,
8:00-8:15 a.m.       Introduction & Overview                                              Conditions & Documentation
                                                                                          • Discover how to match the borrowers’ needs
8:15-9:00 a.m.       Review Business Lending Regulations                                    with proper terms and conditions
                     • Discuss information from the pre-conference                        • Learn about the differences between lines of
                       webinar, Making Sense of Business Lending                            credit, long and short term notes, bulleted
                       Regulations: An Overview                                             notes, mortgage and land development
9:00 a.m.-12:30 p.m. Business Basics                                                        financing, and agricultural loans
                     • Understand business legal structures                               • Explore new underwriting standards
                     • Discover how business types impact loan       11:45 a.m.-1:00 p.m. Lunch on Your Own
                       and share accounts
                     • Explore financial reporting                   1:00-2:30 p.m.       Loan Structuring Case Study
                     • Discuss business service needs, collateral,   2:30-5:00 p.m.       When Good Loans Go Bad:
                       guarantees, and proper documentation                               Spot the Warning Signs
12:30-1:30 p.m.      Networking Lunch Provided                                            • Discover how to manage your loan
                                                                                            file review
1:30-2:30 p.m.       Analyzing a Member’s Request                                         • Look at the key issues to examine
                     • Explore the loan application and interview                         • Learn how to prevent default
                     • Know what questions to ask to ensure the      Thursday
                       loan fits the credit union’s mission          8:00-10:00 a.m.      Protecting Member Loans
2:30-5:00 p.m.       Reviewing an Applicant’s Information                                 • Identify methods of tracking and
                     • Understand the five C’s of credit                                    monitoring relationships
                     • Work on a case study                                               • Explore documentation exceptions, missing
                                                                                            information, scheduled follow-ups, and
5:00-6:00 p.m.       Networking Reception
                                                                                            loan covenants
                                                                                          • Work on a case study
8:00-10:00 a.m.      Reviewing an Applicant’s Information            10:00-11:45 a.m. Member Business Services —
                     (continued)                                                          More Than Just Loans & Deposits
                                                                                          • Explore the needed services
10:00-11:45 a.m. The Fundamentals of Financial Analysis
                                                                                          • Learn how to become a true adviser
                     • Learn the basics of financial
                       analysis including trends, ratios,            11:45 a.m.-1:00 p.m. Lunch on Your Own
                       and industry comparisons                      1:00-2:30 p.m.       Analyzing Member Business Plans
                     • Use balance sheets, income statements, and                         • Understand the critical components
                       cash flow statements for financial analysis                        • Work in groups to evaluate real
11:45 a.m.-1:00 p.m. Lunch on Your Own                                                      business plans
                                                                                          • Use the plan to forecast results
1:00-3:00 p.m.       The Fundamentals of Financial Analysis
                     (continued)                                     2:30-5:00 p.m.       The Art of Business Development
                                                                                          • Develop a portfolio expansion plan
3:00-4:00 p.m.       Review & Assessment Overview
                                                                                          • Learn three easy ways to expand
                                                                                            your referral list

                                                                     7:30-8:00 a.m.     Final Q & A Period
                                                                     8:00-10:15 a.m.    Final Exam for Business Lending
                                                                                        Fundamentals Certification
                                                                     10:15-10:30 a.m.   Wrap Up
Schedule is subject to change.

      Register at • Enter BL1WI07 in the Event Finder
Are you ready to
                                                                        A       ding titute:
gain an in-depth                                                     UN ess Len Ins
                                                                    C in
understanding of what                                                 us fication lysis
                                                                     B ti
it takes to analyze                                                    er it Ana
                                                                      C d
business lending
opportunities? At
                              July 30-August 3, 2007
the CUNA Business             Madison, WI
Lending Certification         Tuition: $1,795 ($1,895 after June 15, 2007)
Institute: Credit        Monday                                                              Wednesday
                         7:30-8:15 a.m.              Registration                            8:30-11:45 a.m.      Financial Projections
                         8:15-8:30 a.m.              Introduction & Overview                                      • Discover how to test business
Analysis you will                                                                                                   assumptions
                         8:30-11:45 a.m.             Review the Business Credit                                   • Learn how to develop projections
develop the skills                                   Analysis Process                                               for balance sheets, profit and loss
                                                     • Review the five C’s of credit                                statements, and cash budgets
                                                     • Discuss balance sheets, profit
to perform a credit                                    and loss statements, and cash         11:45 a.m.-1:00 p.m. Lunch on Your Own
                                                       flow statements                       1:00-3:30 p.m.       Financing & Assistance
analysis and discover                                • Explore operating cycles for                               • Explore financing sources for
                                                       manufacturing, retail, and                                   start-up businesses
the challenges                                         service businesses                                         • Learn about the technical
                         11:45 a.m.-1:00 p.m. Networking Lunch Provided                                             assistance available
                                                                                                                  • Become familiar with
businesses face in       1:00-5:00 p.m.              Review the Business Credit                                     non-traditional sources of
                                                     Analysis Process (continued)                                   debt financing
making debt service      5:00-6:00 p.m.              Networking Reception                    3:30-5:00 p.m.       Case Study
payments.                Tuesday                                                             Please set aside two hours this evening for homework.
                         8:30-9:00 a.m.              Case Study
                         9:00-11:45 a.m.             Analyzing Business Tax Returns          8:30-10:00 a.m.      Review of Case Study
                                                     • Explore how to use tax returns as
                                                       the basis for analyzing               10:00-11:45 a.m.     The Business Plan:
                                                       creditworthiness                                           A Roadmap To Success
                                                     • Understand the differences                                 • Explore business plan contents
                                                       between returns for various types                          • Understand industry norms and
                                                       of businesses                                                standards
    What past            11:45 a.m.-1:00 p.m. Lunch on Your Own
                                                                                                                  • Use sensitivity analysis to
                                                                                                                    validate and amend business plan
  attendees say:         1:00-2:45 p.m.              How to Finance Fast-Growth                                     assumptions
                                                     Businesses                              11:45 a.m.-1:00 p.m. Lunch on Your Own
                                                     • Explore permanent working
                                                       capital and an index of sustainable   1:00-5:00 p.m.       Business Plan Case Study
“This program gave me                                  growth                                                     • Analyze a business loan proposal
                                                     • Identify when to use short and                               and develop a response
a much clearer picture                                                                                            • Examine the strengths and
                                                       long-term loans
                                                                                                                    weaknesses of a business
 of how I need to look   2:45-3:30 p.m.              Life Cycles of Businesses                                    • Understand proper loan
                                                     • Understand the changing                                      structuring and the use of various
 at a business. On the                                 financing requirements                                       financial tools
 surface, you may not    3:30-5:00 p.m.              Repaying Loans                          Friday
                                                     • Explore the advantages and            7:15-7:30 a.m.       Q & A Period
  always find a lot of                                 disadvantages of repaying loans
                                                       with cash flow, personal              7:30-10:30 a.m.      Final Exam for Business Lending
                                                                                                                  Credit Analysis Certification
   concerning issues,                                  guarantees, and collateral
                                                                                             10:30-10:45 a.m.     Wrap Up
  but if you dig deep,
                         Schedule is subject to change.
  you may be able to
 know more about the     Find out if you’re ready for this institute. This intensive education is designed for credit analysts,
                         commercial loan officers, and past participants of Fundamentals. To test your knowledge, a pre-test is
     business than       offered on the Web site below.
    the owners do.”

                               Register at • Enter BL2WI07 in the Event Finder
                                        A      ding titute:
                                    UN ess Len Ins
                                   C in
                                     us fication
                                    B ti
                                     Cer vanced alysis
                                      Ad dit An
     July 30-August 3, 2007
     Madison, WI
     Tuition: $1,795 ($1,895 after June 15, 2007)                                                                             CUNA Business
Monday                                                          Wednesday                                                     Lending Certification
7:30-8:30 a.m.       Registration                               8:30-10:00 a.m.       Service Sector Businesses Case Study
8:30-8:45 a.m.       Introduction & Overview                    10:00-11:45 a.m.      Analyzing Retail Businesses
                                                                                      • Understand inventory control
                                                                                                                              Institute: Advanced
8:45-11:45 a.m.      Review the Business Credit
                     Analysis Process                                                 • Discover the importance of location
                     • Review cash flow concepts and                                    and demographics                      Credit Analysis
                       statements                                                     • Evaluate the competition
                     • Understand operating cycles and                                • See the red flags for retail
                                                                                                                              offers in-depth
                       other factors that impact cash
                     • Analyze a case study to determine        11:45 a.m.-1:00 p.m Lunch on Your Own                         instruction on
                       strengths and weaknesses of a            1:00-1:30 p.m.        Analyzing Retail Businesses
                       business                                                       (continued)
11:45 a.m.-1:00 p.m. Networking Lunch Provided
                                                                                                                              evaluating the
                                                                1:30-3:00 p.m.        Retail Businesses Case Study
1:00-5:00 p.m.       Loan Servicing & Portfolio                 3:00-5:00 p.m.        Financing the Purchase of an            financing needs
                     Management                                                       Existing Business
                     • Understand how and why to                                      • Distinguish between an asset
                       evaluate the quality of your portfolio                           and stock purchase
                                                                                                                              of different types
                     • Examine loan covenants and other                               • Understand the implications of
                       portfolio management tools
                     • Learn how to structure different
                                                                                        a non-compete agreement               of industries and
                                                                                      • Identify the issues involved in a
                       types of loans
5:00-6:00 p.m.       Networking Reception
                                                                                        purchase/sale agreement and learn
                                                                                        ways to quantify goodwill
                                                                                                                              businesses. You’ll
                                                                                      • Work on a case study
Tuesday                                                         Please set aside two hours this evening for homework.
                                                                                                                              have practical,
8:30-11:45 a.m.      Analyzing Manufacturing Businesses
                     • Get an overview of the                   Thursday                                                      hands-on
                       manufacturing sector                     8:30-9:45 a.m.       Review of Homework Assignment
                     • Focus on specific areas for review
                       and analysis:                            9:45-11:45 a.m.      Analyzing Commercial Real Estate         opportunities to
                       1. COGS and gross profit margins                              Projects
                       2. Inventory valuation methods                                • Understand methods for valuing         review case studies
                          and their impact on profitability                            property: Commercial real estate
                       3. Importance of the operating                                  appraisals
                          cycle                                                      • Learn how to calculate cash flow       and loan requests
                                                                                       for non-owner occupied properties
11:45 a.m.-1:00 p.m. Lunch on Your Own                                               • Discover construction lending          from manufacturing,
1:00-3:00 p.m.       Manufacturing Businesses Case                                     cautions and real estate red flags
                     Study                                      11:45 a.m.-1:00 p.m. Lunch on Your Own                        service, retail, and
3:00-5:00 p.m.       Analyzing Service Sector Businesses
                     • Recognize the unique aspects of          1:00-2:30 p.m.      Commercial Real Estate Case Study
                       service businesses                                                                                     commercial real
                                                                2:30-5:00 p.m.      Final Exam Review & Preparation
                     • Understand the competition
                                                                                    Session                                   estate businesses.
                     • Identify markets and red flags
                                                                7:15-7:30 a.m.      Final Q & A Period
                                                                7:30-10:30 a.m.     Final Exam for Certification
                                                                10:30-10:45 a.m.    Wrap Up

Schedule is subject to change.

       Register at • Enter BL3WI07 in the Event Finder
                                                                    NA s          ces
If your credit union
                                                                 CU ines      ervi
is new to business                                                  s
                                                                  Bu ding e&S
                                                                   Len ferenc
lending, start here!
You’ll learn what
it takes to open                                                    C on
                            June 1-3, 2007
the door to lending
                            Las Vegas, NV
opportunities and           Tuition: $795 ($895 after April 13, 2007)
develop a solid        Friday                                                            2:45-4:45 p.m.      Developing a Business Services
                       7:30-8:30 a.m.             Registration                                               Program That Works for Your
                                                                                                             Credit Union
                       8:30-8:45 a.m.             Welcome
strategic plan                                                                                               • Explore a variety of products and
                       8:45-11:45 a.m.            The Intrigue of Delivering                                   services that might work for your
                                                  Business Lending Services                                    credit union
at the CUNA                                       • Review the current business                              • Learn how to create a member
                                                    services market and products                               business culture
Business Lending                                  • Explore whether delivering                               • Examine the top 100 banks in
                                                    member business services is right                          business lending and learn from
                                                    for your credit union                                      your best competitors
& Services                                        • Analyze your market and your
                                                    credit union’s goals and mission     Sunday
Conference.            11:45 a.m.-1:15 p.m. Networking Lunch Provided                    8:30-11:45 a.m.     Building Your Credit Union’s
                                                                                                             Business Plan
                       1:15-2:15 p.m.             Creating Your Own Program                                  • Use your plan to explain the
                                                  With In-House Resources                                      strengths and weaknesses of your
                                                  • Learn how to hire the right person                         credit union’s capacity to offer
                                                  • Create a business lending                                  business loans and services
                                                    structure                                                • Discuss the components of the
                                                  • Examine the system issues for                              plan and learn why creating
                                                    lending and deposit services                               one has value
                       2:30-4:00 p.m.             What Do Businesses Want From                               • Learn how to present the plan to
                                                  Financial Institutions?                                      the board, management, and staff
                                                  • Explore how your credit union can    11:45 a.m.-Noon     Wrap Up
                                                    meet the business owner’s needs
                                                  • Discover how to maintain
                                                    business relationships
   What past                                      • Understand how operating cycles
                                                    affect financial needs
 attendees say:
                       4:30-5:30 p.m.             Networking Reception
                       Saturday                                                             Extend your stay in Las Vegas!
  “You made sense      8:30-10:00 a.m.            What Do Businesses Want From
                                                  Financial Institutions? (continued)       Tuition: $795
   out of a process    10:00-11:45 a.m.           Vendor Presentations
                                                                                            June 3-6, 2007
                                                  • Discover the role of technology in      Las Vegas, NV
       that was                                     the business lending process
                                                  • Find solutions to your operational      America’s Credit
   overwhelming.                                    issues                                  Union Conference
                       11:45 a.m.-1:15 p.m. Lunch on Your Own
                                                                                            & Expo (formerly
   I now have an                                                                            known as CUNA
    organized and      1:15-2:30 p.m.             Is Joining a Business Services CUSO       Future Forum) is the nation’s premier educational
                                                  Right for Your Credit Union?              conference for executives, staff, and directors.
   efficient process                              • Examine how the CUSO model              Learning experiences will help credit union leaders
                                                  • Examine the pros and cons to the        get a competitive edge on a grand scale.
     to guide us
                                                    CUSO approach                           To learn more or register, visit,
     through the                                                                            call 800-356-9655, ext. 5700 or e-mail
                       Schedule is subject to change.
   of our business
  lending program.”

                             Register at • Enter BLSNV07 in the Event Finder
Learn in these exciting locations!
                                              Consumer Lending Schools: Foundations & Advanced
                                              April 30-May 3, 2007 • St. Pete Beach, FL                            Both tropical and traditional, the Island
                                              Tradewinds Island Grand Resort                                       Grand is a fun family-friendly beach resort.
                                              5500 Gulf Boulevard                                                  The hotel — located directly on the Gulf,
                                              St. Pete Beach, FL 33706-2323                                        in the Tampa Bay area — is known for its
                                              Phone: 727-367-6461                                                  white, sandy beaches and meandering shaded

        Florida                               Fax: 727-363-2275
                                              Reservations: 800-808-9833
                                              Room rates: $180 sgl/dbl, plus $10 daily resort fee*
                                              Hotel Reservation Deadline: March 30, 2007

                                              Residential Mortgage Lending School
                                              March 5-9, 2007 • San Diego, CA                                      The Catamaran Resort offers all the amenities
                                              Catamaran Resort Hotel                                               of a first class resort, including scenic views,
                                              3999 Mission Boulevard                                               outdoor tropical style pool, whirlpool spa, and
                                              San Diego, CA 92109-6959                                             an exercise room. The hotel is just one-half
                                              Phone: 858-488-1081                                                  block from the Pacific Ocean and 13 miles
                                                                                                                   from the San Diego airport.
    California                                Fax: 858-488-1619
                                              Reservations: 800-422-8386
                                              Room rates: $179 sgl/dbl*
                                              Hotel Reservation Deadline: February 2, 2007

                                              Business Lending Certification Institutes
                                              July 30-August 3, 2007 • Madison, WI                                 The Fluno Center is prominently located
                                              Fluno Center For Executive Education                                 in the heart of both downtown Madison and
                                              601 University Avenue                                                the University of Wisconsin campus. Only
                                              Madison, WI 53715-1035                                               20 minutes from the Dane County Regional
                                              Phone: 608-441-7141                                                  Airport, The Fluno Center combines state-
                                                                                                                   of-the-art technology with the ambiance of a
                                              Fax: 608-441-7124

     Wisconsin                                Reservations: 877-773-5866
                                              Room rates: $139 sgl/$159 dbl*
                                              Hotel Reservation Deadline: June 29, 2007
                                                                                                                   comfortable, relaxed residential setting. The
                                                                                                                   center includes an auditorium, classrooms,
                                                                                                                   meeting and conference space, overnight
                                                                                                                   guest rooms, dining, a fitness room, and a
                                                                                                                   study pub.

                                              Business Lending & Services Conference
                                              June 1-3, 2007 • Las Vegas, NV                                       Called the most prestigious resort in the
                                              Caesars Palace                                                       world, Caesars Palace lavishes its guests with
                                              3570 Las Vegas Boulevard South                                       acres of pools, spas, more than 120 retail
                                              Las Vegas, NV 89109                                                  stores, and non-stop Vegas entertainment like
                                              Phone: 702-731-7222                                                  Celine Dion. Located a few minutes from
                                                                                                                   McCarran International Airport, Caesars
                                              Fax: 702-866-1700
          Nevada                              Reservations: 800-634-6661
                                              Room rates: $189 sgl/dbl*
                                              Hotel Reservation Deadline: April 27, 2007
                                                                                                                   Palace is ideally situated on the Strip with
                                                                                                                   both monorail and shuttle stops available to
                                                                                                                   transport guests to other venues.

* Room rates and availability cannot be guaranteed. Rooms may be sold out prior to these dates, so make your hotel reservations early! Room reservations and fees are
  the responsibility of the registrant.

Try One Of These Publications                               FREE When You Register
For more on CUNA publications, visit and choose Magazines & Newsletters.

                               Credit Union                                     Credit Union                                            Credit Union
                               Magazine                                         Directors Newsletter                                    Executive Newsletter
                               6 months FREE                                    6 months FREE                                           6 months FREE
  Discover additional lending
  solutions to keep you competitive
  Whether you want to train your staff on best lending
  practices, break into the small-business market, or
  educate members, CUNA offers an array of lending

                                      Find support for all aspects
                                      of lending — business,
                                      consumer, residential, and
                                      general. Visit
                               and click on Lending.

  CUNA Lending Council
  Need-based scholarships are offered by
  the CUNA Lending Council. For more
  information, visit
  and click on Events or contact Joe Brancucci

Other Schools of Interest:
    Collections & Bankruptcy Schools:
    Introduction & Advanced
The Collections & Bankruptcy Schools will provide you with the knowledge
and skills to work with members who are delinquent, streamline your
collections efforts, and recognize the warning signs of potential bankruptcy.
Introduction                                        Advanced
Tuition: $1,295*                                    Tuition: $1,195*
April 15-20, 2007 • St. Pete Beach, FL              September 16-20, 2007
September 16-21, 2007 • Tempe, AZ                   Tempe, AZ

    Certified Financial Counselor Schools:
    Part I & II
This training will help you discover ways to help members prevent and
resolve financial problems. You’ll also have the opportunity to earn your
Certified Credit Union Financial Counselor certification. Or you can
simply attend the programs to expand your knowledge and skills in
financial counseling.
Part I                                              Part II
Tuition: $1,295*                                    Tuition: $1,195*
March 11-15, 2007                                   March 11-15, 2007
St. Pete Beach, FL                                  St. Pete Beach, FL
*Tuitions are early bird rates. Register early to save!
For More Information

Call:   800-356-9655, ext. 4249

Call:   800-356-9655, ext. 4400

Continuing Professional Education (CPE) Credits
CUNA is registered with the National Association of State Boards
of Accountancy (NASBA) as a sponsor of continuing professional
education on the National Registry of CPE Sponsors. State Boards
of Accountancy have final authority on the acceptance of individual
courses for CPE credit. Complaints regarding registered sponsors may
be addressed to the National Registry of CPE Sponsors, 150 Fourth
Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site:

CPE Credits: You can earn 30 group-live CPE credit hours for
Consumer Lending Foundations, 10 group-Internet based CPE credit
hours for Consumer Lending eSchool, 29 group-live CPE credit hours
for Consumer Lending School: Advanced, 33 group-live CPE credit
hours for Residential Mortgage Lending School, 18 group-live CPE credit
hours for Business Lending & Services Confrence, 35 group-live CPE
credit hours for Business Lending Certification Institute: Fundamentals,
38 group-live CPE credit hours for Business Lending Certification
Institute: Credit Analysis and 38 group-live CPE credit hours for
Business Lending Certification Institute: Advanced Credit Analysis.
No advance preparation is required. For more information regarding
administrative policies, such as complaint and refund, please contact
CUNA at 800-356-9655, ext. 4249.

Travel Arrangements
United Airlines is the “official airline” for CUNA’s programs. Call
United’s specialized meetings reservation center at 800-521-4041 to
make your airline reservations. Please reference ID #553SF.

Cancellations & Refunds
Cancellations received in writing (via fax 608-231-4327) seven or
more days before the start of the program are eligible for a refund of
the amount paid minus a $200 administrative fee. No refunds will be
granted if cancellation is received six days or less before a program
begins. Substitutions are accepted anytime prior to the start of the
program at no additional cost. Simply fax an updated registration form,
listing the new participant and who they will be replacing.

CUNA Council Discounts
Members of CUNA Councils receive $100 discounts on these learning
• Consumer Lending School: Foundations
• Consumer Lending eSchool: Foundations
• Consumer Lending School: Advanced
• Residential Mortgage Lending School
• Residential Mortgage Lending eSchool
• Business Lending Certification Institute: Credit Analysis
• Business Lending Certification Institute: Advanced Credit Analysis
• Business Lending & Services Conference
For information about joining a CUNA Council, visit

Note: Discounts don’t apply to the event that offers a free bonus CPD Webinar:
Business Lending Certification Institute: Fundamentals.
CUNA Schools
Lending                     to a higher l
              nding program
  Take your le



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