Commercial Lending School - Oklahoma Bankers Association

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Commercial Lending SchoolF E B R U A R Y 28- M A R C H 5, 2021 O K L A H O M A C I T Y

2021 COMMERCIAL LENDING SCHOOLPurpose & PhilosophyThe Oklahoma Commercial Lending School is an intensive, one-week functional school designed for bankers witha basic understanding of credit and financial analysis. The school will demonstrate how to apply this knowledge inprofitable commercial lending situations.The purpose of the school is to prepare bankers to serve effectively and profitably as commercial loan officers by:- Developing a better understanding of how a business is structured and how it competes;- Providing an opportunity to apply these analytical techniques in a lending situation and to carry themforward in the pricing and structuring of a loan;- Developing a better understanding of the economy and how it affects the lending decision;- Developing an understanding of the role of a company’s management and how to analyze and evaluatethat management;- Developing an understanding of relationship banking—how to meet and maintain multiple customerfinancial needs.Target AudienceThe Oklahoma Commercial Lending School is geared toward an applicant who has had commercial lending exposurewith a background in basic accounting and analyzing financial statements. The school is specifically designed for juniorloan officers, those involved in credit or loan administration and others who are involved in the lending function. TheCommercial Lending School is also an excellent refresher course.Enrollment RequirementsEnrollees must meet the following criteria:- A college degree and a minimum of one year experience in commercial lending, or- A college degree and a minimum of one year in credit administration in a bank, or- A high school diploma and five years of banking experience;AND- Equivalent coursework, or- Demonstrate knowledge.** Note: A strong background in financial analysis or accounting is recommended. The OBA Analyzing FinancialStatements Seminar or similar programs are suggested. **Enrollment is limited to 35 participants, and will be accepted on a first-come, first-served basis. All applicants willbe accepted or rejected and notice given by Feb. 22, 2021.School PlanThe one-week school is structured in such a way as to measure each student’s gain in knowledge through the use ofa post-test as well as case studies. A passing grade is required on the exam in order for the student to qualify for acompletion certificate.Class OrganizationSo that each student may gain the optimum from the course of instruction and group environment, the enrollment islimited to 35 students. Formal classes will be held for approximately 40 hours, Sunday through Friday. The school willconclude on Friday, March 5, 2021.*Note: Program subject to change due to COVID-19 restrictions. **Enrollment is limited to 35.

2021 COMMERCIAL LENDING SCHOOLRequirements & RegulationsEach student will be required to attend every class until adjournment on March 5, 2021. An attendance recordwill be kept and the respective bank will be notified at the close of the session if the student’s participation is notsatifisfactory. Additionally, students will be required to complete an examination at the end of the school.DressDress for class is informal, but in good taste. Tailored shorts and jeans are acceptable. Plan to bring a light sweater orjacket.AccommodationsThe Oklahoma Bankers Association has a block of rooms available at the Residence Inn by Marriott OKC Downtown.The hotel is located at 400 E Reno Ave, Oklahoma City, OK 73104. Please call 405-601-1700 and mention the OklahomaBankers Association Commercial Lending School room block. The 117 room rate includes a breakfast and parking.Reservations should be made by Monday February 14, 2021 to guarantee this rate.Student Honors ProgramEach year, the Board of Regents, staff, faculty and students select two students as the outstanding graduates. Criteriafor the selection of the honor graduates include, but is not limited to: outstanding work on the case studies and test,contributions to and participation in class and overall contributions within the student body. Awards will be presentedto these students once they have returned to their respective banks. Additionally, these two students will be asked toserve as advisory board members for the following year. The recipients must be commercial bankers fromOBA-member banks and reside in Oklahoma.RegistrationStudents will register at the Oklahoma Bankers Association’s Harris Event Center from 2:30-3 p.m. on February 28, 2021.All students are required to register during this period.CostThe registration fee covers all expenses for daily snacks and lunches, two evening meals, a one-year subscription to theOklahoma Banker newspaper, books and tuition. The fee must accompany the application and be received by the OBAby Feb. 19, 2021, to be considered for the March 2021 session.EARLY BIRD REGISTRATION:Any registrant enrolling prior to Feb. 1, 2021, will be afforded thefollowing discounted rate: 1,400 OBA member.MULTIPLE REGISTRATIONS:Any OBA-member bank enrolling two or more students will beafforded the following discounted rate: 1,400 for first student, 1,200 for each additional student.REGULAR REGISTRATION:Single registration fee after Feb. 1: 1,500 OBA-member 2,500 Non-membersCANCELLATION POLICYUpon cancellation by Feb. 1, 2021, the full fee will be returned to the bank. A 700 cancellation fee will be charged forcancellation requests received after Feb. 1, 2021, through Feb. 15, 2021. Cancellations received after Feb. 15, 2021, willbe subject to total forfeiture of the registration fee.Please note: ALL CANCELLATIONS MUST BE IN WRITING. Exceptions to the above stated policies are subject to theapproval of the Commercial Lending School Board of Regents.

2021 COMMERCIAL LENDING SCHOOLCURRICULUM OVERVIEWCOMPANY STRATEGYCompetitve strategy, the key to success for any company, is explored in this module, which begins with alook at the role of strategy and then defines three basic types—price, product differentiation and productfocus. The course then identifies the various characteristics of a company that should be considered whenformulating and implementing business strategies.HISTORICAL FINANCIAL ANALYSISThis course considers the objective evaluation of a company’s record in managing the key variables. Theprimary tool of objective evaluation is the historical financial analysis, which includes comparative analysis,income statement/balance sheet analysis, funds flow analysis, ratio analysis, margin analysis, break evenanalysis and personal financial statement analysis.LOAN STRUCTURE & SUPPORT AND LOAN DOCUMENTATIONThese classes examine how to properly structure a loan, including identifying where loan support maybe required. It then looks at the four aspects of loan support—collateral, guaranty, loan agreement andsubordination agreement. Additional documentation issues are addressed.PROJECTING FUTURE PERFORMANCESensitivity analysis concerns the quantification of a borrower’s ability to make future payments basedon past financial performance. This session explores this concept by describing the information and toolsneeded for doing a sensitivity analysis. Three tools of particular utility —pro formas, cash budgets andworking investment analysis—are then explored at length.LEGAL ISSUESAll commercial lenders should have a working knowledge of these issues. The session will present currentdevelopments and strategies, involving collections, bankruptcy and lender liability.CEO ROUNDTABLE AND INDUSTRY ANALYSIS PANELThese discussions will give students an opportunity to hear from industry leaders regarding theirstrategies for a successful banking and lending career. Both panels provide insight into current economicinfluences.LOAN FRAUDPotential loan fraud activities and how to avoid them will be reviewed. Emphasis will be placed onprotecting the bank and your customer.BANKING TRENDSThe focus of this session will be on products and competition that may impact your bank’s day-to-dayperformance.UNDERSTANDING APPRAISALSThe session will address appraisal standards and current issues facing bankers.

2021 COMMERCIAL LENDING SCHOOLPROBLEM LOANSAlthough problem loans are not always preventable, lenders can minimize the losses from them byexercising credit discipline, properly administering loans and thoroughly understanding each borrower’sbusiness and financial needs.RELATIONSHIP MANAGEMENT/CROSS SELLING/LOAN PRICINGThis section looks at the relationship between successful negotiation and successful sale of bank products.Each step of the negotiation—preparation, discovery, establishing a negotiable position, negotiation andclose—is explained. The module then turns to the packaging and selling of a total commercial relationship. Inaddition, pricing strategies will be addressed.CREDIT DISCIPLINEThis section looks at the components of an effective administration process, which, when combined, result ina quality loan portfolio. The principle components of effective credit administration that are examined include:written loan policy, loan quality rating system, formalized loan pricing system, effective committee process,strong loan administration, well-trained lending officers and positive lending environment.CREThis module will discuss responsibly financing the three broad types of commercial real estate property. Thesession will address information requirements, underwriting and monitoring these types of loans.REGULATORY PERSPECTIVEDiscussion includes trends, hot issues and strategies for effectively managing the loan portfolio.Note: Topics are subject to minor changes.2021 Commercial Lending School BoardChairman:John Robin, Sooner State Bank, Oklahoma CityMembers:David Attaway, Great Plains Bank, MooreMark Brace, BancFirst, LawtonJeff DeSpain, BancFirst, EdmondJay Dyer, Arvest Bank, BartlesvilleAsh Etwardo, AVB Bank, Broken ArrowJim Gray, RCB Bank, EdmondRick Lindsey, The Bankers Bank, Oklahoma CityMark Londagin, First National Bank, VinitaKeith Ogle, All America Bank, MustangLance Shenold, Bank of Commerce, AnadarkoJulie Stovall, American Exchance Bank, OkemahAdvisory Members:Zach Bishop, Regent Bank, TulsaMark Byers, Vision Bank, Ada

SundayFebruary 282:30 – 3:00Registration3:00 – 4:30Historical FinancialAnalysisMondayMarch 19:00 – 10:00Historical FinancialAnalysis2021 Commercial Lending SchoolWednesdayThursdayBreak 10:00 – 10:15TuesdayBreak 11:00 – 11:15March 48:30 – 10:00Credit DisciplineBreak 11:00 – 11:1510:15– 11:45Legal IssuesMarch 39:00 – 11:00Loan Structure &SupportBreak 10:00 – 10:1511:15 – 12:45Loan DocumentationMarch 29:00 – 11:00CRE10:15 – 11:4511:15 – Lunch 12:30 – 2:00Lunch Discussion:SBA Loans2:00 – 3:30Industry AnalysisPanelLunch 12:45 – 1:45Lunch Discussion:Regulatory PerspectiveBreak 2:15 – 2:3012:15 – 2:15Problem Loans4:30 – 4:45Break2:00 – 3:45Loan Fraud IssuesBreak 3:30 – 3:45Lunch 11:45 – 12:15Sponsored byThe Bankers Bank12:30 – 2:45Projecting FuturePerformanceBreak 3:45 – 4:00Lunch 11:45 – 12:306:00 – 6:45DinnerBreak 2:45 – 3:004:45 – 6:00-continued-6:45 – 8:00-continued-4:00 – 6:00Case Study Work Time-continued-3:00 – 5:305:15Exam Review2:30 –5:00Company StrategyBanking Trends3:45 – 0Exam ReviewDinner 5:30 – 6:006:00 – 7:45Case Study WorkTimeFridayExamMarch 59:00 – 10:0010:00Class Photo10:00 – 11:15Bank ExecutivesRoundtable11:15OBA Update11:45Exam SummarySchedule subject to minorchanges.12/17

2021 COMMERC IAL LENDING SC HOOLAPPLICATION FOR ADMISSIONA check payable to the Oklahoma Bankers Association must accompany this application. This fee covers instruction, materials, tuition,refreshment breaks, lunch and a one-year subscription to Oklahoma Banker. The registration deadline is Feb. 19, 2021.This institution does not discriminate with regard to race, color, sex or age.REGISTRATIONEarly Bird RegistrationTo qualify, you must enroll by Feb. 1, 2021. 1,400 OBA MembersMultiple Registrations*To qualify, students must be from the samebank. (OBA Members) 1,400 First student 1,200 Each additional studentRegular RegistrationAfter Feb. 1, 2021 1,500 OBA Members 2,500 Non-OBA MembersREFUND POLICYAny registrant withdrawing by Feb. 1, 2021 will receive a full refund. A 700 cancellation fee will be charged for cancellation requestsreceived after Feb. 1, 2021 through Feb. 15, 2021 . Cancellations received after Feb. 15, 2021 will be subject to total forfeiture of fees. ALLCANCELLATIONS MUST BE IN WRITING.I, the undersigned, have read the attached information which describesadmission criteria and understand that I will be expected to attend allscheduled classroom and work periods, to prepare all assigned work, toparticipate in classroom sessions and to successfully complete the finalexamination to qualify for graduation.SignatureThe submission of this application has been approved by the bank. (Tobe signed by the president, department head, personnel officer or otherexecutive authorized by the bank.)NOMINATING OFFICER’S SIGNATUREPLEASE TYPE THE FOLLOWING INFORMATIONNAME (AS YOU WANT IT TO APPEAR ON CERTIFICATE)NAME OR FIRST NAME (FOR BADGE)EMAIL ADDRESSDATE OF BIRTH (MONTH/DAY/YEAR)AGENOMINATING OFFICER’S NAME AND TITLEBUSINESS PHONEMOBILE PHONEOPTIONALI consent to the release to my employer of grades and other measures ofperformance in courses taken by me at the school.YOUR TITLESIGNATUREDATEo Please send grades and other measures of performance to:BANK NAMEMAILING ADDRESSCITYSTATEZIPApplication must be returned by Feb. 19, 2021.(OVER)

YEARS IN COMMERCIALLENDING1. Less than 12. 1-3 years3. 3-5 years4. 5-10 years5. 10-15 years6. 15 years & overEDUCATIONAL BACKGROUND(Check only one)1. High School Graduate2. Some College (Hrs )3. Associate Degree4. Bachelor’s-Business5. Bachelor’s-Other6. Masters-Business7. Masters-Other8. Ph.D.9. Law DegreeSIZE OF YOUR LOANPORTFOLIO1 Under 1 million2 1-5 million3 5-10 million4 10-20 million5 20 millionSIZE OF BANK IN ASSETS1. 0-100mm2. 100-250mm3. 250mm-500mm4. 500-750mm5. 750- billion6. over 1 billion7. Bank Holding Co8. OtherOBA SCHOOLS ATTENDEDTOTAL YEARS INBANKING1. Less than 12. 1-3 years3. 3-5 years4. 5-10 years5. 10-15 years6. 15 years & overYEAR1. Compliance2. Consumer Lending3. Operations4. Commercial Lending5. Intermediate6. Basic7. OtherIndicate how you acquired a basic knowledge and understanding in the following areas:AccountingBasic concepts including the accounting cycle, special journals and subsidiary ledgers, payroll records andprocedures, reporting operating results, the accrual basis of accounting, partnership and corporate accounting.College Courses:Other (Specify):Analyzing Financial StatementsCharacteristics of financial statements and their analysis including the goals, methods and tools of analysis,accounts receivable, inventories, balance sheets, profit and loss analysis and their relationship to each other.College Courses:Other (Specify):EMERGENCY INFORMATIONIn case of emergency, please contact:NAMEADDRESSMOBILE PHONERELATIONSHIPWORK PHONEHOME PHONEPlease make your check payable to the Oklahoma Bankers Association and mail to:Oklahoma Bankers AssociationP.O. Box #960173Oklahoma City, OK 73196-0173Contact Janis or Nancy for further information at 405-424-5252 or at janisr@oba.com.FOR OBA USE ONLYRec’dRt#ByAmt.#kC

The Oklahoma Bankers Association has a block of rooms available at the Residence Inn by Marriott OKC Downtown. The hotel is located at 400 E Reno Ave, Oklahoma City, OK 73104. Please call 405-601-1700 and mention the Oklahoma . performance. UNDERSTANDING APPRAISALS The session will address appraisal standards and current issues facing bankers.

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