Commercial Lending School, Day 3
The morning session addresses how to detect and manage problem loans with effective strategies to minimize losses. The day concludes with a session on cultivating and managing profitable customer relationships, helping lenders add value and build long-term partnerships with borrowers.
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Day 3 Resources
IBA Education Programs
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2025 GSB Schools
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Voya Bank Advisory Group
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Commercial Prospecting
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Day 3 Session Information
WEDNESDAY, SEPTEMBER 10 | 9:00am - 3:30pm
IDENTIFYING AND MANAGING PROBLEM LOANS
Although problem loans are not always preventable, lenders can minimize losses from them with good underwriting, active monitoring, early problem loan identification and aggressive corrective action.
Learning Objectives
At the end of this session, you will be able to:
- Identify the causes of problem loans
- Describe how to detect problem loans
- Describe the first steps in dealing with a problem loan
- Describe the elements of a successful meeting with a problem borrower
- Describe how to formulate a problem loan strategy and evaluate the alternatives
- Define the steps in implementing a problem loan strategy
- Understand key legal concepts of bankruptcy
- Identify a troubled debt restructure (TDR)
- Understand the methodology utilized to assess the adequacy of the allowance for loan and lease losses (ALLL) including Current Expected Credit Losses (CECL)
- Apply the techniques in a case study
EFFECTIVE RELATIONSHIP MANAGEMENT
This final session focuses on developing and managing profitable customer relationships.
Learning Objectives
At the end of this session, you will be able to:
- Describe the changing role of the lender
- Explain how the lender can add value to the customer relationship
- Identify the expectations of small business borrowers
- Describe the elements of a life cycle relationship plan
- Conduct a successful customer call
- Describe how to build a customer relationship
- Explain nine steps to profitably price lending relationships
- Apply the concepts in two structured role plays
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Day 3 Speaker
Mark Tyrpin
President & CEO
Mercantile Bank
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